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 publishing a series of Q&A excerpts from my interviews with Sales 2.0 leaders. This is the second of three excerpts from my interview with Sharon Little, former director of field marketing communications for VMware. Anneke: Everyone I talk to is excited about the potential of video content. How are you incorporating video into your…
Top 3 Reasons Why Sales Development Still Reports to Sales Guest Blog by Sally Duby, Phone Works GM Sally, a veteran of technology inside sales, is a leader in Sales 2.0. Before joining Phone Works, she produced millions in new revenue and dramatically increased the quantity and quality of leads at software giant, Oracle Corporation, going…
I’m publishing a series of Q&A excerpts from my interviews with Sales 2.0 leaders. This is the first of three excerpts from my interview with Sharon Little, director of field marketing communications for VMware. Anneke: You have a mission statement for your sales enablement group. What is it? Sharon: To deliver high-value consumable information that…
One of the most satisfying things about writing a book is meeting and interviewing incredibly talented sales executives who are always experimenting with new, innovative approaches to their jobs. Much to my delight, I continue to hear from many of them about their latest ideas. Norman Gennaro, a VP of Sales Consulting at Oracle, regularly…