Thought Leaders In Sales 2.0: Dave Fitzgerald, EVP Of Sales And Marketing, Brainshark (Part 8)

By Sramana Mitra and guest author Sudhindra Chada SM: You are saying that the referral selling is bringing the prospects at the top of the funnel where you are doing your thought leadership exercises? I know that sales people are using LinkedIn extensively.

Deal Radar 2008: Genius

Imagine you are on the web site of a company, browsing about their products, and someone from that company calls you at that very moment? That’s the technology Genius provides. It’s spooky!

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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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

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