web analytics


Behind the Scenes of a High-Growth SaaS Company


At our last board meeting, Josh James, my friend and mentor, brought up his famous “magic number,” which he uses to determine the opportunity strength of a SaaS company. Josh suggested that according to the InsideSales.com magic number, we were in a great position to accelerate growth by investing aggressively in sales and marketing. But [...]

What CEOs Want in a VP of Sales


Hiring a vice president of sales is one of the most important decisions a CEO ever makes. A wise choice puts the company in position for the kind of explosive growth we have experienced at InsideSales.com. The wrong person may create a cancerous culture that consistently underperforms. We have been fortunate to have a world-class [...]

The Most Important Interview Question Never Asked


Interviewing people for a job is a difficult task.  There are dozens of different styles and approaches to performing interviews.  Some interviewers ask ‘skill’ questions; others ask ‘problems solving’ riddles.  Still, others look into background and weaknesses.  I don’t think that there is a correct or incorrect method; an interview style is a reflection of the interviewer, and [...]

How SaaS Metrics can help you Drive Explosive Growth like Salesforce.com


Software as a Service (SaaS) is a relatively new but thriving industry.  This industry has been led by companies such as Salesforce.com, SuccessFactors and RightNow Technologies (the latter two recently acquired by SAP and Oracle, respectively).  Much of their success can be attributed to the unique business model associated with SaaS.  This uniqueness is reflected in their new financial language and acronyms. [...]

6 Key Questions to Identify if Inside Sales is the Best Model for You


Because of our position within the industry, we naturally see hundreds of both successful and unsuccessful inside sales organizations.  As a result, I regularly receive requests to talk with and consult both new and existing companies on how to structure a new inside sales organization.  However, this is not the correct first question.  Instead, you should first ask: “Is inside sales the best [...]

Quantify your Leads to Expand your Sales Pipeline and Increase Sales Velocity: Stretching the Sales Funnel


Companies are spending huge amounts of marketing budget on new and innovative tools, techniques, and systems to generate interest in the form of web leads.  Ironically, those same companies are using antiquated techniques to qualify those leads, wasting much of the marketing investment put into those efforts.  At InsideSales.com, our technology is designed to automate [...]

Forbes Article: When It Comes to Inbound Marketing – Time is Definitely of the Essence


A new article featuring InsideSales.com landmark research highlights the importance of responding quickly to hot Inbound Marketing leads Visit Forbes to view the entire article In Summary … Companies like Hubspot are leading the way with Inbound Marketing and the sales industry is catching the vision of how to integrate with the new high velocity [...]

ResponseAudit Research – AA-ISP 2012


Since 2007, we at InsideSales.com have published research on the best practices around how and when to respond to marketing-generated leads.  In October 2007, we presented early findings at both the Boston and San Francisco Marketing Sherpa B2B Demand Generation Summits.  Since then, we have published our landmark Harvard Business Review article, “The Short Life on Online [...]

Lead Response Infographic


Inside Sales fundamentally changed with the ground breaking research first released in 2007 revealing best practices to responding to marketing generated leads. The topic has lead to a Harvard Business Review article, Inc. Article, and countless others. It has been downloaded over eighty thousand times, and has initiated the Lead Response Management Industry. The following is an infographic [...]

Like Moneyball – Sales Data Wins the Day


In the movie Moneyball the Oakland A’s baseball team was at the bottom of their game. To quote the movie … “There are rich teams, there are poor teams, then there is 50 feet of crap, and then there is us.” Based on a true story of the 2002 Oakland A’s who used statistics to hire [...]