Deal Radar 2008: Wize Ranks Products

We profiled Tom Patterson, CEO of Wize.com last year. The site compiles both expert and user reviews and inserts them into a scoring algorithm to rank products. The site’s proprietary WizeRank gives each product a 1 – 100 score, utilizing collective wisdom ferreted from all over the web.

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

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Sharat Sharan’s On24: Lead Generation Through WebCasting (Part 6)

SM: What are some of your key learnings from this journey so far? SS: The journey has been very interesting. More technology start-ups didn’t survive the dot-com bust. We were able to weather the downturn and adapt to the environment. We adjusted the management team, adjusted the focus on applications and with a bit of

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Sharat Sharan’s On24: Lead Generation Through WebCasting (Part 2)

SM. Where did you get the idea for your current venture? What is your domain experience in the segment? SS: When I joined ON24 in 1998, we had 2-3 people. We were using streaming audio and video but the business model had not been developed. I saw that as an opportunity because streaming was in

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Innovation in Sales Prospecting: InsideView CEO Umberto Milletti (Part 4)

SM: How big is the market? How do you calculate TAM? What is your business model? UM: One way to calculate TAM is by the money available to spend today on sales intelligence. This includes licenses to database information, such as Hoover’s. There’s about $5-10 billion spent today on this in the US market alone.

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Innovation in Sales Prospecting: InsideView CEO Umberto Milletti (Part 3)

One of the things I did when I designed the Intarka product was that I went and interviewed tons of really good sales people to understand the various kinds of tactics they use to prospect. To this day, this experience has always helped me in my various business development activities, and has today become second

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Innovation in Sales Prospecting: InsideView CEO Umberto Milletti (Part 2)

SM. What was the market landscape like when you founded the company? Competition? Competitive Positioning? UM: The market landscape did not include any “true” competitors at that time and still do not today. InsideView represents a unique technology that uses Web 3.0-type features to address sales issues in the enterprise. Although they aren’t true competitors,

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Innovation in Sales Prospecting: InsideView CEO Umberto Milletti (Part 1)

While we have been revising the Enterprise 3.0 definition, and introducing sales methodology into the framework, I thought it would be a good time to drill down into certain aspects of Sales, and explore some best practices. With that goal, I first bring you an interview with a company called InsideView that focuses on making

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