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Trish Bertuzzi

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President, The Bridge Group, Inc.

1173 points

Trish Bertuzzi founded The Bridge Group with a mission to help technology companies build, evolve and optimize inside sales strategies. Whether on premise or SaaS solutions, TBG provides guidance on how to maximize Sales 2.0 phone and web based selling and has been doing so since 1998.

WEB: Inside Sales Experts

Trish Bertuzzi and 9 other people answered this question

Feb. 10, 2012

How to make cold prospects warm customers?

Be human
Speak their language
Tell a bigger story
Selling is about people having conversations. When you reach out to someone, whether through a referral or just on your own, you need to quickly and concisely communicate to them that you understand their business and ... more

Trish Bertuzzi is now following Dave Brock and 4 other people

Feb. 10, 2012

Trish Bertuzzi and 3 other people answered this question

Jan. 14, 2012

Do you have any recommendations for anti-tracking software?

Thanks to all for the great advice!

Information Technology

Anti-tracking Software

Privacy Control

Trish Bertuzzi and 2 other people answered this question at this roundtable

Dec. 16, 2011

FSI Sales Office Hours: A Year in Review [12/15 @ 1 pm]

Just how important is sales technology? Is it more of a distraction than anything else?

I think the important thing to think about is that you have to categorize sales technology into toys vs. tools. There are a lot of bright shiny toys out there but do they move the sales process forward? Once you figure out what does then ... more

Sales and Marketing Alignment

Trish Bertuzzi and 1 other person answered this question at this roundtable

Dec. 15, 2011

Inside Sales: The Year in Review and Predictions for 2012 [12/14 @ 11 am]

If we focus on the Buyer and Buyer's POV, then don't you think these silos go away? Is a flattering sales organization is what Buyer 2.0 wants?

Andrew I think perhaps there is a disconnect here. Although I am not on the Sales 2.0 buyers-have-all-the-information train, what we were trying to communicate in the webinar yesterday and on this post is that understanding the buyer's world and their business is critical to ... more

Trish Bertuzzi recommends this answer by Steven Moore

Dec. 8, 2011

Will there be widespread adoption of social selling amongst inside sales teams in 2012?

Yes- if you mean use the tools that companies are making that monitor conversations about their brand, topic or issue and put a follow up task as part of their sales call program. No- if you mean develop relationships with these channels for top loading ... more

Inside Sales Reps

Trish Bertuzzi is speaking at this roundtable

Dec. 1, 2011

Inside Sales: The Year in Review and Predictions for 2012

Trish Bertuzzi and 6 other people answered this question

Nov. 24, 2011

What are some tips for a Twitter beginner to leverage the platform for sales?

What is important to embrace about Twitter as a medium is that it is not a broadcasting system it is a conversation. If all your communications are about you and your business people will soon lose interest. But, if you are sharing information that is ... more

Trish Bertuzzi recommends this answer by Alex Shootman

Nov. 16, 2011

How do you get your sales team to see a month or two ahead when on a Monthly quota?

I am going to build upon something Dave wrote. As a sales leader I have to always remember that what I am interested in my folks will be fascinated by. So I have to be very conscious of what I am interested in. For us ... more

Sales Management

Trish Bertuzzi and 4 other people answered this question

Nov. 11, 2011

What are effective techniques to have voice mail messages returned?

Less than 2% of all voice mail messages will get returned. That is the sad truth but a good place to set your expectations.
Having said that, voice mail is still a great way to start to build a relationship of trust. You have to view ... more

Information Technology

Trish Bertuzzi recommends this answer by Michael Damphousse

Nov. 7, 2011

If cold calling doesn't work anymore why are appointment setting companies so successful?

Dialing blind is dead. Dialing alone is dead.
Being a pay-for-performance appointment setting company, and doubling in size 5 years in a row, I can state clearly that Outbound Marketing is certainly alive. Be it dialing, email, prospect research, networking...whatever the improvement you add to old-school ... more

Trish Bertuzzi and 5 other people answered this question at this roundtable

Nov. 3, 2011

Successful Strategies for Prospecting [11/10 @ 12:30 pm]

What is the difference between prospecting now from prospecting ten years ago?

Well, for instance, you can find out quite a bit about your prospect prior to engaging with them. Example: I spent a couple minutes on you and know you are west coast based, LinkedIn is not your preferred social media channel, you have been self ... more

Trish Bertuzzi recommends this answer by Henry Bruce

Nov. 2, 2011

How do you feel about sales pros, gurus or marketing consultants who engage in self promotion?

I hate it and hate that it is part of being a solo-preneur consultant to do some amount of promotion. But this discussion thread and the referenced one from Carlos correctly points that there is a right way and a wrong way. Also there are ... more

Business Ethics

Public Relations

Trish Bertuzzi recommends this answer by Gary Hart

Nov. 1, 2011

What should sales' role be in an organization's decision to purchase marketing automation?

Coincidentally, I have been wondering why salespeople have not been invited into the entire MA process, from purchase through ongoing use. Organizational culture will dictate success, not the tool.
Henry, sales teams that are in Missouri with a "believe it when they see it" attitude ... more

Lead Management

Marketing Automation

Trish Bertuzzi recommends this answer by Wendy Keller

Oct. 31, 2011

What is the most annoying sales tactic still be using today?

The most annoying tactic: relentless emails with an Unsub button that somehow never works! more

Trish Bertuzzi and 15 other people answered this question

Oct. 26, 2011

How can you create a culture where your employees feel comfortable creating content?

That is awesome Carla... all that tweeting is the output. Have you been able to measure the inbound activity it drives? Do you have a method for tracking or can you just give us your gut? Trying to connect activity with opportunity and I know ... more

Company Culture

Content Marketing

Trish Bertuzzi recommends this answer by Alicia Jones

Oct. 19, 2011

What is the first step in building an effective team?

This is what I've developed - what do you think?
How to build a team:
1. Identify needs and resources
2. Define the team – Who is included and why? What are the roles within the team? Before first meeting, individually invite each member to be a part ... more

Human Resources

Organization Development

Team Assessment

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