On a Social Media Today’s Best Thinkers webinar, Ben Cathers, Senior Strategic Solutions Consultant at Hootsuite and Paul Lewis, Global Social Media Manager and Social Selling Lead at Pitney Bowes joined me to share their strategies for “How to Increase Your Company’s Investments in Social Selling.” I asked what kind of investment – in terms of…
Of all the departments to transform into advocates, the sales team – your company’s revenue generators – should be the easiest and most compelling. Sales quota carriers and business development experts thrive on promoting your brand and products to the outside world. But sales professionals can be especially resistant to learning and adopting new practices…
For several years after writing the Sales 2.0 book with Brent Holloway, I was a consistent and disciplined blogger, with a target of producing at least one blog post every week. This year, I decided to try something different. Given how inundated everyone seems to be with content – and frankly how anxiety-ridden I became…
Mike Volpe (HubSpot’s CMO), Ken Krogue (insidesales.com’s President) and I will engage in a live Google + Hangout debate on this popular topic on Wednesday January 30 at 11 AM PST. To join us and watch online, visit our host’s Google + page (Software Advice’s Managing Editor Derek Singleton.) Here are some key points I plan…
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…
“The social revolution is a trust revolution.” This statement appeared on the 9th slide of Marc Benioff’s opening keynote, “Business is Social,” during his kickoff of Dreamforce 2012 last week. It followed some compelling statistics proving that the trends toward social media adoption in business are undeniable: 1.3 Trillion in value can be unlocked through…
It’s so great to hear the community’s reaction to our announcement of Sally Duby’s change in role at Phone Works. Here’s a particularly nice one, celebrating Sally’s contributions to the inside sales profession, from our friend and partner, Josiane Feigon. Josiane is President of TeleSmart Communications, author of “Smart Selling on the Phone and Online”…
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…
For all the talk about how social media will transform the way we sell, I have seen few examples of sales-department–wide adoption and even fewer that can point to measurable results. Some really smart veteran sales experts have confided that they just don’t “get” social. That’s why I was looking forward to the presentation, “Changing…
Next month, Phone Works will publish the 2010 Compensation Report on sales development (lead generation) and inside sales (quota-carrying) reps, as well as managers. Survey respondents will receive the report first. It should be no surprise that, in most companies, inside sales — selling and qualifying leads by phone and Internet — is a rapidly…