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InsightSquared Articles

What’s the Deal with Pricing Objections?
By Cara Hogan
In Articles, Sales and Marketing
Posted September 23, 2014

What’s the Deal with Pricing Objections?

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 [...]

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Which Opportunities Should You Prioritize?
By Cara Hogan
In Articles, Sales and Marketing
Posted September 22, 2014

Which Opportunities Should You Prioritize?

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 [...]

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Sales Forecasting: There Has to be a Better Way!
By Mike Baker
In Articles
Posted September 22, 2014

Sales Forecasting: There Has to be a Better Way!

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 [...]

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The 7 Deadly Sins of Sales Managers
By Gareth Goh
In Articles
Posted September 19, 2014

The 7 Deadly Sins of Sales Managers

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 [...]

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How InsightSquared Built Out Our SDR Program
By Evan Robinson
In Articles, Sales and Marketing
Posted September 19, 2014

How InsightSquared Built Out Our SDR Program

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 [...]

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What To Do When the Numbers Lie
By Cara Hogan
In Articles, Sales and Marketing
Posted September 18, 2014

What To Do When the Numbers Lie

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 [...]

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5 Reasons Why you Want a Dedicated Inbound Qualification Rep
By Gareth Goh
In Articles
Posted September 18, 2014

5 Reasons Why you Want a Dedicated Inbound Qualification Rep

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 [...]

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How to Change Sales Rep Behavior, Once and For All
By Cara Hogan
In Articles
Posted September 17, 2014

How to Change Sales Rep Behavior, Once and For All

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 [...]

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The Goal of a Sales Funnel Report: Predictability
By Gareth Goh
In Articles
Posted September 17, 2014

The Goal of a Sales Funnel Report: Predictability

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 [...]

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