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InsightSquared Articles

Top Sales Insights from Jonathan Farrington
By Lindsay Kolowich
In Articles, Sales and Marketing
Posted April 25, 2014

Top Sales Insights from Jonathan Farrington

After coming out of corporate life in 1992, Jonathan Farrington had a vision: to build a network of sales thought leaders to collaborate and share their wealth of experiences and knowledge on a [...]

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How to Turn Your Sales Reps into “Mini-CEOs”
By Lindsay Kolowich
In Articles, Sales and Marketing
Posted April 24, 2014

How to Turn Your Sales Reps into “Mini-CEOs”

Zorian Rotenberg, VP Sales here at InsightSquared, recently wrote an article referring to our sales reps as “mini-CEOs,” a phrase he borrowed from his friend and sales thought leader Aaron Ross. [...]

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How to Measure Sales Process Changes with Win/Loss Reporting
By Lindsay Kolowich
In Articles, Sales and Marketing
Posted April 23, 2014

How to Measure Sales Process Changes with Win/Loss Reporting

If your sales process isn’t concrete or isn’t working, it’s pretty clear you need to change it. Same goes for your sales team – if your sales team isn’t hitting their sales objectives, you [...]

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Anatomy of a Weekly Pipeline Meeting: Closing Team
By Lindsay Kolowich
In Articles, Sales and Marketing
Posted April 18, 2014

Anatomy of a Weekly Pipeline Meeting: Closing Team

A few weeks ago, I broke down the weekly sales meeting for prospecting teams. But weekly sales meetings for closing teams are very, very different. The closing team’s meetings are on Fridays [...]

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The Insane Business Value of Predictive Analytics
By Lindsay Kolowich
In Articles, Sales and Marketing
Posted April 17, 2014

The Insane Business Value of Predictive Analytics

New tech solutions are popping up all the time these days, which makes finding ones that have real business value feel like finding a needle in a haystack. Who should you believe? Business [...]

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30-Second Steps That Make Sales Conversations Better
By Lindsay Kolowich
In Articles, Sales and Marketing
Posted April 16, 2014

30-Second Steps That Make Sales Conversations Better

Would you rather go into a sales call totally blind, or well-prepared? Let me rephrase. Do you think your prospects have better experiences on sales calls with reps who didn’t prepare at [...]

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How Bill Binch Built Marketo’s Sales Success
By Lindsay Kolowich
In Articles, Sales and Marketing
Posted April 15, 2014

How Bill Binch Built Marketo’s Sales Success

It can be difficult to picture what a company as hugely successful as Marketo was like in its early stages. But Bill Binch, now Marketo’s Executive VP of Worldwide Field Operations, has [...]

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Warning: Common Ways to Measure Sales Performance That are Just Wrong
By Lindsay Kolowich
In Articles
Posted April 9, 2014

Warning: Common Ways to Measure Sales Performance That are Just Wrong

You might be a master at avoiding the more obvious mistakes sales managers make, like not committing to great sales coaching or having a flimsy sales process. But there are a number of more [...]

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What To Do with Underperforming Sales Reps
By Lindsay Kolowich
In Articles
Posted April 4, 2014

What To Do with Underperforming Sales Reps

You did everything right. You hired reps that all seemed to have the 5 must-have traits: conscientiousness, coachability, intelligence, passion, and a record of success elsewhere. You implemented [...]

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