Sales Hacker

APRIL 10, 2018

Setbacks of using a 2-Stage inside sales organization. Pro-user, SMB, Enterprise, this requires a specific Go To Market strategy. Think of the differences of calling on a pro-user vs. an enterprise. CASE IN POINT: In the late 90s, SkyStream followed Cisco’s footsteps in infrastructure sales. 1) Across regions.

Strategy 72

Strategy Lead Rank Marketing Segment 72

LeadFuze

JANUARY 1, 2022

A company was not satisfied with the success of their inside sales team, so they tested a 2-stage model. Selling to individuals is usually much easier than selling for large enterprises because it takes less time and you can charge more. SkyStream had to diversify its business when the “bubble” burst in 2002.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

Sales Hacker

SEPTEMBER 23, 2019

Prior to Slack, Kevin spent four years as VP of Sales at Dropbox, where he helped build the outbound sales team covering SMB through large enterprise. Prior to that, Kevin spent 10 years at Salesforce where he moved from an AE role to various senior sales management operations and recruiting roles.

Lead Rank 52

Lead Rank Hiring Oracle SalesForce 52

LeadFuze

AUGUST 5, 2021

Martin is the author of critically acclaimed “Heavy Hitter” series of books about enterprise sales strategies for senior salespeople. A highly sought-after sales trainer and keynote speaker, Steve is both entertaining and enlightening. Inside Sales Experts Blog (The Bridge Group, Inc). Eye on Sales.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98