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Sales Models, Metrics, and Motions Blog

SDR, AE, and CSM analysis

Sales Models, Metrics, and Motions Blog

Inside Sales Experts Blog


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

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

Why Most Demos Are Useless

Posted by Trish Bertuzzi on Wed, Jul 10, 2013

The following is a guest post by Peter Cohen, Managing Partner of SaaS Marketing Strategy Advisors.

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Topics: sales tips, saas, sales techniques

Why Free Trials Don't Always Make Sense

Posted by Trish Bertuzzi on Wed, May 30, 2012

The following is a guest
post by Peter Cohen, Managing Partner of SaaS Marketing Strategy Advisors.


Lots of companies offer a free trial of their SaaS offerings. For some, it works well -  cost-effectively bringing in new, paying customers. Emphasis here is on "paying." 

For others, it's an unproductive drain on company resources that doesn't bring in nearly enough customers to justify the expense.

Why do free trials work for some SaaS companies and not for others? 

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Topics: target marketing, saas

SaaS's Impact on the Inside Sales Model

Posted by Matt Bertuzzi on Wed, Oct 20, 2010

Is Inside Sales in a SaaS environment really all that different from Inside Sales in traditional / licensed sales model?
Turns out - yes it is.

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Topics: inside sales management, metrics, saas

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