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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…

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…

Current Customers – the Key to New Customers.

25 March 2011

Guest Blog by Cindy Fahrner, Phone Works Engagement Manager Cindy was a quota-busting sales professional in her own right before joining Phone Works, where she has helped numerous companies pilot, implement and accelerate inside sales teams, achieving such success that many have been subsequently acquired because of their technology and sales performance – companies including…

Top 4 Sales 2.0 Initiatives for Q3 & Q4

29 July 2010

Companies are emerging from their mid-year planning meetings having evaluated their sales performance for the first half of the year, and sales managers are resetting priorities for the third and fourth quarters. In Phone Works’ consulting work with large and small companies across industries, we are observing some trends. Here are the top four Sales…