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HOT TOPICS
- The Accelerator Conundrum
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sales 2.0
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
Thought Leaders In Sales 2.0: Kevin Suitor, VP Of Marketing, Exinda (Part 6)
By Sramana Mitra and guest author Sudhindra Chada SM: If you were to look at the funnel from a holistic point of view, where you are bringing in leads from the top all the way down to where your fields sales or channel sales teams are closing deals, would you step me through how many steps
Thought Leaders In Sales 2.0: Kevin Suitor, VP Of Marketing, Exinda (Part 5)
By Sramana Mitra and guest author Sudhindra Chada SM: What kinds of questions did your customers have? KS: For example, we had questions about the impact of mobile devices on corporate networks. We had questions about that, and earlier in February we blogged about IPv6, so a few people raised questions about this. It was an
Thought Leaders In Sales 2.0: Kevin Suitor, VP of Marketing, Exinda (Part 4)
By Sramana Mitra and guest author Sudhindra Chada SM: So, when a partner channel is selling to an account, they don’t have visibility into what has been going on in that account prior to their involvement? KS: They get a record export of prior activity from the channel manager, and once we hand it over they
Thought Leaders In Sales 2.0: Kevin Suitor, VP Of Marketing, Exinda (Part 3)
By Sramana Mitra and guest author Sudhindra Chada SM: Let’ s talk about both of those processes: [what happens] when you generate the lead – and you described a bit of your lead generation process already – and what the follow-on tracking of this is like. How do you manage to step this through the closing
Thought Leaders In Sales 2.0: Kevin Suitor, VP Of Marketing, Exinda (Part 2)
By Sramana Mitra and guest author Sudhindra Chada SM: So, you hook a customer into navigating your website. Probably another interesting question is, What is the hook? How are you getting customers to engage with the site?
