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HOT TOPICS
- The Accelerator Conundrum
- The Startup Velocity Question
- Platform as a Service
- Man and Superman
- Web 3.0 = (4C + P + VS)
- The Future: End of Capitalism
- Capitalism 2.0
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 9)
SM: Closing deals on the phone … there are people who don’t know anything about selling by phone, and would probably tell you that you cannot close deals on the phone. That isn’t true. But there is probably a threshold of how big of a deal can be closed on the phone. AS: I’m loath
Venky Harinarayan on Kosmix and Vertical Search (Part 4, final)
SM: How did you finance the different phases of the company? VH: Our company is funded by VCs, Accel and Lightspeed, and private individuals such as Jeff Bezos of Amazon.com and Bill Miller of Legg Mason. SM: What financing stage are you at right now? VH: We feel like we are fully funded, so we
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 8)
SM: Can you talk about suspect to prospect qualification? I know you are a world expert on this! AS: Somebody who is a suspect, and you do not know whether they are qualified, you don’t know what questions to ask. In other words, don’t spend a lot of time asking a lot of questions that
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 7)
SM: When you are touching the customer for the first time, how do you know what is the decision making process inside the account? AS: By asking a question about their buying process. What is it going to take to try something new, or to adopt new technology? SM: Of whom do you ask that
Venky Harinarayan on Kosmix and Vertical Search (Part 3)
SM: How big is the market? How do you calculate TAM? What is your business model? VH: We believe the overall TAM is very large – Wikipedia is a good proxy. They are #6 on the Web in traffic. Our business model is ad supported and very robust as we have very targeted and high
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 6)
SM: In the cold calling discussion, we assume that Telesales and Telemarketing are separate processes. Your expertise is more on the Telesales side. Are you assuming someone else is doing the Telemarketing prior to the prospect hitting the sales force? AS: We work with companies on both the Telemarketing side and using the phone to
Venky Harinarayan on Kosmix and Vertical Search (Part 2)
SM: Where did you get the idea for your current venture? What is your domain experience in the segment? VH: We started with the thesis that the Web is like the library of Alexandria – the repository of all human knowledge. The only window people have into this repository today is search. Our vision was
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 5)
SM: Let’s talk about a term I have coined, which is TeleWebSales. It is a combination of the telephone and the web, which is what you are doing and have been promoting for a while now. Let’s talk about some of the best practices of the TeleWebSales process. I’ll start by asking you about list