The Hybrid Salesperson

For early stage SaaS/cloud companies selling to the enterprise, the most common sales role is one I call the hybrid salesperson, whose function lies somewhere between a field sales and inside sales rep. What are the Classic B2B Sales Roles? Larger and more mature companies selling technology to ... [Continue Reading]

Lead Nurturing: Interview With Dan McDade of PointClear

PointClear runs a different kind of outbound calling service, wherein it focuses on lead nurturing on the assumption that enterprise buyer behavior requires time and multiple touches.  I've known Dan McDade, Pointclear's founder and CEO for a number of years and think that his background in the ... [Continue Reading]