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sales 2.0
Thought Leaders In Sales 2.0: Kevin Suitor, VP Of Marketing, Exinda (Part 1)
By Sramana Mitra and guest author Sudhindra Chada Kevin F.R. Suitor, Vice President of Marketing Kevin is responsible for identifying key partnerships and building market awareness globally for Exinda Networks. Prior to Exinda, Kevin was VP of marketing and business development for Redline Communications, where he became widely recognized for his expertise in the telecommunications industry
Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 8)
By Sramana Mitra and guest author Sudhindra Chada Sramana: More than 125% growth, fantastic. Mark, what else should I have asked you about your process that I didn’t ask? Mark: We talked a lot about the metrics. I think that is about it on process. I don’t know if you want to get into the
Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 7)
By Sramana Mitra and guest author Sudhindra Chada Sramana: Okay. Are there any other process that we should have discussed in understanding how you do your work? Mark: Let me think. We are just obsessed with analytics, and we measure everything.
Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 6)
By Sramana Mitra and guest author Sudhindra Chada Sramana: Ok, so that brings us to step 6, Close. Mark: Yes, and this is, How much it will cost, I don’t think I have budget for that this month. How much time do we need? All the typical objections. Sramana: I’m assuming that, even though I
Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 5)
By Sramana Mitra and guest author Sudhindra Chada Sramana: The process of transactional selling, selling yellow pages memberships or club memberships is a very different kind of selling from the consultative selling you are talking about. It is much, much harder to find people who can do [consultative selling] on the phone. I have gone
Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 3)
By Sramana Mitra and guest author Sudhindra Chada Sramana: So, you put this website grader out, and you said that up to 2.5 million people are using it? Mark: Yes. SM: Help me understand how the process follows from there. What you do with these 2.5 million leads?
Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 2)
By Sramana Mitra and guest author Sudhindra Chada Sramana: Now I understand what you are trying to sell and what segment you are going after. Let’s drill into how you structure your sales process to cater to this. I guess you have three segments, right? For your three different price points? So, in whatever way
Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 1)
By Sramana Mitra and guest author Sudhindra Chada [This is our second interview is this new series; the first was with Dave Fitzgerald of Brainshark.] Mr. Mark Roberge, VP of sales, is responsible for sales at HubSpot. He has grown the team from one to more than forty sales reps in less than three years.
