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.

Thought Leaders In Sales 2.0: Dave Fitzgerald, EVP Of Sales And Marketing, Brainshark (Part 7)

By Sramana Mitra and guest author Sudhindra Chada SM: On the topic of LinkedIn and Rolodexes, what are your thoughts on outbound selling principles? DF: Strategic selling, solution selling, customer-centric selling, targeted account selling; I could list ten more. I am a student of the sales process. All of those books and all of those

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Thought Leaders In Sales 2.0: Dave Fitzgerald, EVP Of Sales And Marketing, Brainshark (Part 6)

By Sramana Mitra and guest author Sudhindra Chada SM: Is that normally in terms of blogs? DF: Blogging is a big part of it. Twittering is a part of it. Brainshark is a part of it, putting out rich media communications in the community. So, the social media world in my view is just another

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Thought Leaders In Sales 2.0: Dave Fitzgerald, EVP Of Sales And Marketing, Brainshark (Part 5)

By Sramana Mitra and guest author Sudhindra Chada SM: Got it. Let me ask you again the question I was asking. In getting to the lower dollar number, $462, which obviously has other efficiencies buried in it, it’s a function of cost, time, quality, and so on. What role have these technologies played in it?

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Thought Leaders In Sales 2.0: Dave Fitzgerald, EVP Of Sales And Marketing, Brainshark (Part 4)

By Sramana Mitra and guest author Sudhindra Chada SM: Enterprise sales cycles tended to be pretty long, especially when there was a complex sale involved. What you are saying is today, you may have figured out a way to use these sales 2.0 techniques to shorten that sales cycle. Is that a fair statement?

Thought Leaders In Sales 2.0: Dave Fitzgerald, EVP Of Sales And Marketing, Brainshark (Part 3)

By Sramana Mitra and guest author Sudhindra Chada SM: Let’s talk a bit more about touching prospects. Let’s say it’s not sales or marketing touching the prospect, but inside sales. In your experience, what does touching the prospect look like?

Thought Leaders In Sales 2.0: Dave Fitzgerald, EVP Of Sales And Marketing, Brainshark (Part 2)

By Sramana Mitra and guest author Sudhindra Chada SM: With that context, define sales 2.0 for me. There are a lot of definitions floating around; what is yours? DF: I honestly don’t have a definition. I have been in sales and marketing in the software industry for thirty years, and I believe if you lined

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Anneke Seley on Sales 2.0 (Part 1)

For the next two weekends I will feature excerpts from ‘Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology’ by Anneke Seley and Brent Holloway. Anneke and Brent begin by defining Sales 2.0 and discussing the innovations necessary for its implementation. WHAT IS SALES 2.0? Sales 2.0 is the use of innovative sales practices,

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