FrontSpin Blog
A blog about inside sales and building a SaaS business.Featured articles
How important are sales referrals for B2B Sales?
How do you really get great B2B sales leads? Hint: it’s not by spending gazillions of dollars on AdWords. For all the attention SEM, social, content and email receive, referrals still remains one of the most powerful channels for generating leads and driving inside...
How we built an Inside Sales Process for our B2B Startup
Contactual was my second Startup. I had recently sold my previous company, NextAge, and started Contactual. But unlike NextAge, which relied on a field sales model, Contactual was based primarily on an inside sales distribution model. We had validated our Customer...
What Happens to a B2B Startup if it doesn’t Validate its Customer Value Proposition
Here’s a scenario: you build a kick-ass product, sign up a few betas from your relationships, get Crunched, raise funding and promptly hire a VP of Marketing, a VP of Sales and a half a dozen sales people to scale your revenue.Your sales reps immediately get to work,...
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