Quick and Easy-to-Read Content Helps Sales Teams Close the Quarter Strong
CAMBRIDGE, MA – June 30, 2014 – InsightSquared, the award-winning provider of business analytics software for small and midsize companies, recently released a series of one-pagers aimed at helping sales teams hit their monthly and quarterly goals. InsightSquared conducted research and collected data that they are now sharing with sales managers so they can use their limited time efficiently and close the last few deals before the quarter ends on Monday.
“What is the Best Time to Make Cold Calls?” identifies the times when InsightSquared prospectors had the most connects with prospects. InsightSquared analyzed thousands of calls and identified the hours and days with the highest connect rate. They found that the best times are between 10:00 am and 4:00 pm, with the best day of the week being Tuesday. Reps who called during this time window on Tuesdays had a 30% higher chance of connecting with prospects.
When time is of the essence as the quarter closes, should sales teams be focusing on the big deals or the smaller deals? InsightSquared’s “Are Big Deals Worth it?” one-pager answers this question in a digestible, quick-to-read format. Research from over 50 inside sales teams was studied and used to help sales managers and executives decide whether or not to spend their time chasing big deals. The research found that big deals have a longer sales cycle, require more effort and have 20% lower win rates. However, big deals are still worth it because they return 1.7x the revenue for the effort expended.
Wasting time chasing losing opportunities is a surefire way for sales teams to miss their bookings goal. InsightSquared dug into this topic for their “How to Measure Your Sales Cycle to Win More Deals” one-pager. They found that losing opportunities spend an average of 2.7x more days in the pipeline than winning opportunities, primarily in the early stages. Knowing this, reps can remove opportunities from their pipeline that have been in there for too long. The loss cycle InsightSquared talks about is the average amount of time your closed-lost opportunities spent in your pipeline at each stage. Sales managers can retrospectively analyze this metric and compare it to their win cycle.
“We chose to create short form content that sales managers, who are extremely busy right now, could use to make their team more efficient,” said Fred Shilmover, CEO of InsightSquared. “The research delivered eye-opening findings about the best times for cold calling, what deals reps should be working on and how to properly measure your sales cycle. We want to provide research that enables sales teams to exceed their monthly and quarterly goals.”
InsightSquared is the innovative leader in Salesforce Analytics and modern business intelligence for sales and marketing. Unlike legacy Business Intelligence platforms, InsightSquared can be deployed affordably in less than a day without any integration costs and comes preloaded with reports that real business people can use. Hundreds of companies and thousands of users around the world use InsightSquared’s award-winning analytics to maximize sales performance, increase team productivity and close more deals. Based in Cambridge, Mass., InsightSquared was recently named one of the “Best Places to Work in Massachusetts” by the Boston Business Journal and “Top Places to Work 2013” by The Boston Globe. For more information, visit www.insightsquared.com.
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