The Sales 2.0 Advocate has a great piece entitled "The Emergence of the Hybrid (Telesales/Field) Sales Rep" here.
Bill Lohr is interviewed on his experience growing a leading web content management company's revenues 35x over 2.5 years, and the key sales tools (including EchoSign) that fueled that growth.
The interview is an interesting one, in terms of best practices in cold calling, prospecting, enterprise vs inside sales, upselling, and much more.
"AS: What sales tools and technologies did you use?
BL: Among others, we used salesforce.com, Jigsaw, Hoovers, GoToMeeting, LinkedIn, Eloqua, and EchoSign.
AS: How did the Sales 2.0 technologies help you sell?
BL: Lots of ways. Jigsaw and Hoovers helped alert us to who the
players are in a given account. LinkedIn got us to the right people
faster and increases their response rate because an individual reaching
out to another individual makes the outreach more personal. EchoSign
accelerated the contracts cycle.
AS: What have your sales results been?
BL: When I started, we were producing $20,000/MRR. Two and a half
years later, with the same sales team, the productivity increased to
$700,000/MRR."
Much more here.
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