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Sales Talk for CEOs: Is Your Product Obviously Awesome? with Expert April Dunford (S5Ep13)

Alice Heiman

Most of those startups were acquired (DataMirror to IBM, Janna Systems to Siebel Systems, then SAP, Watcom to Sybase via Powersoft, to name a few), and I ran big teams at IBM, Siebel, Sybase, and others. 39:07] Cross functional team approach to positioning. [42:45] I led teams at seven successful B2B technology startups.

Siebel 103
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What is Inside Sales (And Why Do You Need It?)

DialSource

For example, outside sales reps close deals the old-fashioned way, typically face-to-face. These field sales teams tend to travel often, attending trade shows and conferences in order to schmooze prospects over a meal or round of golf. . As stated by Tom Siebel, CEO of C3.ai,

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SaaStr Podcast #214: Erica Schultz, CRO @ New Relic on What It Takes To Successfully Scale Into Enterprise

SaaStr - Sales Strategy

From Erica’s experience, how do the very best sales reps build relationships with their prospects? Just a couple of examples. How does Erica ensure the team are still in the trenches with the clients despite the scaling? Where do many go wrong? What is the right way to think about payback period today? But that was not my experience.

Scale 81