InsightSquared Articles

Sales pipeline review meetings should be a regular occurrence among your sales force, taking place at least once at the beginning of each week. However, there are typically two different types of [...]

The easiest way to grow profit is to continue to profit off current customers. Churn, on the other hand, is the easiest way to lose money that is otherwise guaranteed. Churn rate is a dangerously [...]

My name is Steve Sales Manager and I hate Excel spreadsheets. For years, I used spreadsheets in Microsoft Excel for almost all of my sales management needs. Sales activity metrics, bookings [...]

Sales managers are responsible for the overall health of data entered into the CRM by their sales reps. The executive team and board of directors rely heavily on the accuracy of the sales team’s [...]

When people say “sales is a science,” they are referring to the stringent processes and careful analyses that make up selling best practices. One of the most important analyses in sales science [...]

New to building and managing a sales pipeline or need to brush up on why it is important? You’re in the right place. Here, we’ll introduce to you what a sales pipeline is, which sales [...]

There’s an old saying that if you can’t measure something, you can’t manage it — and this is especially true for Inside Sales. If you want to get better results from your Sales team — [...]

Revenue per dial and revenue per meeting are valuable but underutilized sales metrics for top-line sales and marketing strategy. In short, they tell you how much money is brought in per dial made [...]

Average Sales VPs often mistake talent as being a static sales metric: you either have it, or you don’t. The best Sales VPs know that the opposite is true – talent is a dynamic factor that [...]