Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 4)

By Sramana Mitra and guest author Sudhindra Chada Sramana: What happens after you have bucketed the leads and sorted them? What is the next step? Mark: The sales process kicks in. We have a six-step sales methodology. The first step is research. I will tell you the six steps and then elaborate on what they

Read Full Article »

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!

Trend Radar 2008: SaaS in the Enterprise

A Gartner report from August 2007 predicted that SaaS adoption in the Enterprise will be rising at a 22% CAGR through 2011. Worldwide total software revenue for software as a service (SaaS) within the enterprise software markets is projected to surpass $5.1 billion in 2007, a 21 percent increase from 2006 revenue ($4.2 billion), according

Read Full Article »

Innovation in Sales Prospecting: InsideView CEO Umberto Milletti (Part 4)

SM: How big is the market? How do you calculate TAM? What is your business model? UM: One way to calculate TAM is by the money available to spend today on sales intelligence. This includes licenses to database information, such as Hoover’s. There’s about $5-10 billion spent today on this in the US market alone.

Read Full Article »

Innovation in Sales Prospecting: InsideView CEO Umberto Milletti (Part 3)

One of the things I did when I designed the Intarka product was that I went and interviewed tons of really good sales people to understand the various kinds of tactics they use to prospect. To this day, this experience has always helped me in my various business development activities, and has today become second

Read Full Article »

Innovation in Sales Prospecting: InsideView CEO Umberto Milletti (Part 2)

SM. What was the market landscape like when you founded the company? Competition? Competitive Positioning? UM: The market landscape did not include any “true” competitors at that time and still do not today. InsideView represents a unique technology that uses Web 3.0-type features to address sales issues in the enterprise. Although they aren’t true competitors,

Read Full Article »

Innovation in Sales Prospecting: InsideView CEO Umberto Milletti (Part 1)

While we have been revising the Enterprise 3.0 definition, and introducing sales methodology into the framework, I thought it would be a good time to drill down into certain aspects of Sales, and explore some best practices. With that goal, I first bring you an interview with a company called InsideView that focuses on making

Read Full Article »