Posts by InsideSales Team
The How and When of Sales Training for Sales Management
Sales managers have arguably the most difficult job in any sales organization, due to the wide variety of responsibilities they have. Indeed, the typical sales manager needs to balance tasks related to customers, tasks related to people within the organization, and tasks related to the business itself. Perhaps the single most important task is assisting…
Read More14 Questions You Should Be Able to Answer on Every Pipeline Review Call
Every good sales leader runs a weekly pipeline review call with his sales reps. When done well, these calls help sales teams align to goals and focus on the right deals so they can crush their numbers. When they fail, it leads to frustrated managers and stressed out sales reps. Sales Leaders Living in Spreadsheets…
Read MoreBreaking Open the Predictive Black Box
As sales pipeline continues to be the biggest problem in sales, marketing and sales leaders search for answers to some of the biggest questions in sales. . . > Where is their untapped value? > Who is most likely to buy from me? > What is the next best action to take? In the sea…
Read MoreSales Prospecting for the Pros
If you’re looking to have more conversations with the right people, persistence is key. Data shows that most sales reps today stop at sending an email or placing one phone call. The best sales professionals will not give up so fast. They create a sales cadence with multiple touch points, including a variety of sales…
Read MoreBreaking Open the Predictive Black Box
As sales pipeline continues to be the biggest problem in sales, marketing and sales leaders search for answers. Quota attainment is only 60% according to InsideSales Labs data, and this number has been steadily dropping in the last five years. To top it off, executives are expecting predictable, sustainable growth to please stakeholders. Solving The…
Read More3 Questions Data-Driven Sales Managers Must Answer
Not everyone hits quota. In fact, quota attainment has been in decline for 6 straight years. InsideSales Labs data shows that only 60% of sales reps reach quota attainment. In order to move the needle, sales managers need insights on how to affect the right kinds of change in their sales team. Those insights MUST…
Read MoreHow to Cut Through the Crap and Build Pipeline with AI
Let me guess, you’ve heard of AI? Everybody is talking about it but nobody seems to be effectively using it, until now. AI is meant is not meant to eliminate humans but enable humans and sales is a great place to start. In this session, Gabe Larsen VP of Growth at XANT, will take you…
Read MoreHow to Build a Call Scoring Program to Evaluate Sales Performance
Everyday, your sales development team is making proactive outbound sales calls. Or at least they should be. But are they any good? Here are 2 questions you should be asking yourself, if you are trying to evaluate sales performance. How often are all of the components of a great call present in my team’s phone…
Read MoreThe Secret to Change Management
Change is hard no matter who you are or what company you’ve worked at but nobody knows that better than Mike Katz EVP of Sales at T-Mobile for Business. Mike has been with the organization 20 years and he’s seen bad times and good times but through it all Mike and team have learned some…
Read MoreSales Prospecting For the Pros: 5 Secrets to Build a Winning Cadence
Prospecting is grueling work, and most sales reps fail due to lack of trying. Data from InsideSales Labs shows that the most utilized sales cadence is one single email, when trying to contact leads. It’s an appalling number, given that most prospects need around six touches to respond. We’ve teamed up with Michael Pedone, CEO…
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