Deal Radar 2010: LeadForce1 California, Michigan

Through its marketing automation 2.0 approach, LeadForce1 aims to provide the missing link between Web analytics and customer relationship management (CRM systems), thus enabling B2B sales and marketing teams to uncover previously hidden leads, new prospect opportunities, and critical business intelligence within existing accounts. LeadForce1’s SaaS product deploys a patent-pending intent determination algorithm that spots

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Selling in a Non-objective Environment (Part 4): The Fatal Attractionist

By Guest Author Jim Healy “I won’t be ignored, Dan!” said Alex Forrest in “Fatal Attraction.” And neither will Kim Jong Il. In this fourth article in the series, we cover the fatal attractionist. The concept of a fatal attraction in sales means a relationship that was thought to be wonderful but finally results in

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The Truth About Licensing A Product (Part 2)

By Guest Author Jim DeBetta of the Academy for Entrepreneurs [Jim’s four-part series tells entrepreneurs and investors what they need to know about licensing a product through a discussion of the terms that drive the license’s value. In today’s post, Jim shows entrepreneurs how they can negotiate the best royalty rate possible.] 2. Royalty—Sometimes Lower

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The Truth About Licensing A Product (Part 1)

By Guest Author Jim DeBetta of the Academy for Entrepreneurs [Jim’s four-part series tells entrepreneurs and investors what they need to know about licensing a product through a discussion of the terms that drive the license’s value. Today’s focus is three common types of license.] Licensing is the most popular method used to commercialize and

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Deal Radar 2008: Cleartrip

As part of our extensive coverage of online travel, this week, we will take a look at the Indian Online Travel industry. We begin with Cleartrip.

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.

Incubator Funds in India: Synthesis

My first experience of technology entrepreneurship in India was in 1994 while I was still a grad student at MIT. The most vivid memory I have of that experience is that it took me 6 months to get a phone line. It was before wireless. It was, most certainly, before venture capital in India. Things

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TeleWebSales: A Methodology Discussion with Anneke Seley (Part 12)

SM: Webex is a very special case. They enabled a lot of the telephone selling by making it possible to demonstrate products over the web. AS: Exactly. Not only do they provide the technology, but they are a showcase for using the technology they provide. It is an incredible machine in terms of process. They

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