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 is the third excerpt from my interview with Mark Burton, former VP of sales at MySQL (acquired by Sun Microsystems) and adviser to numerous software companies. Anneke: What were your “failures,” or things…
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…
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…
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…
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…
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:…
Thanks to Brian Karbel for this guest post. Brian is an e-commerce/SaaS account executive who worked most recently at Allurent. He is currently pursuing his next opportunity and will be employing these practices in his personal job search. While working at Hubspot, I had the pleasure of meeting and listening to Monster.com founder Jeff Taylor…
Thanks to guest blogger Steve Clark for this post. Steve is CEO of Adept Business Systems Pty. Ltd., an Australia-based provider of business software applications and solutions, including ERP. Whether you are buying groceries in a supermarket, ordering tyres (tires to Americans) for your car or simply pumping gas at a service station, chances are…
We’ve just released our annual survey covering compensation for inside sales professionals. The survey evolves every year with the help of our clients and the inside sales community, who review and edit the questions before we release it. It’s crucial to get the questions right, as an increasing number of companies start up or grow…
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 is the second excerpt from my interview with Andrew “Birchy” Birch, CEO of Sungevity, a leading provider of home solar-energy systems. Sungevity is creating Solar 2.0 through Sales 2.0, and proving it is…