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In a Mature World…

08 April 2011

Top 3 Reasons Why Sales Development Still Reports to Sales Guest Blog by Sally Duby, Phone Works GM Sally, a veteran of technology inside sales, is a leader in Sales 2.0. Before joining Phone Works, she produced millions in new revenue and dramatically increased the quantity and quality of leads at software giant, Oracle Corporation, going…

Defining Sales Enablement

31 March 2011

I’m publishing a series of Q&A excerpts from my interviews with Sales 2.0 leaders. This is the first of three excerpts from my interview with Sharon Little, director of field marketing communications for VMware. Anneke: You have a mission statement for your sales enablement group. What is it? Sharon: To deliver high-value consumable information that…

Current Customers – the Key to New Customers.

25 March 2011

Guest Blog by Cindy Fahrner, Phone Works Engagement Manager Cindy was a quota-busting sales professional in her own right before joining Phone Works, where she has helped numerous companies pilot, implement and accelerate inside sales teams, achieving such success that many have been subsequently acquired because of their technology and sales performance – companies including…

Cutting the Cost of Inbound Marketing

17 March 2011

Guest blog by Sally Duby, Anneke’s business partner and Phone Works GM Just got done reading Gary Ambrosino’s blog posting, Why Inbound Marketing Is Costing You Money and What To Do About It – Part 1. What a pleasure – first because he gave Phone Works a nice shout out (thanks, Gary), and secondly because…

How Much Money Does the VP of Sales Make?

27 February 2011

If you are benchmarking your Chief Sales Officer’s compensation, don’t miss the Phone Works VP of Sales Compensation Survey Report, which was released last quarter. Here are some of the highlights from our survey of VPs of Sales in B2B companies across industries: The majority of respondents work in technology companies based in CA 50%…

Sales Innovation in a Traditional Industry

16 February 2011

This is the second excerpt from my interview with Ned Trainor, president and co-founder of BuildSite, an online product database used by the construction industry. It is part of the Sales 2.0 Leaders Interview series. Ned launched sales in a traditional way in an attempt to meet with the manufacturers who would be his advertising…

Centralizing Sales in EMEA — A Solid Trend

12 February 2011

This post was contributed by Sherry Paterra, general manager of Phone Works, who works with our largest global clients that are transforming their sales models to take advantage of Sales 2.0 practices and technology. She was recently at an off-site client meeting in the UK, which inspired her to share her thoughts. We’ve seen the…