Episode 24: The Sales Development Playbook with Trish Bertuzzi

Episode Overview

Don’t waste great sales talent on a terrible gameplan. There’s no time like right now to prepare to win the next sale and the next 10 sales. We’ve got a guest today’s who has made it her life’s purpose to develop the right strategies to out-maneuver any competition.

Trish Bertuzzi is an expert in developing sales teams and sales plans for B2B technology companies and she defines the name of this show, a true woman your mother warned you about. 

Trish is on fire to get sales made and today we’ll discuss selling for introverts, what you have to care about, what you shouldn’t care about and how business purpose can mean drastically different things to different people. 

As usual, we go all over the map on this one but all the roads we go down are sure to get you closer to your next big deal. 

About Today’s Guest

Trish Bertuzzi, Founder and CEO of The Bridge Group, where her team helps 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. In 2016 they expanded their service offerings to include Account Based Revenue (ABR) services. With this service they help companies launch strategies that drive bigger deals in bigger companies. In short, they help Sales & Marketing Leaders make the big decisions: on implementation strategy, productivity & performance, process, technology and tools.

Trish is the Winner of Consulting Provider of the Year American Association of Inside Sales Professionals (2013 – 2017 which is 5 years in a row!)

On today’s podcast…

1:20 – Gina has sexy voice envy
6:23 – Trish considers herself a woman that mother’s warned their sons about
8:56 – Trish gets discovered for sales stardom
12:00 – Not everyone in sales is an extrovert
16:00 – You can’t teach people how to care but you can do this…
21:00 – Women in sales are more critical of themselves than anyone else is
24:00 – How Trish ended up with only 3 men on her team
30:15 – How do you get people to stay with you and your business?
33:20 – When sales development meets revenue generation
36:15 – Generational differences on “purpose”
43:00 – The origin our podcast name

For more Gina, Rachel and Women Your Mother Warned You About visit our website!


More about Gina

Gina Trimarco is CEO/Founder of Pivot10 Results (training and strategy company) and Carolina Improv Company (comedy club and school). She has 25+ years of experience in marketing, sales, operations and people training. Gina combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition. A true Chicago city girl, her much older father trained her in sales starting at the age of 10, working in flea markets.

More about Rachel

Rachel Pitts is a Mom, Realtor, Author, and Creator of The Closing Curve, a new real estate software focused on enhancing the buyer experience. With a background in show business, her motto is: Entertain. Inform. Inspire. Find Rachel on social media as RachelonRealEstate, at www.rachelonrealestate.com and www.theclosingcurve.com and pick up her book, The Gift of Wreckage on Amazon

More about Keith Walters

As Managing Principal of Walters Dev Group, LLC, Keith currently assists companies via board and advisory roles. Keith has spent more than 30 years using a strong entrepreneurial focus to lead, advise and grow very successful businesses. His focus on operational excellence brings stability into organizations he leads and guides. Through a unique management system focused on company growth and strong culture development Keith helps build businesses that are true talent magnets.

Women Your Mother Warned You About™ is part of the Sell or Die Podcast Network. Check out these other amazing SORD podcasts.

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