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 take Sales courses in fewer than 100. You can major in Sales in just 15. Wow. There’s an obvious problem here.…

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 choice awards. The second was from Craig Ferrara of AG Salesworks, 7 Things I Want My Inside Sales Team To...

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 between sessions. During one of those conversations, I got pulled into a debate between two VPs of Inside Sales. The question…

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 on conference stages, scowled reading it on blogs, and I might have exclaimed 'for {#$%s sake' when I found in...

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 weeks cranking away on our set of transactional CRM data to bring you an answer to the eternal question: If…

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 about something I'd recently read about -- specifically, Angela Duckworth (from University of Pennsylvania) and her research on grit. Dr.…

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 currently at 4.5M views (nearly .3% of Gangnam Style fame). I was talking with a group of BDRs the other day...

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 Dreamforce 2012 and decided to take a look at a few of the videos I'd clipped. I'm so glad I...

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 market is for reps with 1-2 years of experience. To paraphrase her predicament: I need reps who are senior enough…

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 means to be a Sales Manager. Chris Snell, Inside Sales Manager at Care.com, wrote: My reps time is really valuable to…

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, that 69% of Managers aren't hitting the target of 3-5 coaching hours per rep per month. Guilty as charged. The issue...

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 line had me shaking my fist at the fates: The second reason for the sales manager's pain is that when it...

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 fourth report since 2007, this year we tried something a little different. We asked survey participants: How has managing inside…

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 prospecting process – combining voice and email touches. I, like most prospects, was ignoring him. Until he sent me this…

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 step for any company is to get a clear understanding of its own performance curve. Ideally, this would be done...

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 with inside sales groups. This report is focused on the lead generation (sourcing pipeline) model. Our fouth report since 2007,…

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 is the classical sales ratio - 2:1. In recent years, there has been tremendous discussion and discovery around Sales as science,...

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 we have a perfect weekday afternoon. That being shared, I recently stumbled upon a recorded Dreamforce session on "Sales Prospecting Secrets:...

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 a mini-obsession of mine. So being a huge fan of infographics, I thought I'd try to capture this hiring market...

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 Sales Optimization Report the other day. This chart really hit me between the eyes. Said another way, over 70% of…

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