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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


4 Outbound Prospecting Metrics You Should Know [New Research]

Posted by Matt Bertuzzi on Tue, Sep 24, 2013

I am unbelievably excited to release Issue #2 of the Outbound Index.

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Topics: lead generation, metrics, sales techniques

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

5 Steps to Twitter for Sales

Posted by Trish Bertuzzi on Fri, Dec 02, 2011

This is a guest post from Matt Heinz, President of Heinz Marketing a Seattle based marketing agency focused on sales acceleration. I saw this piece he had written on how to use Twitter asked if we could share it. I hope you find it interesting and useful.  Enjoy!

PS – I’ll save you some time… if your buyers are not on Twitter (and many of them are not) you can sally forth and do meaningful work or read on for future reference.  


Twitter will never be confused with a direct response channel, but it’s still a proven and measurable tool for finding and engaging more prospects. Below are five specific tips to start finding more opportunities via Twitter. 

1. Follow your prospects

Create private lists of your prospects in Twitter, and follow them via segmented columns in HootSuite, Tweetdeck or some other tool. If you want to stay more “stealth” until you're ready to reach out and engage, you can add prospects to a Twitter list without actually following them but either way, knowing what your prospects are thinking and saying will help you: get to know them better, learn quickly what their priorities are and give you plenty of opportunities to engage at the beginning of their buying cycle.

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Topics: technology, sales techniques

Social Selling as the New Sales Skill

Posted by Trish Bertuzzi on Wed, Aug 24, 2011

I have a confession to share – I have gone through the full 5-stage Kübler-Ross coping model with the buzz around Social Selling.

Here’s how it went:

  • Stage 1: Denial
    Oh brother, another prospecting upgrade that trashes everything that came before it. This can’t be happening again.
  • Stage 2: Anger
    Are you kidding me?!! “Social” doesn’t sell – people do.
  • Stage 3: Bargaining
    I actually like what Nigel Edelshain has to say about Social Calling, maybe we can take the best prospecting tips and leave the BS Bingo behind.
  • Stage 4: Depression
    Who am I to fight the tide of the next great buzzword? 
    -and finally-
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Topics: lead generation, sales techniques

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