Here's why InsightSquared shifted to ABM, how we got it done through a Contact-Based Workflow in Salesforce, and what we learned along the way.
Software sales teams have started designing their process to fit more snugly into the software procurement process. Here, we look at how software sales is changing, and what it means for pipeline [...]
For sales leaders, it’s important to not only tell sales reps why their data is important, but to show them. Here's how to use specific cases of where they can improve, coupled with concrete examples.
Tracking pipeline velocity not only allows you to benchmark how well you’re doing; it enables you to bring targeted changes to your sales process and improve coaching to build a better, [...]