June 20th, 8 am to 3 pm PDT, the Inside Sales Virtual Summit launches as the world’s largest online sales summit. (The Guinness Book of World Records has been contracted to verify this claim, so you could help make history.) It’s a day-long, non-stop immersion in the most important ideas... View Article
“Sales enablement” is defined by Forrester Research as “…a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the return of investment... View Article
Editor’s note: Shawn Naggiar is the Chief Revenue Officer for Act-On Software. He joined Act-On in early 2008 as employee #7, and was a key architect in creating the company’s go-to-market strategy. He is usually found with a phone in his hand. Marketing automation has become the secret weapon of... View Article
Your sales team can benefit from using a content prospecting method that combines email, voice, and content, in carefully planned steps. This process was outlined in a recent webinar: Content Prospecting: Enabling Sales Reps with Lead Nurture Best Practices, conducted by Bret Smith, founder and managing principal of High-Impact-Prospecting and... View Article
Sales has come a long way from the Glengarry Glen Ross days of high pressure and aggressive tactics. Especially in the last five years, sales and marketing roles have shifted and this impacts the way the funnel breaks down as well. Mr. Stacy Gentile and I delivered a webinar, “Unpacking... View Article
Many salespeople have the same challenge – how to make full use of the allotted time in order to generate the most revenue. Nancy Nardin, founder and president of Smart Selling Tools, joined Janelle Johnson, director of demand gen at Act-On Software for a powerful webinar discussing 30 Seconds Matter:... View Article
Before launching Smart Selling Tools in 2006, Nancy Nardin served in sales leadership roles at leading analyst firms such as Gartner Group and IDC. She has, at one point or another, worked with more than 30 of the largest high-tech and telecom firms in the country. This Thursday, February 21st... View Article
Craig Rosenberg is working on a book, “Tips for Sales Prospecting Into Small Businesses,” for Radius (radiusintel.com), and asked me to contribute a few tips. I’m posting them here, and if you’d like to contribute your favorite to the discussion, just leave a comment below. It comes to every salesperson:... View Article
