Posts by InsideSales Team
You Suck at Sales Forecasting and I Can Prove It
You’ve probably heard that sales people are not good at forecasting. Maybe you’ve heard stats from surveys where sales leaders guess their accuracy and, like me, you’ve wondered, “is really true? Can only 45.8% of deals be forecasted accurately?” That’s no better than flipping a coin. What makes sales forecasting so difficult? Is it the…
Read MoreWhy You Should Care About Artificial Intelligence in Sales
Do you even care about AI? Maybe you should. Mark Gorenberg is the founder of Zetta Venture Partners, an investment group focused on companies who lead the world in analytics and artificial intelligence. Mark has seen just about everything there is when it comes to AI and in this episode we sit down and talk…
Read MoreThe Power of Diversity in Sales
Have you heard about diversity? Have you heard it’s important? The answer to that is probably yes and yes but do you know how to get a more diverse sales team? Maybe not. Diversity has become more and more important and many studies show diversity can be beneficial to organizations but many organizations lack the…
Read MoreFree eBook Download: Cold calling vs. Digital Prospecting
Cold calling vs digital prospecting is a powerful debate dividing the sales world. Some are looking to old-school cold calling, while others say the modern salesman only needs LinkedIn and digital prospecting to build pipeline. The truth is, technology has changed the way sales representatives work and reach their quota, but that doesn’t mean cold…
Read MoreHow to Design a Winning Team
One of the secrets of a good sales team is its DNA or team make up. Not many sales leaders focus on it but the ones who do often have a special team and special results. The reason many leaders don’t focus on designing the optimal team is because they don’t know how to do…
Read MoreHow Cleaning Up Your Pipeline Can Increase Sales by 10%
Ever had that one deal that you’ve been chasing for months, and keeps slipping from quarter to quarter in your pipeline, but never closing? We call it a ‘zombie’ deal, the sales deal that never dies– and unfortunately, the one that doesn’t let you focus on the things that matter. Cleaning up the sales pipeline…
Read More5 Referral Strategies to Help You Overcome the Summer Sales Slump
It’s a common problem with sales teams around the globe. As soon as the hottest months of the year roll around, sales seem to dry up. Perhaps it’s because more of your leads are on holiday, maybe they’re more focused on topping up their tan, or it could just be a case of perception manifesting…
Read More5 Secrets to Forecasting Every Sales Leader Must Know
Around 79% of organizations miss their revenue targets by 10% or more, according to Sirius Decisions data. This despite the fact that sales reps spend around 2.5 hours a week on sales forecasting. Sales leaders can spend four hours each week just gathering data for their revenue calls. That’s a lot of time spent on…
Read MoreWebinar: Running the Perfect Pipeline Review Call
Pipeline review calls can be unpleasant for both sales managers and sales representatives– if you don’t have the right technology for them. Sales leaders often spend an inordinate amount of time just collecting data for these calls, which is aggregated into a simple spreadsheet. But the data they DO get is most of the time…
Read MoreChoose the Right Payment Processor: 5 Frugal Strategies
When it comes to making decisions for your business, there’s a fine line to walk between finding cost-friendly solutions and making investments that are built to last. Nowhere is this more true than when choosing a payment processor. Not only does the payment processing partner your company picks need to work well for your needs behind…
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