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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

3 Salesforce Hacks Your Inside Reps Will Be Thankful For

Posted by Matt Bertuzzi on Tue, Nov 25, 2014

Happy Thanksgiving to all my American friends. I want to share 3 quick changes to CRM that will most certainly make your reps thankful.

None of these are my original ideas and I'm thankful to the amazing Salesforce community for sharing them with me.

1) Display the timezone of a phone number

This one comes from my good friend and Salesforce mentor, Becka Dente.

You can add this formula field to accounts, contacts, and/or leads. Reps can then build and sort lists based on timezone. It's unbelievably useful for bunching calls together.

if( ISBLANK(Phone),"--",  if( CONTAINS( "206: 209: 213: 253: 310: 323: 360: 408: 415: 425: 503: 509: 510: 530: 559: 562: 604: 619: 626: 650: 661: 702: 707: 714: 760: 775: 778: 805: 818: 831: 858: 867: 909: 916: 925: 949: 951: 971: 424: 442: 541: 657", left( SUBSTITUTE( Phone , "(", ""),3)),"Pacific", 

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Topics: sales tools, inside sales motivation

SNAP Selling - a Book Review

Posted by Trish Bertuzzi on Thu, Sep 16, 2010

Anyone who knows me knows I am a major fan of Jill Konrath. I was incredibly flattered when she sent me an preview (full disclosure: and free) copy of her most recent book SNAP Selling. I was even more flattered when she used a testimonial I had sent her. Here it is:

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Topics: sales tools, inside sales tips

Sales 2.0 Tools Report: Impact on Sales & Marketing Effectiveness

Posted by Trish Bertuzzi on Thu, Dec 10, 2009

There is much buzz around the Sales 2.0 movement and many different definitions afloat.  Our definition is that Sales 2.0 is the effective convergence of people, process and technology.  Regardless of the variations in verbiage, what remains consistent in is the impact technology can have on the buying and selling process.

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Topics: sales tools, technology

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