InsightSquared Articles

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 [...]

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. [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]