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Quotable Podcast Episode #149: How to Use Inside Sales to Drive Growth, with Ben Vonwiller and Maria Valdivieso de Uster

Host: Krista Bauer

Learn the growing power of inside sales: what it is, why it matters, and how to do right. Maria and Ben share McKinsey’s best-in-class practices from their research and experience across clients. They provide guidance on four popular topics:

  1. Creating an omni-channel experience
  2. Effectively using customer analytics
  3. Embracing technology and automation
  4. Optimizing the lifetime value of your seller with people analytics

Inside sales should already be a big part of your go-to-market model and should only get bigger over time.”

Ben Vonwiller | Partner, McKinsey & Company

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Ben Vonwiller

Partner, McKinsey & Company

Ben is a partner in McKinsey & Company’s New York office. Ben has a background in media and communications law, including a doctoral degree focused on the regulation of content access, in particular, sports rights. This is combined with a deep expertise in digital growth strategy and global marketing and sales. Ben has served clients in the technology, media, and telecom industries for the past 11 years. His engagements have spanned every segment of traditional and digital media– television, newspapers, radio, social, B2B information, and professional sports.

Maria Valdivieso de Uster

Partner, McKinsey & Company

Maria is a Partner in McKinsey's Marketing & Sales Practice, based out of the Miami area office. She works with B2B and consumer companies in the United States, Latin America, and Europe to build advanced sales capabilities to drive above market growth. Over the past ten years, she has also focused on research regarding: sales growth, market strategy, sales capability building, channel excellence, advanced analytics in sales, and commercial transformation. Maria is a co-author of Sales Growth: Five Proven Strategies from the World's Sales Leaders (2nd Edition available April 2016) which distills the insights from interviews with prominent global sales leaders and hundreds of McKinsey engagements into a set of stories and practical ideas that drive above-market growth. She is also the author of multiple articles on sales management for business magazines including Harvard Business Review, European Business Review, and McKinsey Quarterly.




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