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More recently, and especially in Software as a Service companies, the role of inside sales team has expanded to be able to take the prospect all the way to deal signing.
When I was selling software as a service to financial services firms several years ago, our team missed the goal for selling into the top 100 banks.
I've been in the trenches with established B2B companies like Oracle and SurveyMonkey as well as dozens of software as a service startups to build strong pipelines and close deals.
- Ever since Salesforce introduced the Software as a Service, or SaaS model, companies have been aggressively moving to this service-oriented approach.
Customer success is an emerging disciplinethat has its root in the Silicon Valley and grew up with the rise of software as a service or SaaS.
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