December 2010 Sales Management Webinar

The Role of Inside Sales in Today's New Selling Environment

Have you been asking yourself this question, "What’s Up With Inside Sales?" 

The economic downturn and the Internet have changed the world of selling and buying.  Market-leading companies are transforming the way they sell to meet and exceed the expectations of today’s customers while containing sales costs, increasing productivity and maximizing revenue and profit.  One of the most successful strategies innovative companies have embraced is the launch or expansion of an Inside or Phone/Web sales channel.

Sally Duby, who was one of the early management members of the Oracle Inside Sales team, and for the last fourteen years worked for the leading inside sales consulting firm will share her insights and experiences working with leading showcases of inside sales.

You will learn:

• The outlook for inside sales and its role in the new culture of social selling (Sales 2.0)
• How leading companies as well as start-ups are implementing and succeeding with Inside Sales practices and technologies
• How you can get started with a new Inside Sales initiative or optimize your current Inside Sales model

Sally Duby, General Manager and COO, Phone Works

Sally Duby, a veteran in the field of technology inside sales, is one of the leaders of the Sales 2.0 movement.   Sales 2.0 is an extension of the repeatable, predictable inside sales models Sally and Phone Works have been building for twenty years. It combines next generation and Web 2.0 technologies and services with innovative sales processes to accelerate revenue growth and decrease sales costs.   Sally frequently conducts workshops on Inside Sales Best Practices for Venture Capital firms and leading executive management organizations.  She was also a speaker at the first annual Sales 2.0 conference, held in October of 2007.

Sally first learned about building highly profitable sales groups as an early member of the Oracle Direct inside sales management team in the mid 1980’s.  Sally went on to start up inside sales teams at Network General and Ingres/Computer Associates that became the most profitable sales groups in each company while generating millions of dollars in incremental revenue.    Since the mid 90’s, Sally has led the Phone Works team to help over 250 companies build and restructure inside sales teams to achieve measurable, scalable and predictable sales results.

Bill Eckstrom, Founder and President, EcSELL Institute
While a Sr. VP of Sales for a publicly traded organization, Bill found a market void in educational and developmental resources for his sales management team. As a result, he founded the EcSELL Institute. EcSELL Institute offers professional development specific to sales management. It helps sales managers stay aware of the latest trends, proven strategies, and reliable technologies as it relates to sales leadership and management. Members of the EcSELL Institute are able to make necessary adjustments in their management approach in order to optimize the productivity of their sales department and create a highly motivated sales team who regularly exceed their goals.