FrontSpin Blog
A blog about inside sales and building a SaaS business.Featured articles
Silicon Valley VP Sales Forum – March 9, 2015
Our CEO, Mansour Salame, will be participating in Silicon Valley VP Sales Forum in March as a panelist. The Forum is comprised of Silicon Valley Vice President's of Sales/ Chief Revenue Officers who meet face to face regularly to discuss mutual business issues for...
The 3 Drivers Behind The Rise of Inside Sales in B2B SaaS
When I started my career in software at Genesys in the ‘90s, nearly all our sales were handled by field reps. There were a handful of companies with small inside sales teams (usually called “telesales” back then), but their roles were limited to setting up...
How I Learned the Hard Way that You Couldn’t Manage Inside Sales Bookings (And What You Should Manage Instead)
In my last startup, I wanted to show my investors that we could double our revenues in the coming year. I treated this as a statistical exercise. I pulled out the spreadsheets and determined the total inside sales bookings we’d require every month to meet the target...
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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