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Your sales cycle can provide some of the most valuable insights toward improving your overall sales process. The sales cycle is typically viewed solely as the average number of days it takes to turn the opportunities in your pipeline into a closed deal. However, there are multiple other in-depth perspectives on your sales cycle that …

As a sales manager, the success of your sales team depends on many factors; having the best talent, the right leads and a proven sales process will all contribute toward greater sales revenues. However, even the best managers often ignore one crucial element – the importance of setting data-driven goals backed up by sales analytics. …

A mismanaged sales pipeline with poorly defined stages can jeopardize a high percentage of your deals. Bad pipelines drag a large proportion of opportunities into late sales cycles, only to lose them abruptly at the end. Because sales processes vary so drastically by company and industry, it can be a challenge to determine the ideal …

Every month we send out an email update to our customers, highlighting many of the improvements we’ve made to the InsightSquared product in the prior month. In the spirit of communicating through multiple channels, here’s a run down of the most notable improvements to the product we’ve made recently to kick off the new year. …

Welcome to Metric Monday, our weekly series detailing the critical metrics you need to track and understand to become a metric driven sales leader. Flow. Like MC Hammer? Well, not quite. We are talking about opportunity flow. But don’t be discouraged, your flow can be as smooth as MC Hammer with a little measuring. TODAY’S METRIC: Opportunity …

One article that got shared around the InsightSquared office this morning was the most recent news from Groupon. In addition to laying off 80 sales people today, it looks like they’ve been laying off hundreds of employees over the last 6 months. They are hittings some serious bumps. Groupon is an extraordinary story of growth. …

Sales and marketing can team up once again, only this time to efficiently work opportunities to close. This post provides you with an introduction to methods for increasing your conversion rate between stages, and ultimately your overall win rate via an e-mail nurturing campaign. It’s a simple idea really, and very similar tactic to what we’ve …