categories
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
telesales
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 4)
SM: Yes, selling to SME is a different game. People, Process. Like you said, it is different from the traditional bag carrying sales people who know how to do five deals and make their quota for the year … that just does not work in SME. It takes a different type of sales person to
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 3)
SM: You mentioned a little about the interest on behalf of vendors to sell into small and medium business. Can you discuss the base differences between enterprise selling and SME selling? SME is hot right now. AS: SME is huge because companies are realizing you can get to the first $100M selling to enterprises, but
TeleWebSales: A Methodology Discussion with Anneke Seley (Part 1)
Anneke Seley is the CEO and founder of Phone Works, which creates teams and processes to help companies maximize their Inside Sales. Telesales, and the combination of Telesales with Websales, is creating a new selling methodology that I have referred to as TeleWebSales. Phone Works is one of top consultants in this space and to
Enterprise 3.0 = (SaaS + EE + SME + TWS)
So the variable I talked about adding to the Enterprise 3.0 formula is Small Medium Enterprise (SME). Why is SME important? You’ve heard me say this before. But let me reiterate. For one thing, there are 25 Million of them, with an enormous spending power. To give you an example of a software company that
Concur CEO Steve Singh (Part 12)
Much of the growth opportunity for Concur, in my opinion is in being able to effectively penetrate Small Medium Enterprise (SME) markets. Here, we discuss issues around market size and profitability of the sales channels. SM: Smaller deals, in the 1-20 range, you can probably close them all by phone and even in the mid
Concur CEO Steve Singh (Part 6)
Dealing with and properly addressing change is a substantial aspect of the success or failure of companies. Shifting to the on-demand model without any other examples to follow was visionary, but if implemented incorrectly could have been devastating as well. SM: How did you change the channel at this point? You shifted to an on-demand
Salesforce.com’s Incubator: René Bonvanie (Part 5)
Bootstrapping has emerged as a very popular trend recently in the Valley as more entrepreneurs are bypassing Venture Capital. Here I ask Rene about the roll of boostrapping within the Incubator, and also get introduced to SmartFunded. SM: Do you have examples of partners who have been able to bootstrap and avoid VC funding? RB:
On Demand Requires TeleSales
On Demand business models require Telesales as a primary channel strategy.
