Sales Models, Metrics, and Motions Blog

SDR, AE, and CSM analysis

Sales Models, Metrics, and Motions Blog

Inside Sales Experts Blog

by

Matt Bertuzzi

Matt bleeds blogs, business books and inside sales. He is never short an answer to the question, “Read or see anything interesting lately?” Matt works with Bridge Group clients on tools, roadmaps, and advice around inside sales. Internally for The Bridge Group, he works on technology, content, and other (fun!) projects.

Recent Posts

Speed up in a Slowing Economy- Look at Wins / Losses

Posted by Matt Bertuzzi on Tue, Oct 28, 2008

I want to share a spot-on post I read over at the Tuned In blog. It is part of a series on Winning in a Down Economy. Here is an excerpt on "Embracing the new Reality":

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Topics: sales process, inside sales management, best practices

Inside Sales Hiring: Using Peer Interviews

Posted by Matt Bertuzzi on Thu, Sep 25, 2008

Peer interviewing is an integral part of the Inside Sales hiring process. It is extremely valuable to have candidates meet with current employees (in similar or complimentary roles) to gain not only a more complete idea of a candidate's overall fit, but also for them to get a sense for the team they will be working with. Or so it goes in theory....
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Are Buyers Liars? - Ask the Right Sales Questions

Posted by Matt Bertuzzi on Wed, Sep 10, 2008

In my role as Marketing Manager, I buy services/technology/etc. for our inside sales consulting company. So I am a buyer, but does that mean by definition I am a liar?

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Topics: sales process, sales tips, sales techniques

I Get Cold Called: Tales from a Marketing Manager

Posted by Matt Bertuzzi on Mon, Aug 04, 2008

I changed careers recently. I went from being a Product Manager for a technology company to a Marketing Manager for a professional services company. One of the immediate "benefits" of my new role was a massive increase in the number of cold calls I receive. Seriously, we are talking a 5x increase. As you would expect, some salespeople I hear from are good, some poor and some rage inducing.
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Topics: sales tips, cold calling

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