|
| |
|
 RSS Feed
Posted by Matt Bertuzzi on Fri, Jul 30, 2010 @ 06:14 AM
Hudson, Mass. - July 30, 2010 - The report, which focuses on Lead Generation metrics & compensation, is based on surveys of over 115 North American technology companies conducted in Q1 2010. The report, titled "2010 Lead Generation Metrics & Compensation for Technology Companies," is available via free download from The Bridge Group, Inc.
The report focuses on Lead Generation groups responsible for:
• Pipeline generation
• Appointment setting
• Lead qualification & nurturing
Key findings of the report:
• Over the last 3 years, the average size of Lead Generation groups has doubled
• Rep tenure currently averages 2.1 years
• Average monthly quota for leads passed remains unchanged from 2009
Trish Bertuzzi, President & Chief Strategist for The Bridge Group, comments, "The data regarding Inside Sales performance is certainly interesting:
• Since 2007, groups are increasingly falling under the Marketing umbrella – up from 32% reporting to Marketing in 2007 to 50% in 2010
• On a positive note, nearly half of companies reported 70%+ of their Reps at quota
• On average, it takes 6.5 touches to convert a ‘suspect’ to a ‘prospect’.”
She continues, "List quality, productivity & demonstrating pipeline impact are challenges companies face when building and expanding Lead Generation efforts. We hope this report will allow companies to benchmark themselves against their peers & best practices."
The complete findings of this report are immediately available from The Bridge Group's Inside Sales Experts Blog and Inside Sales Resources page.
Posted by Matt Bertuzzi on Wed, Jun 16, 2010 @ 07:16 AM
Hudson, Mass. - June 16, 2010 - The report, which focuses on Inside Sales metrics & compensation, is based on surveys of over 115 North American technology companies conducted in Q1 2010. The report, titled "2010 Inside Sales Metrics & Compensation for Technology Companies," is available via free download from The Bridge Group, Inc.
The report focuses on Inside Sales groups responsible for:
• The entire sales cycle from inception through close
• A revenue number based on an individual or team quota
Key findings of the report:
• Over the last 3 years, the average size of Inside Sales groups has nearly tripled
• Rep tenure currently averages 2.9 years
• Average quota has increased nearly 33% since 2007
Trish Bertuzzi, President & Chief Strategist for The Bridge Group, comments, "The data regarding Inside Sales performance is certainly interesting:
• Since 2007, quotas have risen nearly 33% - yet the percentage of Reps making quota has fallen by 25%
• Less than half of companies reported the majority of their Reps at quota
• Only 4% of respondents have greater than 80% of Rep making their number."
She continues, "Productivity, performance, metrics & hiring are challenges companies face when building and expanding Inside Sales efforts. We hope this report will allow companies to benchmark themselves against their peers & best practices."
The complete findings of this report are immediately available from The Bridge Group's Inside Sales Experts Blog and Inside Sales Resources page.
Posted by Matt Bertuzzi on Wed, Jun 02, 2010 @ 02:01 PM
Hudson, Mass. - June 2. 2010 - If you've been in sales or sales management for a while, you know the rules of engagement have dramatically changed. The basic tenets that were the foundation of success for the great sales leaders of the past don't necessarily work anymore. Customer-to-customer conversations are now trumping old fashioned sales and marketing strategies. As a sales leader you have to adapt or go the way of the dinosaur.
If you are a seasoned sales leader looking to understand these challenges or a individual contributor interested in learning how to turn your digital skills into an asset, this webinar is for you. We will discuss: - • Metrics for Measuring Success: How were great sales leaders measured in the past and how will they be measure in the future
- • SMarketing: How the roles of sales and marketing are not only aligning but merging
- • Losing Control: Brand release, social media, remote workers...how losing control has turned from a negative to a positive
Join inside sales expert and president of the Bridge Group, Trish Bertuzzi along with the author of the New Sales Economy blog and Inbound Marketing Specialist with HubSpot, Chad Levitt to discuss how to successfully leverage past skills for future success and how to turn your role as a digital immigrant into a career in sales management. Whether you are a seasoned sales executive or new to the sales profession, this is one webinar you cannot afford to miss.
Posted by Matt Bertuzzi on Mon, May 24, 2010 @ 09:48 AM
Hudson, Mass. - May 24, 2010 - The Bridge Group, Inc. announced today that AA-ISP recognized Trish Bertuzzi as part of American Association of Inside Sales Professionals Leadership Summit 2010 at an awards banquet held on May 12th at the Hyatt in Minneapolis, Minnesota. Trish Bertuzzi was awarded the AA-ISP Special Recognition Lifetime Contribution to Inside Sales. Additionally, Trish was listed on the AA-ISP Top 25 Most Influential Inside Sales Professionals list. “It is an honor to recognize Trish as this year’s recipient of The TOP 25 Most Influential Inside Sales Professional Awards and to award her with Special Recognition Lifetime Contribution to Inside Sales. Trish has proven her dedication to growing the professionalism and performance of the inside sales industry, which is the mission of the AA-ISP,” stated Bob Perkins, Founder and CEO. “We are confident that Trish and The Bridge Group, Inc. will continue to have an impact on this fast growing and exciting industry in the future.” A complete list of companies and individuals recognized by the AA-ISP will be published on the AA-ISP website.
Posted by Matt Bertuzzi on Tue, May 04, 2010 @ 01:02 PM
Hudson, Mass. - May 4, 2010 - The AA-ISP Leadership Summit 2010, the only conference dedicated exclusively to Inside Sales Leadership, will be held on May 11th and 12th at the Hyatt Regency in Downtown Minneapolis, MN. The Summit, recognized for delivering informative, thought-provoking presentations, brings together Inside Sales leaders from across the country to learn, share, and network. Trish Bertuzzi, President of The Bridge Group, was selected to speak on Inside Sales trends & benchmarks based on data from the 2010 Inside Sales Metrics & Compensation research report. Bertuzzi's session will be held on Tuesday, May 11th at 11:15 am ET. She will be available for a Q&A at the end of the session. “The sales world is changing, and Inside Sales is taking on an ever increasing role in the success of organizations,” explains Larry Reeves, the AA-ISP’s Chief Operating Officer. “This is overwhelmingly supported by recent studies that indicate corporate America is growing their year-over-year inside sales positions by 15%, while field sales are flat or decreasing. Today’s Inside Sales Professionals are top notch individuals proficient in a wide variety of skills that were never part of the sales role a few years ago. The face of sales is changing . . . and Inside Sales Professionals are leading the way.” View the Presentation About The AA-ISP Summit
The Leadership Summit is a unique industry event addressing inside sales strategies and technologies. The conference which will be held at the Hyatt Regency in Minneapolis on May 11th and 12th combines powerful keynote speakers and panel discussions with technology demonstrations and valuable industry networking and collaboration. Leadership Summit 2010 is presented and hosted by the AA-ISP, the only association dedicated exclusively to Inside Sales as a profession. For more information about the AA-ISP and the upcoming Leadership Summit 2010, or for registration and sponsorship/speaking opportunities, please visit: www.aa-isp.org.
Posted by Matt Bertuzzi on Mon, Mar 15, 2010 @ 08:34 AM
Hudson, Mass. - March 15, 2010 - Three sales strategists (and three generations) weigh in on the rules and ramifications of selling through social media. Join what’s certain to be a lively discussion between Trish Bertuzzi, President of The Bridge Group, Chad Levitt, author of the New Sales Economy blog, and Brett Wallace, Vice President of Sales at ZoomInfo.
Most of us in sales are using search engines, blogs, and social media to varying degrees, and it turns out that we all have the same questions. Find out who owns inbound marketing at top performing organizations and what you can learn from the best of the best. Join us for this unique one-hour session that lays it all on the table. ABOUT OUR PANEL Trish Bertuzzi
Trish is president and chief strategist of The Bridge Group, which specializes in building, expanding and optimizing inside sales strategies for smart technology companies. Her clients include industry leaders Core Security, Kadient, Q1 Labs, and ATG. Trish was voted "One of the Most Influential People in Sales Lead Management in 2009" by the Sales Lead Management Association. Chad Levitt
Chad is an account executive with HubSpot and the author of the New Sales Economy blog. He is also a contributing author for numerous other top-ranked sites including SalesGravy.com, Sales2.com, and Personal Branding Blog. Chad has been named one of the top twenty sales industry social media users by InsideView. He began his selling career with EMC in their award winning sales development program where he won Sales Associate of the Year in 2009. Brett Wallace
Brett is vice president of sales at ZoomInfo, the world’s most comprehensive directory of business information on people and companies. Prior to joining ZoomInfo, Brett spent 9 years with Forrester Research where he was repeatedly recognized as their #1 sales executive before being promoted to management. Learn more and register here >>
Posted by Matt Bertuzzi on Tue, Feb 23, 2010 @ 09:59 AM
Hudson, Mass. - February 23, 2010 - The Bridge Group, Inc. today announced it's commitment to a formal philanthropy program. Based on Salesforce.com's 1/1/1 model, the program will support non-profit organizations by volunteering 1% time, 1% expertise and 1% bookings.
"Our commitment is to leverage the power of our people, skills and energies to support the work of non-profit organizations," said Matt Bertuzzi, Marketing Consultant at The Bridge Group, Inc. "We are very inspired by the work that Salesforce.com is doing with their 1/1/1 model and decided to build upon that."
For those unfamiliar, Salesforce describes the integrated philanthropy program as:
Donate 1% of salesforce.com's resources to support organizations that are working to make our world a better place.
We take a small fraction of salesforce.com's time, product and equity and use it to make a huge impact in the world.
The Bridge Group will commit to volunteering:
- • 1% time. Donate 1% of our time (4 days per person per year) engaged in volunteerism.
- • 1% expertise. Donate our skills (4 days per person per year) to helping non-profits be successful.
- • 1% bookings. Donate 1% of our bookings to charitable organizations.
To kick off the 1/1/1 commitment, The Bridge Group has announced support for two projects:
To learn more, and track progress, please visit The Bridge Group 1/1/1 Commitment page at http://www.bridgegroupinc.com/philanthropy.html.
Posted by Matt Bertuzzi on Wed, Feb 10, 2010 @ 07:13 AM
Hudson, Mass. - February 10, 2010 - Emerging technology tools afford us all sorts of exciting new opportunities for connecting with buyers. Trish Bertuzzi, The Bridge Group, Inc.'s President & Chief Strategist, will be presenting in a free webinar explaining why it's important to take a long hard look before you leap.
"Ask yourself a few soul-searching questions about your organization, it's objectives, and its resources before you hop on the Sales 2.0 bandwagon," said Bertuzzi. "Find out how to build a solid foundation from which you can initiate change and truly transform your sales organization."
This webinar is the first in a three-part series exploring the use of technology and social media tools to engage buyers and initiate meaningful dialogue with prospects. Register today for this free online event, courtesy of ZoomInfo.
Webinar Registration >>
Posted by Matt Bertuzzi on Mon, Jan 11, 2010 @ 06:54 AM
Hudson, Mass. - January 11, 2010 Join the American Association of Inside Sales Professionals (AA-ISP) for the first Boston Chapter meeting of 2010.
The AA-ISP is the only association dedicated to the advancement of inside sales as a profession. There is no charge to attend and anyone who works within the inside sales industry is invited to join us.
You will also have the opportunity to participate in an open forum discussion led by Boston Chapter President, Trish Bertuzzi, founder and CEO of the The Bridge Group, Inc.
To be held on January 21, 2010, the agenda includes:
- • AA-ISP Chapter Intro & Review of Member Survey with Trish Bertuzzi (Boston Chapter President)
- • Outbound Calling Best Practices with Mike Damphousse (CEO of Green Leads)
- • Inside Sales Training & Coaching Best Practices with Steve Harper (CEO of Plan2Win Software)
- • Open Forum Discussion
- • Networking
For more information or to register, go to: AA-ISP Event Calendar
Posted by Matt Bertuzzi on Thu, Nov 19, 2009 @ 10:32 AM
Hudson, Mass. - November 19, 2009 - From the Sales and Lead Management Association Web Site: http://www.salesleadmgmtassn.com/news/2009_Top50_SalesLeadManagement.htm
In September of 2009, the Sales Lead Management Association opened the nomination process to find the 50 most influential people in Sales Lead Management for the year. When nominations closed six weeks later, we had 65 nominees. Voting was opened to members and non-members and each person could vote for up to five people. A total of 1604 people cast 3051 votes.  They are listed in order of number of votes received.
Jay Hidalgo The Annuitas Group
Carlos Hidalgo The Annuitas Group
Steven Woods Eloqua
Joe Lethert Performark Inc
Lisa Cramer LeadLife Solutions
Joel Book ExactTarget
Scott Dorsey ExactTarget
Jill Konrath Selling to Big Companies
Marc Benioff SalesForce.com
Patrick Cahill Rally Point Webinars
Mary Dedrick Performark Inc
Trish Bertuzzi The Bridge Group, Inc.
Brian Carroll InTouch
Margery Murphy Acadia Lead Management Services
Russell Kern The Kern Organization
M.H. "Mac" McIntosh Mac McIntosh Inc.
Phil Fernandez Marketo
Andrew Gaffney Demand Gen Report & G3 Communications
Gerhard Gschwandtner Selling Power
Ruth Stevens eMarketing Strategy
Dan McDade PointClear
Jim Steele salesforce.com
Victor Kippes Validar, Inc.
Dan Rogers SmartLead by the AdTrack Corporation
John Coe B2B Marketing
John Foley Interlink One
Ellis Booker BtoB Magazine
James Wong Avidian Technologies
Larry Augustin SugarCRM
Richard Erschik Leads to Sales, Inc.
Howard J. Sewell Connect Direct
Fred Yee ActiveConversion
John Doerr Wellesly Hills Group
Mack Manning PST Sales and Marketing
Frank van Veenendaal salesforce.com
Michael A. Brown Business to Business by Phone
Eric Edwards Rubicon Marketing Group
Bob Fernekees CRM Magazine
Susan Friedmann The Trade Show Coach
Laura McGuire SmartTracks, Inc.
Patty Azzarello Azzarello Group
Gil Cargill Cargill Consulting Group
Bob Felsenthal Crain Communications
James Cecil Nurture Institute
James Lenskold Lenskold Group
Bill Rice Kaleidico
Dick Damrow Contract Marketing Resources
Tom Judge Direct Marketing Partners
Rick Kean Business Marketing Institute
Tom Quinn Mailing and Fulfillment Services Organization
About the Sales Lead Management Association
The mission of the Sales Lead Management Association is to help companies become successful in the critical business process of managing sales leads.
All Posts | Next Page
Error sending email
Email sent successfully
| |