Thought Leaders In Sales 2.0: Kevin Suitor, VP Of Marketing, Exinda (Part 3)

By Sramana Mitra and guest author Sudhindra Chada

SM: Let’ s talk about both of those processes: [what happens] when you generate the lead – and you described a bit of your lead generation process already – and what the follow-on tracking of this is like. How do you manage to step this through the closing process or sales funnel? >>>

Thought Leaders In Sales 2.0: Kevin Suitor, VP Of Marketing, Exinda (Part 2)

By Sramana Mitra and guest author Sudhindra Chada

SM: So, you hook a customer into navigating your website. Probably another interesting question is, What is the hook? How are you getting customers to engage with the site? >>>

Thought Leaders In Sales 2.0: Kevin Suitor, VP Of Marketing, Exinda (Part 1)

By Sramana Mitra and guest author Sudhindra Chada

Kevin F.R. Suitor, Vice President of Marketing

Kevin is responsible for identifying key partnerships and building market awareness globally for Exinda Networks. Prior to Exinda, Kevin was VP of marketing and business development for Redline Communications, where he became widely recognized for his expertise in the telecommunications industry and was Redline’s primary WiMAX Forum delegate. Prior to joining Redline in 2001, Kevin built a solid track record at the executive level in a variety of roles with organizations such as CopperCom, CTI Datacom, Tekelec, DCI Digital Communication Inc., and Wandel & Goltermann. His extensive market and technology knowledge of service providers and equipment manufacturers has helped him to write articles in several industry publications. Kevin is also a regular speaker on topics such as unified performance management, WAN optimization, application acceleration, broadband fixed wireless, 802.16, WiMAX, Voice over Internet Protocol (VoIP), and virtual private networks. >>>

Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 8)

By Sramana Mitra and guest author Sudhindra Chada

Sramana: More than 125% growth, fantastic. Mark, what else should I have asked you about your process that I didn’t ask?

Mark: We talked a lot about the metrics. I think that is about it on process. I don’t know if you want to get into the culture at all.

Sramana: I would love to talk about culture for minute. Before we do, actually I thought maybe you want to explain the monthly recurring revenue (MRR) metrics because that is not necessarily something that all readers will know about. >>>

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 6)

By Sramana Mitra and guest author Sudhindra Chada

Sramana: Ok, so that brings us to step 6, Close.

Mark: Yes, and this is, How much it will cost, I don’t think I have budget for that this month. How much time do we need? All the typical objections.

Sramana: I’m assuming that, even though I haven’t asked you yet, that this is the process you are doing for the leads that are in the $10,000–$18,000 category. You are not doing this for the $250 category leads, right? >>>

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 through this process myself in some of the companies that I have worked with, and that is why I asked you how you find people. >>>

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 are: Research, Prospect, Connect, Qualified, Demo, and Close. >>>