Matt Bertuzzi

Matt Bertuzzi

The Bridge Group, Inc.
Matt draws upon his experience in technology product management and direct sales to help Bridge Group clients better define their customer profiles and gain actionable feedback from their target market.
  • Moving the Sales Needle
    0 comments 322 reads
    Posted on 2012-05-16

    It is a sales truism that we've been given two ears and one mouth and they should be used in roughly that proportion. This is the classical sales ratio - 2:1.

    In recent years, there has been tremendous discussion and discovery around Sales as science, not art. I believe this to be true - at least in part. Sales is no longer a black box; a magical alchemy known only to the Sales illuminati.

    (Take a look at HubSpot VP of Sales, Mark Roberge’s Scalable Predictable Sales & Marketing presentation for great perspective on metrics-based management)

    The new sales ratio

    Selling certainly isn't unknowable wizardry, but neither is it a chemical reaction.

    That's why I'd like to suggest a new sales...

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  • The Inside Track on Salesforce.com’s Outbound Team
    0 comments 704 reads
    Posted on 2012-02-02


    To those that know me well, I’m not making news when I confess my love for Salesforce.com. Add in metrics, reports and dashboards and we have a perfect weekday afternoon.

    That being shared, I recently stumbled upon a recorded Dreamforce session on "Sales Prospecting Secrets: How Salesforce.com Fills the Funnel with Hot Leads." Needless to say, that’s right up my alley.

    Since the full session clocks in at 52 minutes, I thought I'd share some of the highlights here. The first part of the talk is given by Erik Nierenberg,VP of Sales Business...

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  • Hiring for Inside Sales [INFOGRAPHIC]
    0 comments 1,248 reads
    Posted on 2011-06-07

     
    A few weeks back, we wrote about this hot inside sales hiring market. Tracking this market and thinking about its implications has become a mini-obsession of mine. So being a huge fan of infographics, I thought I'd try to capture this hiring market - visually.

    I compiled some statistics and did a little original research/polling and came up with the following: 
    (Click to view full size) 

    ...

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  • Market for Inside Sales Hiring [TREND]
    0 comments 1,032 reads
    Posted on 2011-05-24

    Inside Sales hiring is up. Way, way up.

    I was lucky enough to sit in on a preview call for CSO Insights’ 2011 Telemarketing Inside Sales Optimization Report the other day. This chart really hit me between the eyes.

    Said another way, over 70% of surveyed organizations are hiring sales people this year. Nearly 1/4 are bumping their sales force size by 20% +. In case there was any doubt,

    Inside sales talent is in high demand

    .

    Anecdotally, I can testify that folks with 2-3 years sales experience are in white hot demand right now. Doing a little research, I crunched through about 100 LinkedIn jobs looking for “inside sales” reps. Here’s what I found for desired experience:...

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  • Sales & Marketing Word Association [VIDEO]
    0 comments 927 reads
    Posted on 2011-05-19

    Since conference season is in full swing, we thought it would be fun to play a word association game with some Inside Sales thinkers, writers & doers we met along the way.

    We asked them to respond to the following: Sales, Marketing, inbound leads & outbound prospecting. Here is what they had to say.


    Pretty interesting stuff, no?

    I also found it really fascinating to hear the responses grouped together. So I edited another cut here:


    I am looking forward to hearing from readers too? What come to mind for you? 

    ...

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  • Prospecting Post-Mortem: 23 Sales Processes Reviewed
    0 comments 933 reads
    Posted on 2011-04-26

    Having Sales Reps prospect me is one of the most eye opening parts of my job.

    Being a quant type of guy (nerd might fit too), I decided to track & categorize the sales processes that Reps have put me through over the last few weeks.

    Here’s what I saw:

    23 sales processes

    13 sent a single email

    6 added 1 call to the email

    2 executed a generic 3+ touch process

    2 executed 4+ touches (and sounded like they knew about my concerns & day-to-day role)

    .

    By my math, that's a less than 9% of Reps doing something more than drive-by prospecting. This left me wondering, what is it that drives 1 Rep to commit to a...

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  • Free Trials, Conversions & Dante’s 9th Circle
    0 comments 1,198 reads
    Posted on 2011-04-01


    Over at For Entrepreneurs, David Skok (VC at Matrix Partners) shared a slide deck he presented at the Boston Lean Startup Circle on Building a Sales & Marketing machine.

    The presentation covered:

    how to build a Sales & Marketing Machine that is predictable, scalable, automated, well instrumented, and cost efficient.

    What was most interesting for me was thinking about David’s presentation in light of a recent free trial of some SaaS software I just completed. Actually, I didn’t just complete it – I endured it.

    But first to David’s points. Note: the deck is 124 slides deep – so I thought...

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  • Can't Get Anyone on the Phone?
    0 comments 1,000 reads
    Posted on 2011-02-25

    Yesterday I was extremely lucky to see Steve Richard, Vorsight’s Head Sales Prospecting Trainer, present at the Boston Chapter of the AA-ISP. The topic, "I can't get anyone on the phone" certainly had everyone's attention.

    Steve led off with this question:

    How many dials does it take your Reps to get 1 connect?

    .
    He then shared the following metric from the folks at ConnectAndSell: 22

    ...
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  • 3 Perspectives on a Bigger, Better & Faster Inside Sales in 2011
    0 comments 876 reads
    Posted on 2011-02-04

    .
    Earlier this week I was lucky enough to listen in on a Focus.com roundtable billed Bigger, Better, Faster: Inside Sales in 2011. Moderated by Chris Snell who lead the panel through a range of topics around Inside Sales & Inside Sales Management. (The recording [MP3 file] has been made available, so you can give it a listen when you have some time.)

    I thought it would be interesting to highlight three questions that the panel addressed:

    • What did Inside Sales do right in 2010?
    • Where did Inside...
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  • 2 Simple Ideas for Living 'Boringly' in 2011
    0 comments 1,306 reads
    Posted on 2011-01-06

     
    Over the holiday break, I read a fantastic piece from Craig Rosenberg aka The Funnelholic called: 2011: The Year of Living Boringly (I Hope).

    Craig lays out the case:

    “From 2008 to 2010, it was basically a “content bubble” for marketers. All of us in the blogosphere have been riding high; talking about lead scoring, lead nurturing, content marketing, social media, sales and marketing alignment. So much sizzle and sexiness, it’s been a fantastical ride as marketers ate it up. Everyone in the world of marketing had endless new toys to talk about, and talk we did. But now, marketers must live boringly. Not to be a sensationalist, but our survival is at stake.”

    His advice...

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