InsightSquared Articles

Timing objections are tough to deal with, but you know what’s really the worst? Pricing objections! For sales reps, pricing objections are like splitting the check between 8 people at a [...]

There are only a few days left in the month for you to hit your sales quota, so it’s time to close deals, and close them fast. But out of all the open opportunities in your sales pipeline, how do [...]

I have some bad news for you: Your sales reps are lying to you. And, ok, I have even more bad news for you: It’s your fault. Why are your reps lying to you? And how is it your fault? It starts [...]

Sales managers make mistakes. That’s understandable and acceptable – after all, they are human and imperfect, just like the rest of us. They’re trying their best, working their hardest and [...]

The InsightSquared team of Sales Development Reps has grown rapidly in the past year. We went from having 7 reps to having over 20 reps today – a quick pace of growth when you consider that [...]

Many people distrust data and statistics, saying that numbers can be manipulated to lie and prove any point, depending on your motivations. But you’ve always thought of data as a powerful tool in [...]

Ever since we filled out college applications in high-school, we have been told that it is good to be well-rounded – to not only have good grades, but to dabble in a wide swath of [...]

Ivan Pavlov famously conditioned dogs to expect the arrival of food along with the ringing of a bell. Eventually, the dogs only needed to hear the bell, and they would begin to salivate before [...]

Let’s assume your sales team is working on two opportunities. The first started at stage 1, like any other opportunity. The prospect downloaded a hot new eBook. Your sales rep reached out and [...]