Want Predictable Growth? Invest in Front Office Fusion

This article is adapted from the book Next Era Selling: 5 Strategies to Make Your Business Unstoppable (Now + Next, 2016) by Britton Manasco and Anneke Seley. 

Leading Lights Interview: AA-ISP Founder Bob Perkins

What’s behind the impressive growth of virtual selling? What keeps companies from fully capitalizing on this practice? And what’s coming next? Britton Manasco, editor of The Visible Edge, spoke ...

New Book: Next Era Selling

Confronting the Last Mile Problem in Field Sales

I think it's very important to have a feedback loop, where you're constantly thinking about what you've done and how you could be doing it better. I think that's the single best piece of advice: ...

Sales Leaders Embrace Virtual Selling Phenomenon

CHICAGO–The world of Inside Sales continues to experience extraordinary growth. Once shuffled off to the corner and tarred with the term "telemarketing," today's Inside Sales professionals are ...

Unconventional Wisdom: Thought Leaders Share their Perspectives on Virtual Selling and Inside Sales

The smart money has long understood that how you sell can be just as important as what you sell. As the rise of virtual selling demonstrates, this maxim is now truer than ever. 

Context Setting and the Rapid Reveal: Putting an End to the Long Interrogation

by Britton Manasco | Jul 15, 2013 | Inside Sales

In this dizzying and distracting world of big data, what your prospects truly value is the big picture.

Learning to Love Uncomfortable Silences

by Britton Manasco | Aug 27, 2011 | Inside Sales

Mia: Don't you hate that? Vincent: Hate what? Mia: Uncomfortable silences. Why do we feel it's necessary to yak about bull****? In order to be comfortable? Vincent: I don't know. That's a good ...

The New Logic of High Impact Selling

by Britton Manasco | Jul 10, 2011 | Inside Sales

Are you struggling to accelerate sales cycles and meet your sales objectives? Maybe it's because your people aren't reaching enough senior decision makers.

Level the Field, Win the Deal

by Britton Manasco | Mar 22, 2011 | Inside Sales

What's impeding your growth and undermining your success?