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Six simple, yet powerful Benioff-isms.

20 September 2011

What business leaders can learn from this often controversial, industry-changing man. As Marc Benioff’s first manager at Oracle (more years ago than I care to mention), I was like a proud Mom watching him dazzle the crowd at Dreamforce this year. Once teacher, now eager student, I filled my MacBook Air and Twitter stream with…

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…