Sales and Marketing

Sales coaching generally takes two different forms: strategic and tactical. Tactical sales coaching is very focused on the nitty-gritty nuances of sales skills – prospecting, product [...]

One of the keys to successful sales coaching is to focus on only one skill with individual reps at a time – dumping a deluge of things-to-work-on on a sales rep’s plate is both bad sales [...]

If your sales process isn’t concrete or isn’t working, it’s pretty clear you need to change it. Same goes for your sales team – if your sales team isn’t hitting their sales objectives, you [...]

A few weeks ago, I broke down the weekly sales meeting for prospecting teams. But weekly sales meetings for closing teams are very, very different. The closing team’s meetings are on Fridays [...]

New tech solutions are popping up all the time these days, which makes finding ones that have real business value feel like finding a needle in a haystack. Who should you believe? Business [...]

The best sales managers know that sales coaching is one of their most important job responsibilities. The best sales managers also know that sales coaching is not easy. In fact, there are [...]

Would you rather go into a sales call totally blind, or well-prepared? Let me rephrase. Do you think your prospects have better experiences on sales calls with reps who didn’t prepare at [...]

Each of our inside sales reps at InsightSquared is a “mini-CEO,” as my friend Aaron Ross calls them. This is because they analyze all their own business by themselves. They fully own not only [...]

Sales managers need full visibility into what percentage of their sales pipeline actually converts to deals – without this information, they can’t forecast accurately or plan their sales [...]

Following last week’s press release, in which InsightSquared announced 20x growth in the past year, we received a lot of questions from customers and partners about how we did it. In this post, [...]