Trish Bertuzzi
Trish Bertuzzi
I founded The Bridge Group with a mission to help technology companies build highly successful inside sales teams. Since 1998, we have worked with over 190 technology clients, helping them increase productivity, drive higher conversion from leads to revenue and maximize Inside Sales performance.
Motivate and Retain Your Sales Reps
Late last year, Steve Richard and I had an idea for new research. This would be the third collaboration between The Bridge Group and VorsightBP (after...
I Hate the Double Tap in Sales
Better, faster, cheaper – you can only have two. I’ve decided to touch a third rail of the current selling spirit: the ‘double tap’ --...
Are You Looking at the Wrong End of the Donkey?
If you have your finger on the pulse of Inside Sales, you know that breaking the ‘prospecting’ and ‘closing’ functions into two roles has...
Hiring More Women in Technology Sales
I was speaking with a prospect the other day and the subject of recruiting women in sales came up. This company is extremely impressive:...
Twitter for Sales Reps: Big Hat – No Cattle
"Big hat and no cattle" (or "all hat and no cattle")(US, idiomatic) Full of big talk but lacking action, power, or substance;Apr. 25, 1981...
CEO’s Response to ‘A Letter of Resignation’
I recently read a fictionalized letter of resignation from a SVP, Sales (to a CEO) over on the Sales Benchmark Index blog. It...
Rethinking Sales Territories
I consider myself a fairly traditional Sales Manager – in that I generally don't think "new" equates to "better." In terms of Sales Territories, I've...
3 Inside Sales Trends to Watch (Part 2)
Last week, I shared the first part in our series on trendspotting thus far in 2013. This week, Janet, Trish (yours truly), and Patrice...
Green Shoots of a Sales Spring
On one of our internal chatter groups, a member of The Bridge Group team posed this question: 45 days in, what's everyone seeing that is...
Closing Year-End Business
Last week, I joined a dozen or so sellers in a #SalesInsiders chat on "Closing more business by year-end." I wanted to share some...
How to Lose a Sale in 3 Emails
If you've read this blog for any period of time, you know my thoughts on Sales Reps using email as the primary vehicle...
Want Sales Productivity, Be Fanatical in Hiring a Front-Line Manager
Ask anyone and they'll tell you, this Inside Sales hiring market is on fire. Companies are cannibalizing each other's Reps with top-tier candidates pretty...
Chief Revenue Officer: The Emerging Role
I'm always excited to speak with senior B2B execs that really get both sides of the revenue coin (meaning sales & marketing)....
6 Lead Generation Metrics You Should Know
We recently published our 2012 LeadGen Metrics & Compensation Report. Just under 200 technology companies participated and we compiled 20 pages of data, insight...
Separating fact from fiction for managing Gen Y Sales Reps
There's no shortage of biases, prejudices and opinions around how 'different' Gen Y sales reps are. What is lacking is a clean examination of...
8 Key Ingredients in Hire-to-Revenue Onboarding
Hiring great Inside Sales reps has never been harder. Increased competition for top talent and supply lagging behind demand means that when we land...
You’re Hired to Lead a Startup, What’s First?
A few weeks back, I came across this scenario on LinkedIn (slightly anonymized to protect identities). The CEO of a growth-focused company has hired you...
Attracting Top Inside Talent [moving past the 90’s]
Last month, I had the pleasure of attending the AA-ISP Senior Exec Retreat and spending time with 50+ Execs, VPs and Directors sharing &...
Scoring our 2011 Inside Sales Predictions [for golf lovers]
It's 2012 and high time to revisit 9 predictions that Laurie Page and I made early in 2011. I thought it might be interesting...
Social, Content & Selling – a Chief Revenue Officer’s take
I recently participated in a conversation over at Focus.com: How can you create a culture where your employees feel comfortable creating content? The idea...