Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 7)

By Sramana Mitra and guest author Sudhindra Chada Sramana: Okay. Are there any other process that we should have discussed in understanding how you do your work? Mark: Let me think. We are just obsessed with analytics, and we measure everything.

Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 5)

By Sramana Mitra and guest author Sudhindra Chada Sramana: The process of transactional selling, selling yellow pages memberships or club memberships is a very different kind of selling from the consultative selling you are talking about. It is much, much harder to find people who can do [consultative selling] on the phone. I have gone

Read Full Article »

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 »

Thought Leaders In Cloud Computing: Paul Stamas, VP of IT, Mohawk Fine Papers (Part 7)

By Sramana Mitra and guest author Shaloo Shalini SM: Let’s switch the discussion to security; what are your perspectives on cloud security? PS: Security is definitely part of it, along with the larger governance issues of outsourcing, hosting, or moving applications to the cloud. I am also talking about moving integration into the cloud .

Read Full Article »

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

Read Full Article »

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

Read Full Article »

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?

Read Full Article »