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Your sales team thinks that it needs more leads. So, you ask marketing to generate more and more that you think will help grow your sales pipeline and ultimately your bookings (and revenue). But does it really matter whether you get 1,000 leads or 100 leads if the output of both sets of leads is …

The American Association of Inside Sales Professionals (AA-ISP) recently took the opportunity at their Leadership Summit on April 10 in Chicago to announce the Top 25 Most Influential Inside Sales Professionals for 2013.  The list recognized some of the top inside sales executives from around the country, including Trish Bertuzzi, the President & Chief Strategist at …

The 5th Annual Inside Sales Leadership Summit 2013, hosted by the American Association of Inside Sales Professionals, takes place this week in Chicago, Illinois. As the premier conference for thought leaders and titans of industry in the Inside Sales landscape, the event is sure to be a tremendous opportunity for thought-provoking collaborative discussions on sales …

“A prudent question is one-half of wisdom.”  - Francis Bacon The 16th century English philosopher and statesman was probably not talking about inside sales when he uttered that famous quote four hundred years ago, but he might as well have been. While sales questions might not have changed drastically in the past two decades, their …

On the train ride into the office this morning, I read a blog post in the New York Times’ technology blog about IBM, Big Data and small businesses. It was of interest to me because 1) I help build sales analytics systems 2) I’ve worked at companies focused on small businesses for the last three …

Ok, I’m irritated. And it’s not because big data isn’t important, game changing, and disruptive. It is. Many technology leaders are actually big data companies masquerading as search (Google), E-Commerce (Amazon), social (Facebook). To quote Tom Davenport, the father of business analytics, these companies are competing on, and winning with, data. Chartio founder Dave Fowler …

Looking for a better sales forecast? Here are three simple steps that we take at InsightSquared to confidently call our shots.