February 2011 Sales Management Webinar

What's Up With Inside Sales - How To Build It

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.

You will learn:

• How leading companies 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
• What successful companies are doing and how they have structured their inside sales teams

Sherry Paterra, General Manager-Sales Transformation and Optimization, PhoneWorks

In 1986, Paterra founded and served as CEO of TeleSpectrum, Inc.until 1997 when she became the Executive Vice President of the publicly traded TeleSpecturm Worldwide.  A global sales and marketing services and call center outsourcing company, TeleSpectrum Worldwide, was listed in the Top Fifty service companies during the 80’s and one of the first marketing services companies to complete an IPO during the 90’s.

As EVP, Paterra was instrumental in designing the IPO rollup strategy that took the original TeleSpectrum, Inc. public in 1997. The rollup design provided one-stop customer management solutions of database marketing, telesales services, customer care outsourcing and technology, direct marketing services and sales training and consulting services. Completing six acquisitions during 1997, the newly formed TeleSpectrum Worldwide became a 500M publicly traded company on NASDAQ. Today it is a private equity company. 

As CEO of TeleSpectrum, Inc., Inc. Paterra was responsible for finance, sales and marketing, call center operations and consulting services. She developed the company’s vertical marketing strategy; executed the operating business model; and oversaw the development of new service offerings. She was Engagement Director for such clients as Apple, Microsoft, Cisco, Oracle, DEC,  IBM, Dell, American Express, GE, Merck, Glaxo, and Midbank Bank,UK and Commonweath Bank, Australia which resulted in strategic advice on sales, service and marketing strategy and operations; sales and customer management processes and information systems, and channel and distribution implementation.

Prior to TeleSpectrum, Paterra held sales and sales management positions with Xerox Corporation and operations management and training positions with United Airlines.

Paterra has served as Director and Strategic Advisor to emerging technology and internet companies such as Webline Communications, NetCentives, US Wireless Data, SoftAd, PhoneWorks, Woman.com, Post Communications, Siebel Systems and Encover.

Currently Paterra serves as a Director to two Web2.0 companies, Livelook and ContactCentersofAmerica; and, Senior Advisor to Opus8, a private equity company focused the CRM/BPO in the Customer Interaction sector.  In 2009, she became General Manager-Sales Transformation and Optimization at PhoneWorks LLC, a new division and business initiative, targeted to global accounts transforming and optimizing field, phone, web-based and social selling.

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.