Fire Underperforming Sales Reps Now
It’s a well-known saying in the business world, but all too often sales managers don’t follow this sage advice. Sales is a tough job, and sales leaders are sometimes hesitant to fire reps quickly [...]
Sales Ops: Take the Lead on Sales-Marketing Alignment
You know by now that the old saying “numbers don’t lie” is, ironically, a lie. The thing is, when used correctly, data gets us a lot closer to the truth than intuition or guesswork ever can. [...]
Is It Time for a Drastic Change in Sales Management? Lessons From Zappos.
Last year, Zappos shocked the business world when it decided to adopt Holacracy, an organizational philosophy that removes power from management. In an email to the rest of his company, Zappos [...]
Why Should Recruiters Care About Data?
Back when I worked as a Business Development Representative for InsightSquared, I spoke with a lot of recruiters who didn’t buy into the data-driven approach to recruiting. I would pitch them by [...]
[Infographic] The Story of Customer Effort Score
Sending surveys to customers to gain both quantitative and qualitative feedback is a popular trend in the customer service space, and it doesn’t appear to be going anywhere. Net [...]
Sales Objections vs. Concerns: What’s the Difference?
Sales objections can be scary. You could be halfway through a pitch to a prospect and think everything is progressing smoothly toward a Closed-Won deal. Then the prospect hits you with a sales [...]
InsightSquared Named to 2015 CRN Emerging Vendors List
CAMBRIDGE, MA – July 28, 2015 – InsightSquared, the top-rated sales analytics company, today announced it has been named to The Channel Company’s exclusive 2015 CRN® Emerging Vendors [...]
How to Measure Customer Service Effectiveness
You may think that your team is providing excellent customer service, but at the end of the day, that’s up to your customers to judge. By tracking specific customer service metrics and analyzing [...]
