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Author Archive | Trish Bertuzzi

Motivate and Retain Your Sales Reps

Blog post by on April 17, 2014

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 Sales Speaks and Mythbusting Millennials). Our intent was to survey sales reps, front-line …

I Hate the Double Tap in Sales

Blog post by on February 7, 2014

 Better, faster, cheaper – you can only have two. I’ve decided to touch a third rail of the current selling spirit: the ‘double tap’ — the process of leaving a voicemail immediately followed by an email. I’m …

Are You Looking at the Wrong End of the Donkey?

Blog post by on January 30, 2014

 If you have your finger on the pulse of Inside Sales, you know that breaking the ‘prospecting’ and ‘closing’ functions into two roles has crossed the chasm. Role specialization is here to stay.  One of the big …

Hiring More Women in Technology Sales

Blog post by on December 18, 2013

I was speaking with a prospect the other day and the subject of recruiting women in sales came up. This company is extremely impressive: high-growth, exciting market, great location, amazing sales culture – the works. However, they …

Twitter for Sales Reps: Big Hat – No Cattle

Blog post by on September 4, 2013

“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 Globe & Mail ‘One of the major raps against him was that he …

Rethinking Sales Territories

Blog post by on June 13, 2013

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 always believed in the need for defined territories. My reasoning being that …

3 Inside Sales Trends to Watch (Part 2)

Blog post by on March 6, 2013

Last week, I shared the first part in our series on trendspotting thus far in 2013. This week, Janet, Trish (yours truly), and Patrice share our perspectives on: ~60 days in, what’s everyone seeing that is changing …

Green Shoots of a Sales Spring

Blog post by on February 22, 2013

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 changing & improving in 2013? I thought it would be interesting to …

Closing Year-End Business

Blog post by on December 11, 2012

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 of the great ideas that came out of that conversation. More business – …