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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…

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…