Executive Retreat 2018, San Diego CA, Oct 17th-19th
11 June 2018
Register here for the Executive Retreat at the Rancho Bernardo Inn located in San Diego, CA.
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What’s Next After “Sales 2.0”? “Next Era Selling”
08 August 2016
By Anneke Seley and Britton Manasco (This article originally appeared on Selling Power’s Sales Leadership Blog under a different title.) It’s been almost eight years since the publication of Sales 2.0 and the first Sales 2.0 Conference. Back then, we – along with Selling Power and the first sales productivity software developers – were among…
Here comes 2016! Our Predictions
11 January 2016
(Source: HRE Online, 2010) Goodbye 2015, Hello 2016! ‘Tis the season for resolutions and predictions. Check out ours: 1. Sophisticated data-driven and technology-enabled inside sales organizations will continue to grow rapidly. 2. A larger percentage of global, multibillion dollar companies will recognize that market share, margin and shareholder value goals can be achieved…
How to Increase Your Company’s Investment in Social Selling
03 November 2015
On a Social Media Today’s Best Thinkers webinar, Ben Cathers, Senior Strategic Solutions Consultant at Hootsuite and Paul Lewis, Global Social Media Manager and Social Selling Lead at Pitney Bowes joined me to share their strategies for “How to Increase Your Company’s Investments in Social Selling.” I asked what kind of investment – in terms of…
Designing the Next Generation Inside Sales Office
13 August 2015
When potential employees or customers walk into your offices, do they think “cutting edge and modern” or “tired and old school”? A sales professional’s physical working environment signals a lot: your culture, your investment, and how you expect your team to work. Office facilities are often overlooked when considering sales productivity- not to mention hosting clients and recruiting….
Sold! Marketing’s Crucial Role in Social Selling
10 June 2015
Of all the departments to transform into advocates, the sales team – your company’s revenue generators – should be the easiest and most compelling. Sales quota carriers and business development experts thrive on promoting your brand and products to the outside world. But sales professionals can be especially resistant to learning and adopting new practices…
Sales Leaders Embrace Virtual Selling Phenomenon
13 May 2015
This is a guest post by Britton Manasco. CHICAGO–The world of Inside Sales continues to experience extraordinary growth. Once shuffled off to the corner and tarred with the term “telemarketing,” today’s Inside Sales professionals are proving to be an innovative and disruptive force on the corporate scene. Bob Perkins, founder of the AA-ISP, estimated the Inside…
Inside Sales is Not Just for Americans
15 April 2015
Charissa Franklin, my business partner and Reality Works Group VP Client Success and I met while working in Oracle’s International division – among other things, helping our international subsidiaries and distributors start up inside sales. Charissa’s got a Master’s in international business and is conversationally fluent in more languages than I can count. More than…
Outside In: The Rise of the Inside Sales Team
08 February 2015
Inside sales professionals at high-tech companies will be generating an increasing percentage of total company sales over the next two years. That’s just one of the facts we confirmed in our recent survey-based research on inside sales. Inside Sales Research Reveals Trends Some interesting statistics from our study include: in large tech companies today, inside…
Social Selling: How Companies are Transforming Sales
03 September 2014
Liz Gelb-O’Connor and I will be speaking together at the upcoming Social Shake-Up conference in Atlanta September 15-17. Liz will be sharing her experiences introducing social selling to ADP’s inside sales team. I will be channeling my inner Terry Gross and asking the interview questions. Come join us September 17 for our 11:45 session. Then join…