categories
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
greg brush
Sales 2.0: Greg Brush, Vice President Of Sales And Customer Success, InsideView, San Francisco (Part 6)
By Sramana Mitra and guest author Sudhindra Chada Sramana Mitra: In your case, you are selling an opportunity intelligence solution. How can you know exactly what is going on inside the account without a defined process? InsideView doesn’t pick up that there is an opportunity intelligence problem going on in your prospects. Greg Brush: The
Sales 2.0: Greg Brush, Vice President Of Sales And Customer Success, InsideView, San Francisco (Part 5)
By Sramana Mitra and guest author Sudhindra Chada Sramana Mitra: So, the enterprise cycle may be 146 days. During that time, all those people who have been identified as influencers in the decision-making process have been touched and sold to and demoed and their interactions logged to everything in Salesforce.com. At this point, you are
Sales 2.0: Greg Brush, Vice President Of Sales And Customer Success, InsideView, San Francisco (Part 4)
By Sramana Mitra and guest author Sudhindra Chada Sramana Mitra: So, basically, on the transactional side you have fairly well-defined and simple process The number of stakeholders who are going to be making the buying decisions are fewer, and at this point, the assumption is you have identified that buyer. Then somebody from the sales
Sales 2.0: Greg Brush, Vice President Of Sales And Customer Success, InsideView, San Francisco (Part 3)
By Sramana Mitra and guest author Sudhindra Chada Sramana Mitra: Could we talk a bit more about what you measure in that process? Let’s say you have a qualified lead and that qualified lead goes down the funnel. What are the next few steps, how do you measure them, and what happens at each of
Sales 2.0: Greg Brush, Vice President Of Sales And Customer Success, InsideView, San Francisco (Part 2)
By Sramana Mitra and guest author Sudhindra Chada Sramana Mitra: Would you talk more about scoring process, the scoring algorithm? Greg Brush: You know, I don’t know all the nuances. I work with the director of demand generation, Rob Richardson, on that. Here is what he says about it: “InsideView uses a fairly sophisticated lead
