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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…

In a Mature World…

08 April 2011

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…

Defining Sales Enablement

31 March 2011

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…