InsideSales.com: Leading (and Defining) the Inside Sales World

InsideSales.com (www.InsideSales.com) based in Provo, UT is a market leader in the evolving inside sales and lead response management industries. They provide software, training, and consulting solutions for organizations who want to transform the productivity and professionalism of their sales teams.  David Elkington, CEO and Chairman at InsideSales.com, recently took some time to chat with Ascent Advisor. Juan Riboldi – Ascent Advisor:  What was your original vision for the company?  How has that evolved over the years? David Elkington – CEO at InsideSales.com David Elkington: We started very broadly in the customer management space, more specifically the lead management space, and narrowed our focus progressively as we’ve evolved through customer feedback and market feedback.  Unlike a lot of entrepreneurs who say, “I know the ideal strategy today, and I’m going to try and create the perfect alignment of timing and completion of product,” I believe there’s more of an evolution and an iterative process in responding to the market.  I knew the general category of SaaS enabled technology. I knew I wanted to focus primarily around the lead management space (a subset of the CRM industry). Basically, we were very adaptive and moved very quickly by responding to customer interest. Over the next 3 to 5 years, we’ll continue to narrow our focus and add depth to the solution versus continuing to be as broad as we are.  We want to be the absolute best at what we do. I would argue that we are the best sales enablement platform for inside sales reps with where we are today. I have a good argument to suggest that there’s nobody even close...