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…
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…
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%…
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…
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…
I’m publishing a series of Q&A excerpts from my interviews with Sales 2.0 leaders. This is the first excerpt from my interview with Ned Trainor, president and co-founder of BuildSite, an online product database used by the construction industry. Ned launched sales in a traditional way in an attempt to meet with the manufacturers who…
This is the time of year when many companies are in planning mode. Practicing what we preach, the Phone Works management team is going through a process of assessment to identify the areas of highest growth potential for our business — which is intimately tied to increasing our clients’ results. Using an expanded version of…
For all the talk about how social media will transform the way we sell, I have seen few examples of sales-department–wide adoption and even fewer that can point to measurable results. Some really smart veteran sales experts have confided that they just don’t “get” social. That’s why I was looking forward to the presentation, “Changing…
Thanks to Brent Holloway for this guest post. Brent is a regional sales director for Verint Systems Inc. and coauthor of “Sales 2.0.” According to CSO Insights data, fewer reps are achieving quota, yet quotas, on average, are going up. At this time of year, many of you may be looking at your headcount and…
“Oom Ronald” (Uncle Ronald), my 80-year-old uncle from Holland, came to visit me in San Francisco last week. Although Ronald would not call himself a Sales 2.0 leader or an entrepreneur, I disagree. I have long admired his career, exemplified by a warm and deeply personal approach to staff management and customers, as well as…