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Inside Sales: The Year in Review and Predictions for 2012

Topics
Sales
2012 Trends
B2B
B2B Sales
Cold Calling
Inside Sales
Prospecting
Sales Management
Social Selling
Warm Calling

Highlights

2011 seemed to be a seminal year for inside selling with almost every B2B company building or growing their inside sales presence.  As 2011 comes to end, Focus.com  brought together some of our top experts to recap what we have learned over the past year, and offered their bold predictions for 2012. This Focus Roundtable addressed the following questions:

  • What did the inside sales community learn in 2011?
  • What predictions came true or didn’t in 2011 and why?
  • What are the big predictions for 2012?

 

Speakers

Trish Bertuzzi
Trish Bertuzzi
President
The Bridge Group, Inc.
details
Josiane Feigon
Josiane Feigon
President
TeleSmart
details
Anneke Seley
Anneke Seley
Phone Works
details
Michael Damphousse
Michael Damphousse
CEO/CMO
Green Leads
details
Craig Rosenberg
Craig Rosenberg
Vice President, Sales an...
Focus.com
details
@xtraliciousCoco tweeted
Just wana relax n think less #focusis the key#
Feb. 1, 2012
@BrianMcAdam tweeted
RT @rachkauffold Studying using my @FOCUSnational pen reminds me why I'm studying: To get that degree and become a missionary! #focusis ...
Dec. 15, 2011
@FOCUSnational tweeted
RT @rachkauffold Studying using my @FOCUSnational pen reminds me why I'm studying: To get that degree and become a missionary! #focusis ...
Dec. 15, 2011
@b2bmarketing tweeted
RT @LaurenEHarper (ugh!) Studies have shown that #insidesales is growing 15X more than field #sales. -@annekeseley #FocusIS
Dec. 15, 2011
@scoremoresales tweeted
@bridgegroupinc great job today on @Focus roundtable #focusIS
Dec. 14, 2011
@elysiacooper tweeted
RT @LaurenEHarper Cold calling needs to turn into Intelligent Outbound Calling- need to utilize #social to learn abt your prospects. -@bridgegroupinc #FocusIS
Dec. 14, 2011
@KyBedard tweeted
RT @LaurenEHarper THANK YOU to @annekeseley @bridgegroupinc @damphoux @JosianeFeigon & @funnelholic for a great @Focus roundtable today! #FocusIS
Dec. 14, 2011
@GoldbergCat tweeted
RT @LaurenEHarper Understand & appreciate where you are, don't try to do everything at one time, define measurable goals & take action! -@annekeseley #FocusIS
Dec. 14, 2011
@GoldbergCat tweeted
RT @LaurenEHarper Create philanthropic endeavors internally- will help with recruitment and retention for new, young talent. -@bridgegroupinc #FocusIS #sales
Dec. 14, 2011
@GoldbergCat tweeted
RT @LaurenEHarper Agreement all around- training for #insidesales and field sales is DIFFERENT! Need to tailor training for each. #FocusIS #salestraining
Dec. 14, 2011
@GoldbergCat tweeted
RT @Rinidas Surprised about phone component -- how many of you are using phone for this meeting -- so why should we expect for #insidesales #FocusIS
Dec. 14, 2011
@LeisaMErickson tweeted
RT @scoremoresales Inside sales is HOT right now!! #FocusIS #insidesales @annekeseley
Dec. 14, 2011
@KyBedard tweeted
RT @LaurenEHarper Stay humble & hungry. -@JosianeFeigon #FocusIS #insidesales
Dec. 14, 2011
@LaurenEHarper tweeted
THANK YOU to @annekeseley @bridgegroupinc @damphoux @JosianeFeigon & @funnelholic for a great @Focus roundtable today! #FocusIS
Dec. 14, 2011
@LaurenEHarper tweeted
Stay humble & hungry. -@JosianeFeigon #FocusIS #insidesales
Dec. 14, 2011
@LaurenEHarper tweeted
Understand & appreciate where you are, don't try to do everything at one time, define measurable goals & take action! -@annekeseley #FocusIS
Dec. 14, 2011
@LaurenEHarper tweeted
Create philanthropic endeavors internally- will help with recruitment and retention for new, young talent. -@bridgegroupinc #FocusIS #sales
Dec. 14, 2011
@GoldbergCat tweeted
RT @LaurenEHarper Embrace the changes that are going on right now in #insidesales. -@damphoux #FocusIS
Dec. 14, 2011
@LaurenEHarper tweeted
Embrace the changes that are going on right now in #insidesales. -@damphoux #FocusIS
Dec. 14, 2011
@albertsmit tweeted
RT @cahidalgo RT @LaurenEHarper Studies have shown that #insidesales is growing 15X more than field #sales. -@annekeseley #FocusIS
Dec. 14, 2011
Rini Das
Rini Das asked a question
Do you think Millennials want to play?
Dec. 14, 2011
Be the first to answer
@LawlineCulture tweeted
RT @damphoux from @bridgegroupinc referencing Crossing the Chasm and how it impacts sales model #focusIS
Dec. 14, 2011
@GoldbergCat tweeted
RT @Focus Join us TODAY! @bridgegroupinc @annekeseley @funnelholic & @JosianeFeigon review #InsideSales in 2011 http://focus.com/c/J46/ #FocusIS
Dec. 14, 2011
@GoldbergCat tweeted
And teach inside sales reps how to make an inquiry call - have received SO many so poorly done -either live or vmail #FocusIS
Dec. 14, 2011
Rini Das
Rini Das asked a question
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?
Dec. 14, 2011
4 Answers · Answer this Question
@GoldbergCat tweeted
RT @funnelholic Will we ever see a Willy Loman again? #focusIS
Dec. 14, 2011
Matt Bertuzzi
Matt Bertuzzi asked a question
How about teaching *new* dogs "old" tricks? How many Jr. Reps have read page 1 of Konrath, Gitomer, Rackham, et al?
Dec. 14, 2011
2 Answers · Answer this Question
@funnelholic tweeted
Will we ever see a Willy Loman again? #focusIS
Dec. 14, 2011
@JosianeFeigon tweeted
RT @Focus Join us TODAY! @bridgegroupinc @annekeseley @funnelholic & @JosianeFeigon review #InsideSales in 2011 http://focus.com/c/J46/ #FocusIS
Dec. 14, 2011
@LaurenEHarper tweeted
Agreement all around- training for #insidesales and field sales is DIFFERENT! Need to tailor training for each. #FocusIS #salestraining
Dec. 14, 2011

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