FrontSpin Blog
A blog about inside sales and building a SaaS business.
What Percentage of Leads Should You Close?
I’ve started several startups and advised countless others. One thing, however, has remained constant: friction between sales and marketing. Sales is seldom satisfied with the quality and quantity of incoming leads, while marketing complains about...
Anatomy of an Inside Sales Team: The 5 Key Parts
In his 1776 magnum opus, The Wealth of Nations, Adam Smith predicted a future where division of labor in manufacturing processes would lead to greater productivity and prosperity. His prediction came true within decades as the Industrial Revolution took hold...
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...