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
Insideview
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
Deal Radar 2010: Demandbase
From virtual trade shows and downloadable white papers to advanced Web analytics, approaches to B2B online marketing have evolved over the past decade to include products that better track and measure the effect of B2B campaigns and target customers more precisely. Industry observers say that in 2010, there will be a decided shift toward social
Top Seven SaaS Startups
In the recap mode, here are the top seven SaaS startups that I am tracking: * Qualys – Managed security and compliance; Interview with CEO Philippe Courtot; Forbes Column: The Next VmWare.
Deal Radar 2008: InsideView’s Clever Maneuvering
InsideView — headquartered in San Bruno, California, USA and operations in Cincinnati, Ohio and Hyderabad, India—was founded in 2005 by Umberto Milletti and Richard Horn. The company has been featured here before and you can read my interview with Umberto here.
