Bob says that busy customers no longer want to spend hours in a conference room, often preferring a quick WebEx conversation. My guest today is Bob Perkins, Founder of AA-ISP and Vice President of Inside Sales at Merrill Datasite. Bob shared his perspective on how inside sales strategies have grown in popularity as companies strive to improve customer service and boost sales as efficiently as possible. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. mail communication. Skype chats and instant messaging. MORE >>

Josiane noted that the groundwork that many business laid out over the past few years will set organizations up for success in a “strong and steady” 2013. Joining me today is Josiane Feigon, President of TeleSmart. TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. As publisher of TeleSmart’s “Trend Report,” Josiane has spent most of the last decade tracking the biggest challenges that sales leaders face each year. Millennial Talent 2.0 is Here to Stay. Millennials have become known for integrating games into the workplace. Passion. MORE >>

Dan's privately-owned firm specializes in executive strategy and business strategy. Click to start video at this point — “What we try to do with EDGY is look at why business is broken,” Dan says, “not why cold calling is broken or why prospecting is broken. For example, a business owner who goes bankrupt might get labelled as “cursed,” Dan says. However, Henry Ford declared bankruptcy five times before redefining the automotive business and, along the way, modern manufacturing. Joining me today is Dan Waldschmidt, founder of Waldschmidt Partners International. Tools. MORE >>

If a customer’s not ready to start a buying process, a sales rep—rightfully—doesn’t give that customer a lot of attention, because they’re supposed to bring in this quarter’s business. That means someone like an inside sales rep or a business development rep calls and is more like a concierge. I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Does that figure depend on the type of solution? MORE >>

Today's guest blogger, Craig Rosenberg, is Vice President, Focus Expert Network at Focus , a company whose mission is to make business expertise available to everyone. Craig works with business and industry experts to cultivate the Focus.com network. For the past 11 years, I have been advising organizations on how to plan and execute their b2b lead generation campaigns. B2B lead generation is complex, and there is always work to be done. There are some big reasons why lead generation campaigns fail that must be dealt with at the outset, before sweating the small stuff. MORE >>