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HOT TOPICS
- The Accelerator Conundrum
- The Startup Velocity Question
- Platform as a Service
- Man and Superman
- Web 3.0 = (4C + P + VS)
- The Future: End of Capitalism
- Capitalism 2.0
sales process
Mastering Repeatable B2B Sales for Startup Growth
One of the most popular and effective modules in the 1Mby1M Curriculum is Sales 2.0 that addresses repeatable B2B Sales Strategy. With its help, many entrepreneurs have gone from 5 customers to 50, 100, 500 customers. You can access it in three ways: Remember, if you are seeking venture capital, you need Velocity.
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
1Mby1M Deal Radar 2010: SaleSpider, Toronto, Canada
Digital media company SaleSpider owns a 720,000-member social network for small and medium businesses (SMBs) accessed through the site, Facebook, and a mobile app, and an ad network for branding and direct response campaigns. The company focuses on helping small business owners make new contacts, maintain their networks, and find sales leads – a rapidly
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
7-Step Sales Process
Those of you who attended my Sales Strategy roundtable last week, and asked for the 7-step sales process, here it is: I like to break down the sales cycle into discrete steps. More broadly, there are two big phases in the sales cycle – a pilot or proof-of-concept phase, and a full-on sales phase, if
Deal Radar 2008: InsideView’s Clever Maneuvering
InsideView — headquartered in San Bruno, California, USA and operations in Cincinnati, Ohio and Hyderabad, India—was founded in 2005 by Umberto Milletti and Richard Horn. The company has been featured here before and you can read my interview with Umberto here.
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 10)
SM: When I have established new processes, I have had to test market segments using those processes. That is one issue that comes up a lot – which segment is ready to buy, which one can be an early adopter? AS: And you might have the wrong profile of the person to sell into that
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 9)
SM: Closing deals on the phone … there are people who don’t know anything about selling by phone, and would probably tell you that you cannot close deals on the phone. That isn’t true. But there is probably a threshold of how big of a deal can be closed on the phone. AS: I’m loath
