Rise of the Inside Sales Rep

I’m fascinated by the growth of inside sales reps in organizations and the corresponding opportunities that are emerging in the market to support them. Inside sales growth is driven by a number of factors including: Productivity gains from modern cloud-based tools (e.g. CRM, marketing automation, etc.) Quality of video conferencing and screen sharing Continual margin pressure for many products…

5 Recommendations for Teams at Conferences

Over the years I’ve had the opportunity to attend dozens of industry conferences. Some large, some small, and mostly worthwhile. My first real conference as an entrepreneur was the Internet World trade show at the Javits Center in NYC in December 2001. With 50,000 attendees and 300 vendors, I was blown away by the size and scale. At the…

Sales Development Team: Most Important Sales Process Innovation in 10 Years

Kyle Porter shared Craig Rosenberg’s great new post The Sales Development Team: A Proven Framework for Success. Sales development became popular after Predictable Revenue hit the startup circuit a couple years ago. Now that I’ve seen sales development teams in action at several companies, I believe it’s the most important sales process innovation in the last 10 years. Here…