Matt Bertuzzi

Teaching Sales

 My friend and sales trainer extraordinaire, John Barrows, has a great line: There are over 4000 Colleges and Universities in the US. You can...

3 Thoughts On Stopping Sales Rep Turnover

A couple of emails hit my inbox last week back-to-back. The first was from Glassdoor, Best Places to Work 2014, announcing their 6th annual employee...

40% of Reps Will Miss 2013 Quota And I Feel Fine

Like many of you, I attended Dreamforce last month. As is often the case, some of the most interesting conversations happen in the hallways...

Pay No Attention To The ‘All Powerful’ Buyer

For some time, I've had a thorn in my side about a particular 'insight' floating around the sales punditry. I've grumbled when it was repeated...

4 Outbound Prospecting Metrics You Should Know [New Research]

I am unbelievably excited to release Issue #2 of the Outbound Index. My partner in crime Pete Gracey & I have spent the last few...

Does Grit Matter in Sales? [an experiment]

A few weeks back, I sat on a panel at the Sales 2.0 Boston conference. The conversation turned to sales hiring. It made me think...

This is Water. This is Selling.

Have you seen the video built around David Foster Wallace's 2005 This is Water commencement address? It has been making the rounds and is...

3 Big Ideas for Sales

I was digging through Evernote earlier this week and stumbled across a file titled: Killer DF12 Sessions for Sales. I vaguely remember creating it after...

ABCs of Hiring Recent Grads for Sales

The other day, I was talking to a friend who leads a team of sales development reps (outbound prospectors). She was mentioning how tight the...

Do This in 2013 & Boost Inside Sales Productivity

As we wind down 2012, I want to share a quick snippet from the single best article I read this year on what it...

Making ‘Call Coaching’ Scale

Last month a Sales Manager who had recently downloaded our Inside Sales research report sent me this note: Matt, I saw in your report,...

Forecast Accuracy: Mission Critical or Malarkey?

This post from Yesware CEO Matthew Bellows had me nodding in agreement the other day - Stop Guesstimating Your Sales Forecasts. In fact, this...

Inside Sales Management – What Matters Now?

It's official! Our 2012 Inside Sales Metrics & Compensation Report is now available. This report is focused on the inside sales (closing business) model. Our...

A Brilliant Sales Email [Share this with your team]

 The other day I received a prospecting email that really impressed me. The seller, Josh Mellott from Manticore Technology, was putting me through a well-executed...

Visualize Your Team with This Free Tool

The other day I ran into this article from Harvard Business Review, Motivating Salespeople: What Really Works. This bit caught my eye: the first...

How Has Managing Lead Generation Changed [2012 Metrics Report]

It's official! Our 2012 Lead Generation Metrics & Compensation Report is now available. This year's study is based on a survey of 197 B2B companies...

Moving the Sales Needle

It is a sales truism that we've been given two ears and one mouth and they should be used in roughly that proportion. This...

The Inside Track on Salesforce.com’s Outbound Team

To those that know me well, I'm not making news when I confess my love for Salesforce.com. Add in metrics, reports and dashboards and...

Hiring for Inside Sales [INFOGRAPHIC]

A few weeks back, we wrote about this hot inside sales hiring market. Tracking this market and thinking about its implications has become...

Market for Inside Sales Hiring [TREND]

Inside Sales hiring is up. Way, way up. I was lucky enough to sit in on a preview call for CSO Insights' 2011 Telemarketing Inside...

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