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What’s Next After “Sales 2.0”? “Next Era Selling”

08 August 2016

By Anneke Seley and Britton Manasco (This article originally appeared on Selling Power’s Sales Leadership Blog under a different title.) It’s been almost eight years since the publication of Sales 2.0 and the first Sales 2.0 Conference. Back then, we – along with Selling Power and the first sales productivity software developers – were among…

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…

McKinsey on Sales Growth: Five Proven Strategies (Author Interview)

07 June 2012

McKinsey is arguably the best known and respected management consulting brand in the world. Their customers share that distinction: they are the Fortune 100, the largest and most recognized global companies. As owner and founder of a 20-year-old consulting business, I looked forward to interviewing Jon Vander Ark, who co-leads McKinsey’s Sales practice and is…

Having Trouble Hiring Inside Sales Reps? Here’s an Idea

22 May 2012

If you are building a new inside sales team or expanding an existing one, you know that recruiting good people can feel about as easy as qualifying for the Olympics. Most companies’ job postings sound alike: they seek to hire sales development /lead generation reps or quota-carrying inside sales professionals with at least 3-5 years…

Six simple, yet powerful Benioff-isms.

20 September 2011

What business leaders can learn from this often controversial, industry-changing man. As Marc Benioff’s first manager at Oracle (more years ago than I care to mention), I was like a proud Mom watching him dazzle the crowd at Dreamforce this year. Once teacher, now eager student, I filled my MacBook Air and Twitter stream with…