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Sales Leaders Embrace Virtual Selling Phenomenon

13 May 2015

This is a guest post by Britton Manasco. CHICAGO–The world of Inside Sales continues to experience extraordinary growth. Once shuffled off to the corner and tarred with the term “telemarketing,” today’s Inside Sales professionals are proving to be an innovative and disruptive force on the corporate scene. Bob Perkins, founder of the AA-ISP, estimated the Inside…

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…