Channels Prospecting Siebel 
DialSource
JULY 8, 2020
These field sales teams tend to travel often, attending trade shows and conferences in order to schmooze prospects over a meal or round of golf. . In contrast, inside sales reps spend the vast majority of their time at the office, or more recently, in a work-from-home environment , relying on remote-friendly channels to sell.
Alice Heiman
DECEMBER 12, 2023
Most of those startups were acquired (DataMirror to IBM, Janna Systems to Siebel Systems, then SAP, Watcom to Sybase via Powersoft, to name a few), and I ran big teams at IBM, Siebel, Sybase, and others. This podcast is a must listen and her books are both must reads. 39:07] Cross functional team approach to positioning. [42:45]
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