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…
Anneke’s Note: This post is by my colleague John Philpin, who asks really thought-provoking questions. Enjoy! Have you ever thought about how caught up we get in titles and departments and naming things? For example, someone once described their role to me as follows … “Actually I am in Sales. Specifically Inside Sales. Well really…
Existing customers may be fastest route to ROI Guest Post by Brent Holloway Ever hear salespeople referred to as hunters and farmers? Hunters “hunt” for new business outside the fold; i.e.: they convert prospects to customers. Farmers till the soil within, growing revenues from existing customers. It’s easy for companies to be enamored with their…
Still think Social Selling is a lot of hype? While large and small companies alike continue to puzzle over the impact of social media on sales, these giants in our industry are here to say it’s here to stay. What giants? IBM and Microsoft. And they have the stories to back it up. A few…
Brent Holloway is one of my favorite people, as co-author of Sales 2.0. He is Regional Sales Director, Witness Actionable Solutions at Verint Systems Inc. As a top notch, get-it-done sales leader, when Brent shares some advice, we all do well to stop and listen. Let’s listen now to what he has to say about…
All because of someone I met on LinkedIn I was recently engaged in a passionate discussion with a new friend of mine, Kenny Madden, about the importance of understanding sales from the buyer’s perspective. He said something like “Who cares how a bunch of salespeople are defining Sales 2.0; the buyer has no clue what…
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,…
In the Sales 1.0 era, prospects had to talk to those of us in Sales in order to get information about our products and services. Today, they check out our websites first, quickly forming a first impression. And, if we’ve done our jobs well, our websites become their “go to” resource throughout the buying cycle and…
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…
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…