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As we write the final chapter of 2019, we’ve had an amazing time looking back and seeing the many milestones we’ve reached together with you—our customers. The content we’ve shared was purposefully designed and developed with your business goals in mind. Along with our many partners, we hope this blog helped you grow professionally and deliver even more value to your team and company. 

Whether you are in Sales, Marketing or RevOps—we believe the best is yet to come. We look forward to ringing in the new decade with you and reaching many more goals in 2020.

Now, for the lookback: these are best blogs of 2019, determined by you! 

Pipeline Velocity: Why It Matters, How To Measure it and How It Helps 

There are several components that factor into one phenomenon that can show the health of your overall sales process. Within sales, moving plenty of high-value opportunities successfully through the pipeline is the goal of every sales VP. That movement is measured by pipeline velocity, a way for you to see exactly how you are succeeding in getting your prospects from one end of the funnel to the other. By measuring this, and each of the components that determine pipeline velocity, not only will you be able to benchmark and track how well you’re doing, you’ll be able to guide changes to your sales process and coach to build a better, quicker-moving team.

The First Three Principles of Sales Ops

For Sales Ops, it is helpful to have a handful of guiding principles, which can be in place from year to year and do not change based on the size of the company, the go-to-market strategy or who is on the team. Principles are NOT outcomes like productivity or hitting revenue targets. Having a set of fundamental beliefs that guide why we do what we do and how we go about doing them is critical to driving the clarity of our function. They help individuals on our teams make choices in the moment, which aligns with a true north that we all agree to. In this way, we can move much faster than if we are totally reactive to the needs of the moment.

Advice for the New Sales Ops Leader 

Imagine this: here you are, a new Sales Ops leader, with a wealth of training in skills from other functions. You now have a team of people who have been working in Sales Ops longer than you. You have executive leaders that are expecting you to quickly make sense of your new world and launch an evolution of the Sales Ops function within the business in order for execution and effectiveness to reach new levels. Where do you start? How do you make sense of what you have inherited and build a roadmap that will guide your next steps forward? How do you communicate with your team where they are headed? How do you gain buy-in from your executives on the priorities ahead? The answer is in this blog.

Salesforce Field History Retention Policy

At InsightSquared, we talk a lot about using your historical Salesforce data to expose and identify patterns from years past to dramatically improve accuracy in the present and future. But starting spring 2019, Salesforce started enforcing a policy that limits client access to Field History data older than 18 months. So, what data is being impacted by the policy? What does this mean for you as a Salesforce customer?

Reverse Engineer Pipeline to Hit Your Goals 

We talk to people all the time who have just been handed a goal by their board, and are scrambling to figure out how to hit that number. The goal is usually a big increase from the year prior, so the pressure is on to pull together a strategy that is aligned across all revenue teams.

As a sales, marketing or revenue leader, how do you put yourself in a position today to hit your targets 3+ months out? How can you predict future gaps in pipeline and lead coverage so you can plan accordingly? How can you develop a revenue strategy to not only meet but surpass your goals?

The answer lies in your pipeline. In this blog, we will walk you through the process of reverse-engineering your pipeline to meet your sales goals. 

A/B Testing to Improve Your Communication With Your Audience 

We send and receive countless emails per day. For our recipients to open our email, we need an enticing message. So how will we know what grabs their attention? Consider A/B testing your efforts.

Even the smallest change can drive big results! Below is an example of the results we got by A/B testing if a banner in our email made an impact. Blue represents emails with the banner and red are those without. It’s clear that adding a banner made a significant impact on our clicks and opens.

To ABM or Not To ABM

The real question is whether you understand account-based marketing (ABM) enough to determine when is the best time to make that jump. ABM is powerful, but not every company is ready for it, and jumping to ABM before you’re ready will result in anything from a waste of resources, missed goals to total chaos in your organization. In this blog, we explained what ABM is, the win condition for successful implementation of ABM, and who should be involved in the process.

Where to Find Additional Pipeline for the End of the Year 

Are you short on pipeline for the end of the year? This is a common question as we try to close out the end of the year. If you are looking at your pipeline coverage and don’t feel comfortable with the numbers you see, you will need to search for some extra insurance pipeline to fill the gap to goal. You might be asking yourself, “Where can I find additional pipeline on such short notice?” Well, we have just the place! Check out this blog to find the answer. 

Planning Assumptions for Marketing and Sales in 2020

2019 has been the year of disruption. From the growth of the revenue operations model to the introduction of new technology solutions that enhance business leader’s abilities to make better decisions, changes are happening daily in the B2B world, and more are sure to come in 2020. There is no foretelling what will be the next big thing in 2020, but sales and marketing leaders can better prepare their teams for changes by turning their planning sessions from a rigid, statistical exercise to a dynamic practice by incorporating these assumptions into their 2020 planning.

Overall, sales activity data puts confidence back into reporting for sales managers, as it leads to more accurate forecasts and pipeline reviews. But the values Olono delivers go beyond that. 

Olono identifies blind spots and then coaches both reps and first-line managers to improve how they are working deals in real-time. It understands engagement (which deals reps are working and how they are engaging—frequency, type, response), then correlates that data with historical wins and losses to understand the time and resources currently being deployed and how likely this effort will lead to positive outcomes. Olono then pattern matches, applying key parameters to the current pipeline and projections to see where the gaps lie.

That’s why InsightSquared teamed up with Olono to provide the most complete end-to-end revenue platform, connecting sales and marketing analytics with historical and real-time activity and engagement data to improve business decision-making and drive predictable results.

So if you think about it, this combination is a match made in heaven. Together we collect all the data and provide a complete view into what’s really going on in your business. Then we provide analytics to help you understand what you should do about it. And finally, Olono offers the Actions Engine, providing recommendations that put sales reps on the fastest path to close. The result, faster deal progression, a healthier pipeline, improved forecast accurately, and more.

Take a closer look at how Olono works with InsightSquared to provide deeper visibility into sales activity and prospect engagement and a much richer set of insights as well as the ability to take action right out of the gate, by viewing the full webinar available on-demand here, or reach out to us!

mm
Marketing Intern at InsightSquared
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