Trish Bertuzzi Articles by: Trish Bertuzzi

Are You Looking at the Wrong End of the Donkey?

Are You Looking at the Wrong End of the Donkey?
By June 6, 2014 Sales, Social Selling

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 benefits is that specialized teams are responsible for a very clear piece of the sales process. You can measure effectiveness, add or subtract headcount, and course correct as needed.   Read more ›