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3 Question Quiz: Test your Inside Sales knowledge

24 August 2011

Think you have a pretty good handle on common inside sales practices? Let’s see how your knowledge compares with results just published from our 2011 Inside Sales Metrics Survey. Questions What’s the industry average number of inside sales reps per manager? What’s the average ramp time for new IS reps? Did high-performing companies – those…

Six Ways to Woo SMB Executives

24 June 2011

Dell’s DWEN Event Does it Right If your company is wondering how to effectively sell to the massive SMB (small and medium-sized business) market, you are not alone.  Many businesses are realizing that they have to shift their sales models to profitably offer lower-priced or subscription-based products and services to volumes of smaller businesses.  Dell,…

Training for Sales Enablement Success

09 May 2011

I’m publishing a series of Q&A excerpts from my interviews with Sales 2.0 leaders. This is the third of three excerpts from my interview with Sharon Little, former director of field marketing communications for VMware. Anneke: VMware revamped new-hire and ongoing training — what you call “event-based enablement” — for your global sales force. What…

Headed to #sds11 and #ls_2011…See You There?

02 May 2011

I’m off to Phoenix tomorrow for the SiriusDecisions Summit (#sds11 on Twitter.)  With so many companies looking to improve the integration of their sales and marketing organizations and measure the revenue contribution of marketing programs, I look forward to learning about how companies are going about aligning the functions and how that impacts their revenue…

Guest Post by Josiane Feigon: Sally has my vote!

26 April 2011

It’s so great to hear the community’s reaction to our announcement of Sally Duby’s change in role at Phone Works. Here’s a particularly nice one, celebrating Sally’s contributions to the inside sales profession, from our friend and partner, Josiane Feigon.  Josiane is President of TeleSmart Communications, author of “Smart Selling on the Phone and Online”…

A New Chapter for Phone Works: A Tribute to Sally Duby

23 April 2011

In 1986, a talented young Sally Duby came to interview with me for a job as an inside sales rep at Oracle. Sally exemplified the hiring profile for Oracle’s new phone-based  selling organization: as VP of sales for a computer hardware company, she was at the pinnacle of her sales career in her industry but…