INSIDE SALES EXPERTS BLOG

metrics, trends, and analysis

Inside Sales Experts Blog

Inside Sales Experts Blog

by

Trish Bertuzzi

Author Jonathan Franzen said "one-half of a passion is obsession, the other half is love." With that in mind, ask anyone who's met Trish and they'll tell you - she is passionate about Inside Sales. Trish often remarks on how lucky she is to work with an amazing team at The Bridge Group, helping Sales & Marketing leaders make the big decisions: on implementation strategy, process to improve performance, supporting technology, metrics & measurement. Over the last two decades, Trish has promoted Inside Sales as a community, profession and engine for revenue growth. In the process, The Bridge Group has worked with over 220 B2B technology clients to build, expand and optimize their inside sales efforts.

Recent Posts

Be Greedy When Others Are Fearful: One VP's Perspective on the Phone

Posted by Trish Bertuzzi on Fri, May 12, 2017

Call avoidance. It was a problem in 1997, 2007, and most assuredly is still a problem in 2017.

Today, sales leaders are battling rep reluctance, generational preference, and vendor “thought leadership” blasting the phone as antiquated. This is both an easy sell and entirely wrongheaded. Great SDRs, great AEs, and great leaders have grit. Cultivating grit requires embracing tension, encountering pushback, and experiencing confrontation.

That’s why I’m happy to share this tongue-in-cheek post from Matt Amundson, VP of Sales Development and Field Marketing at Everstring. Mastering the phone is an out-of-the-box skill of exactly no one. Which is why it is so important that leaders help their teams develop these skills. Without further ado, here’s Matt.
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You know when you read something and it really sets you off? Something you disagree with so deeply that you can’t help not responding? That happened to me when I ran across Emails Only Please - 10 Reasons Why Phone Calls Are a Waste of Time shared on LinkedIn as a reason to not make sales calls.

Let me save you a click and offer my rebuttal.

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Does Sales Development Have a Glass Ceiling?

Posted by Trish Bertuzzi on Tue, Feb 28, 2017

I've started and stopped writing this post half a dozen times over the last few months. I hesitated as I didn't want to upset anyone or look like I am casting shade on some amazing and successful people. But the more I've thought about it, the more I've come to understand that this is a topic that needs to be discussed.

I'm talking about the glass ceiling in Sales Development. And no, I don't mean the glass ceiling faced by many women and minorities. I mean this:

Once you have risen to the rank of VP of Sales Development, how do you crack into the C-suite?
Where do you go next?

Some of the best and brightest our industry has to offer are sitting in an SDR leadership role right now. They run global teams, report to the CEO, and are instrumental in revenue growth. But have their careers hit a glass ceiling? I chatted with three (current and former) Sales Development Leaders that I have immense respect for and posed the question to them. Here's what they had to say.

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I Met a Guy in a Bar and Now I'm a Believer in AI

Posted by Trish Bertuzzi on Wed, Feb 01, 2017

At Dreamforce last October, a few colleagues and I were sitting at a hotel bar when a gentleman took an empty seat next to us. After a few minutes, he turned to me and asked, “Are you Trish Bertuzzi from the internet?” I replied that I was.

We started to chat and he shared that he had founded a tech company in San Francisco. My first thought was "yup, you and about a million other people." But the more he shared his vision, the more interested I became.

That “guy” was Roy Raanani, CEO and Founder of Chorus.ai.

We exchanged business cards and agreed to have a call a few weeks after Dreamforce. (Roy smartly closed on scheduling the meeting there and then.) On that initial call and over the next few months, I got to know Roy, his vision, and his team. The more I learned, the more I knew I wanted to be part of their future.

End result – I met a guy in a bar and now I’m on his company’s Board of Advisors. Funny how these things turn out.

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Topics: sales tools, saas

What Account-Based Is (and What It Isn't)

Posted by Trish Bertuzzi on Wed, Jan 11, 2017

It's 2017 and I’m on a mission to educate the market about the difference between account-centric and account-based thinking. The truth is that most companies don’t understand the distinction. Just drawing a box around a set of accounts and then executing your same old demand generation strategies won't get you to the promised land of larger deals in strategic accounts. 

That’s why I’ve asked Jon Miller, Engagio CEO and former Marketo cofounder, to share his thinking. Without further ado, here’s Jon.
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The B2B landscape is changing, fast.

In 2011, CEB concluded that there are 5.4 decision makers in a B2B sale. Just a few years later, new studies revealed that number has jumped by 30%. There’s even research that indicates as many as 17 decision-makers in enterprise sales. That’s exactly why more and more companies are adopting account-based strategies across their Sales and Marketing teams—it just makes sense to reach out to multiple decision-makers and influencers.

But doing it well goes beyond simple buzzwords; true success requires an orchestrated approach. Call it Account Based Everything. Call it Account-Based Revenue (as The Bridge Group does).

Call it whatever you want – the bottom line is to execute a strategic go-to-market approach that personalizes marketing, sales, and customer success efforts to land and expand at named accounts.

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