Trish Bertuzzi founded The Bridge Group to help B2B technology companies build world-class Inside Sales teams. Since 1998, they have helped over 320+ companies build, expand and optimize Inside Sales – building pipeline, generating revenue and redefining the image of the profession. Trish is also the winner of Consulting Provider of the Year American Association of Inside Sales Professionals (2013 – 2017 which is 5 years in a row!)

In this episode you’ll learn:
  • [01:10] How did the sales process evolve since 1998?
  • [03:00] The difference between researching and preparing for a sales call?
  • [06:30] Sometimes disqualifying is as valuable as qualifying an opportunity
  • [07:26] What makes a good client for Trish?
  • [09:03] Why did Trish start offering account based revenue services?
  • [13:12] How does Trish approach business in general?
  • [15:05] What does Trish do on an a day-to-day basis?
  • [21:30] How to approach creating engaging sales content?
Links mentioned:
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