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Salesforce.com Goes Social and Reduces E-mail 40%

13 December 2010

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…

How does Sales 2.0 help your customers?

15 November 2010

If attendance at the Sales and Marketing 2.0 conference (formerly known as the Sales 2.0 conference) is any indication that Sales 2.0 has struck a chord with today’s sales and marketing professionals, last week’s event in San Francisco proved companies are indeed looking for ways to improve the way they market and sell to today’s…

Sneak Preview: 2010 Inside Sales Compensation Study

27 October 2010

Next month, Phone Works will publish the 2010 Compensation Report on sales development (lead generation) and inside sales (quota-carrying) reps, as well as managers. Survey respondents will receive the report first. It should be no surprise that, in most companies, inside sales — selling and qualifying leads by phone and Internet — is a rapidly…

Seven Sales & Marketing Insights From Recent Events

15 October 2010

It’s conference season! If you’ve been unable to leave the office and the demands of your day-to-day job, not to worry. Here’s a summary of seven things I thought worth sharing from five superb events I’ve attended in the past three weeks: 1. Sales Enablement groups are increasing sales productivity. Sometimes called Sales Productivity or…

The 2.0 Approach to Video

29 September 2010

Of all the videos watched daily on YouTube — more than 200 million, according to Answer.com — I’ve been wondering how many of them are used in sales and marketing to connect with prospects and customers. I’ve also been asking how sales and marketing leaders are measuring the effectiveness of video. Some companies are reporting…

Inside Sales and Field Sales Harmony

24 September 2010

I’m publishing a series of Q&A excerpts from my interviews with Sales 2.0 leaders, which will appear in my next book. This excerpt is from my interview with Bill Donellan, vice president of the Americas sales teams for i2, a company that provides intelligence and investigation software for law-enforcement, intelligence, military and commercial organizations. Anneke:…