Uploaded by ThisWeekIn on Nov 9, 2011
Trish Bertuzzi, President of The Bridge Group, joins host Kevin Gaither to talk about the "express route from hire to revenue" on today's episode of ThisWeekIn Sales. It can take over four months to get your sales representatives to full productivity, but Trish has the experience to get you there in a much shorter time. In her time with The Bridge Group, Trish has worked with over 180 B2B technology clients to build, expand and optimize their inside sales efforts. Kevin is ready to ask her what sales managers should do onboard their sales reps and tips on how to recognize and attract great talent.
01:25 Our guest's Nightmare Sales Job
02:00 Trish Bertuzzi's history in inside sales
03:00 It can take up to seven months to see ROI from new sales reps!
04:00 What can you do to shorten the onboarding process?
04:45 Trish talks about delaying product training in the onboarding process and start with buyer information first.
06:00 Developing an intimate vision of the buyer as context for product training.
06:45 Where does role-playing and technology training fit in a successful onboarding process?
07:00 How can I use my resources to make my buyer's journey more enjoyable and efficient?
08:15 Are you a frustrated actor? Trish talks about her opinions on role-playing.
09:30 Looking for qualitative and quantitative responses from your sales representatives.
11:00 Feedback is the most critical component of a company's onboarding process.
12:30 How to create and unveil a Buyer Persona.
13:15 Get the right people in a room: you have the tribal knowledge in-house to develop an accurate Buyer Persona.
Category:
Produced by:
Tags:
License:
Standard YouTube License
22 videosSeason 1- 30:12
- Sales - Why Salespeople Should NEVER Cold Callby ThisWeekIn1,279 views
- 31:38
From NASA Nerd To $100 Million Salesforce Revenue Streamby ThisWeekIn3,196 views
- 38:37
- Sales - Hiring High Performing Sales Huntersby ThisWeekIn968 views
- 31:12
This Week in Sales - Your Hiring Process Sucks And You Don't Even Know Itby ThisWeekIn1,944 views
- 10:52
Survey Script - The Art of Cold Callingby homebasedaces5,662 views
- 8:09
SIRVA implements a global talent management strategy with SilkRoad solutionsby silkroadtechnology230 views
- 1:55
Strategic Onboarding: Interview with Stephen Gianottiby hohcoach755 views
- 5:05
High speed outbound phone calls and telemarketingby leadschool1,930 views
- 1:53
4 things leaders must do to grow their teamby EnrichingLeadership42 views
- 1:09
never dial an outbound call againby ibuzzpro99onlinecash88 views
- 33:41
This Week in Sales - The Most Important Word in Sales is 'Next'by ThisWeekIn7,931 views
- 3:40
Brooklyn Telemarketing Firm Makes Cold Calling An Art Formby twsterry39 views
- 14:59
FREE WEBINAR: Making Recruiting Strategicby WTGWebinar13 views
- 2:08
Proposed ArtWalk Express Routeby Artwalkcc41 views
- 1:45
How to Ace Every Job Interviewby CareerShorts140 views
- 1:22
What is Web 2.0?by websmarttv3,695 views
- 8:04
How to Make Cold Callsby MuhammadBey1882 views
- 2:30
The Esquires - Get On Upby joltinjack129,215 views
- 7:46
Customer Service | Sales Tips | Frank Furness| ...by frankfurness8,693 views
- 1:22
Web design Sales Jobsby 7Strategy461 views
Link to this comment:
All Comments (0)