Umberto Milletti is the CEO and co-founder of InsideView. He and Richard Horn started the company in 2005 to address what they saw as key shortcomings in the traditional sales process. Pulling together a team with expertise in technology, business, and sales and marketing they created a new class of performance technology they called Opportunity Intelligence.
The concept of opportunity intelligence is to re-shape the way sales
people approach their market. Instead of relying on cold call volume
and a dose of good luck, they set out to create a process that is
highly targeted, efficient and effective. InsideView introduced their
opportunity intelligence to the market in 2006. I love their tag line,
“We think. You sell.”
In this special podcast I ask Umberto to explain what InsideView does
for the salesperson and how it works. He walks through how you can
build a better quality pipeline and gives examples of how sales people
and companies are using the technology today. He discusses “sales
triggers” and why they are important in building richer, better, and
more productive pipelines.
This application has strong appeal for three groups: salespeople
wanting to grow their pipeline; marketing who are keen to have very
targeted outreach programs; and sales management who face ongoing
demands for increased revenue.
Umberto closes the podcast sharing his thoughts on the trends he sees and what the sales world might look like five years out.
I came across InsideView a few months ago and took them up on their
trial offer and was most impressed, so much so I called Umberto to
learn more. If you are in B2B sales I encourage you to check out this
Sales 2.0 technology. Click on one of the links if you are interested
in taking advantage of their free trial offer or want to check out
their demo on the InsideView site.
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