Process and metrics are the lifeblood of inside sales organizations. Leaders of phone/Web sales organizations — or their sales operations managers — typically measure conversions at every step of the sales cycle, in addition to average sales cycle length, average deal size and other more common metrics. Sales 2.0 companies are following their lead and…
Have a Sales 2.0 idea to share? I am actively seeking guest bloggers! I’ve spent 18 months doing the lion’s share of writing on this blog, which I’ve enjoyed immensely. However, adding diverse ideas and opinions through the addition of other expert voices — such as Brent Holloway’s post on measurement and morale, David Satterwhite’s…
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 first 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…
Companies are emerging from their mid-year planning meetings having evaluated their sales performance for the first half of the year, and sales managers are resetting priorities for the third and fourth quarters. In Phone Works’ consulting work with large and small companies across industries, we are observing some trends. Here are the top four Sales…
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 and final excerpt from my interview with Jim Pitkow, CEO of Attributor, which produces Web-monitoring software that protects publishers’ revenue by preventing unauthorized use of content. An inside-sales veteran, Pitkow…
David Satterwhite is a Sales 2.0 pro, with an impressive track record running sales in companies such as newScale, Genius and Yammer. I’m so glad he’s willing to share his insight here as a guest blogger. The term “Freemium” refers to a model in which you give away some part of your solution for free…
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 Jim Pitkow, CEO of Attributor, which produces Web-monitoring software that protects publishers’ revenue by preventing unauthorized use of content. An inside-sales veteran, Pitkow worked with…
Keeping sales reps motivated — especially in today’s business world where no prospect has time for a sales call — is a key challenge for managers. Compensation, commission and bonuses alone are not enough to get sellers up in the morning, ready to take on another day of prospecting, qualifying and closing. A day after…
We are all insanely busy these days. In our day-to-day jobs, we are so focused on execution that it’s difficult to think about how to improve performance and productivity. Here’s an idea: talk to people outside your company, compare experiences and share ideas. I’ve been interviewing Sales 2.0 leaders for my new book project…
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 first excerpt from my interview with Jim Pitkow, CEO of Attributor, which produces Web-monitoring software that protects publishers’ revenue by preventing unauthorized use of content. An inside-sales veteran, Pitkow worked with…