InsightSquared

Introduction to the Marketing Attribution Challenge

InsightSquared

One of the main responsibilities of your marketing team is determining which campaigns are the best campaigns. This is no small feet.

Marketing Attribution: Keep It Simple

InsightSquared

Marketing attribution is no buzzword. It’s a fundamental building block of achieving ROI. Sometimes seen as more art than science, it’s often given too little attention – or too much. When sales cycles are short, marketing attribution can be fairly straightforward.

Creating a Culture of Accountability

InsightSquared

It is crucial to have a “clean” Salesforce instance, but it’s another daunting task to maintain it. Startups are built from the ground up and one of the major stepping stones is promoting an environment of accountability among your sales reps to properly input data and to follow sales best practices.

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Sales Operations: The Guide They Never Gave You

InsightSquared

“What was your first job?”. It’s one of my favorite questions to ask a fellow professional in sales operations. Some of the answers include: Elementary school teacher. Recruiter. Pharmacy Tech. Insurance sales rep. Cosmetics consultant. Account Manager. Financial analyst. Why the wide range?

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Driving Discovery and Experimentation in your Organization

Speaker: Teresa Torres, Product Discovery Coach, Product Talk, David Bland, Founder and CEO, Precoil, and Hope Gurion, Product Coach and Advisor, Fearless Product LLC

If you want to build what matters, you can't move forward blindly. But to make progress, you can't let things slow to a crawl while you focus resources on gathering data. This is where continuous discovery and experimentation come in. Join Teresa Torres (Product Discovery Coach, Product Talk), David Bland (Founder, Precoil), and Hope Gurion (Product Coach and Advisor, Fearless Product) in a panel discussion as they cover how - and why - to build a culture of discovery and experimentation in your organization.

Quit Your Cold Email Strategy

InsightSquared

Focus Your Board on Your MVC: Most Valuable Customer

InsightSquared

It’s a saying you hear a lot: Your most important customer is the one you already have. Yet, it bears repeating for two reasons. One, it’s true: it costs less to keep an existing customer than it does to acquire a new one. Two, it’s so easy to forget. .

Campaign Attribution Models

InsightSquared

Before we dive in, let’s cover the basics: what are campaign attribution models and why are they important ? . Attribution modeling is a way to analyze which marketing channels are accredited with lead conversion. Think of your attribution model as a map of sorts.

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How AI is Changing the Sales Process

InsightSquared

In 2019, artificial intelligence (AI) is prevalent in our everyday lives. Whether it be selecting a movie on Netflix, shopping on Amazon, or ordering an Uber, AI is powering many of the decisions we make on a daily basis.

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5 Key Psychological Biases That You Can Leverage to Drive Sales

InsightSquared

Our biases can make us do silly things. Our biases can also be leveraged to influence our decision-making. The best sales professionals and marketers understand how important it is to study human psychology and use that knowledge to create stories, messages and strategies that drive results.

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The Magic of Intent: Start Knowing The Goals of Your Users

Speaker: Terhi Hanninen, Senior Product Manager, Zalando, and Dr. Franziska Roth, Senior User Researcher, Zalando

It's important to know your users - what are their preferences, pain points, ultimate goals? With user research and usage data, you can get a great idea of how your users act. The tricky part is, very few users reliably act the same way every time they use your product. Join Terhi Hanninen, Senior Product Manager, and Dr. Franziska Roth, Senior User Researcher at Zalando, as they explain how they were able to reach a new level of user understanding - by taking their user research and segmenting their users by point-in-time intent. You'll leave with a strategy to change how your product team, and organization at large, understands your users.

Tech-Based Communication Solutions to Improve Sales and Marketing Processes

InsightSquared

With communication taking on digital forms, tech-based tools and solutions are lucrative to the success of a modern sales and marketing strategy.

To Generate Pristine Data, Lock Down Your Buying Group

InsightSquared

This article is part of the Mini Mighty ABM series where we ask top experts in ABM to share one actionable idea that you can use at work today. These tips are mini, but mighty. For more, visit ABM Revealed. The biggest, most underrated benefit to ABM is that it makes your data better.

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1 Key SaaS Sales Metric to Fine-Tune Sales Productivity

InsightSquared

Sales is the Growth Engine. Sales is the engine driving SaaS company value. Top and bottom line performance are totally dependent on the sales organization and its performance. And sales expense is typically the largest expense item on a growth SaaS company’s income statement.

The New Forecast Flow

InsightSquared

Having an accurate sales forecast is critically important to the business. As these numbers roll up to the executive team and board members, many decisions are made from them including future investments, product launches, hiring and strategic planning.

Encouraging Innovation in an Established Product Culture

Speaker: Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies

Innovation is both a process and an outcome. The best way to begin innovating your products is by innovating your internal process. We'll explore the challenges, solutions, and hands-on techniques for becoming a successful "agent of change" within a well-established product culture. We'll examine the importance of UX and user-centric feature analysis, the adaptation of Agile Methodologies to the creative process, as well as a way to drive successful culture change for setting expectations and winning approvals with cross-functional stakeholders. Innovation and Leadership go hand in hand. Join Richard Cardran, Chief Creative Officer and VP Strategy, HIA Technologies, as we assess some case studies to see how to lead with a clear strategy well-defined tactics, and an unbiased understanding of the fundamental question: "why are you innovating?"

Three Keys to Success in Sales: A BDR Perspective

InsightSquared

My transition into a BDR role at InsightSquared came shortly after spending my first few post-grad years gaining experience in a highly transactional, customer-facing sales role. If you’re late to the game like I was, life as a BDR is one hell of a grind. That’s not a gripe, either. It’s a fact.

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Find Your Rev Ops Tribe: An Inside Look at Ramp 2019 from OpFocus

InsightSquared

I remember attending the first Ramp conference two years ago. Hosted at Fenway Park, InsightSquared put forth a bold vision—to organize the revenue operations event of the year.

How to Identify the Spooky Opportunities in Your Pipeline

InsightSquared

Halloween is here and there are spooky things all around us, but your sales pipeline should not be one of them. While others might be thinking of candy and costumes on October 31st, those of us who are part of the go-to-market engine are hoping we receive treats from our prospects and not tricks.

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Predictable Ramp: It’s Not Just a Pipedream

InsightSquared

“How am I doing?”. Most sales reps are genuinely driven not by money, but by success. They are dying to know how they are doing. Regardless of their generation or experience, your reps want to know if they are on the right track to hit their goals. So, how do we do this?

Embedding Operational Reports: Everything Product Managers Should Know

Speaker: Dean Yao, Sr. Director of Product Marketing, Logi Analytics

Businesses are run with analytics - but companies continue to struggle with interpreting, analyzing, and distributing data. Operational reports help get information to the people who need it most, in formats they understand, and in a timeframe that matters. Join the webinar to learn how embedding operational reports can give your users a precisely formatted, ready-to-analyze view of their operational activities. World-class software teams are embedding operational reports to empower end users with interactive data visualizations, detailed information, and highly precise formats that can be shared via email, PDF, print, or online.

Other Surprising Truths About Rep Coaching

InsightSquared

I was thrilled when the InsightSquared team asked me to guest post on their blog. I loved presenting at Ramp 2019 , and am excited to continue sharing all of the best practices we learn from our customers here at Chorus.ai.

To ABM or Not To ABM

InsightSquared

The real question is whether you understand account-based marketing (ABM) enough to determine when is the best time to make that jump. But before we dive into the question of whether or not you should adopt ABM programs, let’s take a step back and ask ourselves: what really is ABM? . What is ABM?

Outreach at Ramp 2019

InsightSquared

We’re excited to announce that Outreach , the #1 Sales Engagement Platform, is sponsoring Ramp 2019, the revenue ops event of the year!

Marketing Attribution: Keep It Simple

InsightSquared

Marketing attribution is no buzzword. It’s a fundamental building block of achieving ROI. Sometimes seen as more art than science, it’s often given too little attention – or too much. When sales cycles are short, marketing attribution can be fairly straightforward.

Your 2-Part Metrics Audit for High-Value Products

Speaker: Sam McAfee, Product Development Consultant, Startup Patterns

You know what they say: what's measured improves. As product managers we're in a golden age of being able to get all sorts of metrics and run all sorts of experiments. But what are your measurements and analytics focused on? Are they really truly objective? Do they contribute to the ultimate vision of your product? And is everybody clear on that vision? Join Sam McAfee, Product Development Consultant, as he takes you through a two-part measurement audit. First, you'll learn how to make sure your measurements actually align with your product strategy. And second, you'll learn how to evaluate your culture of using measurements, so future experiments will more consistently provide high-value results.

Human-First Sales: What Does it Mean For the SDR Role?

InsightSquared

In the 5+ years I’ve spent meeting modern sales leaders and working with SDRs within our network, I’ve learned from the front lines of 200+ SDR and sales teams about what’s really going on within the SDR function and how it could impact the role in the future.

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5 Ways to Improve CRM Adoption

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There’s nothing worse than making a huge purchase, taking the bow off, and then having it fall short of your expectations. Talk about buyer’s remorse. This is quite often the case with CRMs.

Data 259

Lucidchart Returns to Ramp 2019

InsightSquared

Lucidchart is thrilled to be returning as a platinum sponsor of the revenue ops event of the year, Ramp by Insightsquared ! Last year, VP of Sales Peter Chun led an interactive discussion with ops pros on the business, sales, and marketing sides of the house.

The First Three Principles of Sales Ops

InsightSquared

Originally posted on SOPSA.org. As the function of Sales Operations evolves within organizations, we are faced with several large challenges. How do we set priorities with all the competing initiatives coming our way?

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Measure the Immeasurable: Beyond Vanity Metrics

Speaker: Sari Harrison, Product Management Instructor, Product School

As a product manager, it's your job to realize your product’s vision by executing your chosen strategy. It’s also your job to deliver value to the business. Ultimately, these two outcomes are aligned so the temptation is to focus primarily on business metrics. Doing this can cause you to lose focus on the real value you are trying to achieve, in favor of moving the vanity metrics such as launches and time spent. Join Sari Harrison, Product Management Instructor at Product School, as she explains how to use immeasurable success criteria along with your more standard KPIs to deliver products that don't just get used a lot, but deliver real value.

Master Your Sales Processes in Salesforce Lightning

InsightSquared

Salesforce provides a number of features to build out and reinforce your sales methodology. When moving to Lightning there are additional options such as Path and the updated Lead Conversion page to consider.

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

InsightSquared

Here in Boston, we love rowing. Every year thousands of us crowd around the Charles River to watch boats gracefully glide along the river as they race at the Head of the Charles Regatta.

Five Key Skills for Sales Ops Career Success

InsightSquared

If you’ve ever thought about becoming a lawyer, the path is pretty clear: Get a Bachelor’s degree. Take the LSAT. Earn your JD. Pass the bar. The process may not be easy, but at least it’s laid out.

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How to Marie Kondo Your Marketing Attribution Model

InsightSquared

Marie Kondo, the well-known author of the book “The Life-Changing Magic of Tidying Up”, often teaches aspiring organizers to take an objective approach to decluttering by asking oneself “does this item spark joy for me?”

Build Delightful Products with Customer Validation

Speaker: John Little, Head of Product Marketing, Centercode

When it comes to delivering a solid product/market fit, customer validation is key. After all, you want to provide customers with a product that not only fills the need, but is delightful -- right? To get there, you need to commit to a vital blend of market research, strategy, and user testing. Join John Little, Head of Product Marketing at Centercode, as he explains a two-part approach to customer validation. First, how do you strategically identify your top product areas that need attention prior to release. And second, how do you turn user data into strategic priorities that help the right teams make the right decisions.

Foolproof Marketing Metrics to Measure

InsightSquared

“I have too much data!” — Said no one ever…right? I’m sure this was many of us marketers before the digital revolution, but now we have what seems like infinite data sources at our fingertips.