Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 3)

By Sramana Mitra and guest author Sudhindra Chada

Sramana: So, you put this website grader out, and you said that up to 2.5 million people are using it?

Mark: Yes.

SM: Help me understand how the process follows from there. What you do with these 2.5 million leads? >>>

Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 2)

By Sramana Mitra and guest author Sudhindra Chada

Sramana: Now I understand what you are trying to sell and what segment you are going after. Let’s drill into how you structure your sales process to cater to this. I guess you have three segments, right? For your three different price points? So, in whatever way comfortable for you, help me to understand how you set up the sales 2.0 process. >>>

Thought Leaders In Sales 2.0: Mark Roberge, VP Of Sales, HubSpot (Part 1)

By Sramana Mitra and guest author Sudhindra Chada

[This is our second interview is this new series; the first was with Dave Fitzgerald of Brainshark.]

Mr. Mark Roberge, VP of sales, is responsible for sales at HubSpot. He has grown the team from one to more than forty sales reps in less than three years. Prior to HubSpot, Mark founded or held executive positions at startups in the social media and mobile sectors. Mark started his career as a technology consultant with Accenture. >>>

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. >>>

Catching Up On Readings: New Series On Sales 2.0

This week the blog kicked off a new series, Thought Leaders In Sales 2.0, to explore the changing relationship between sales, marketing, and customers. The first company to be profiled is rich media creator Brainshark.
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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 sales processes, plus or minus a few points, are basically preaching the same thing. You need to define a process to support your business. That is very important in the world of sales 2.0. You do need a process to follow. Business needs to ensure that there is a sales process being adhered to. >>>

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 distribution medium of content, of communication, and people gravitate toward those types of content and conversations that are of interest to them professionally or personally. >>>

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? What is sales and marketing 2.0 doing? >>>