InsightSquared

The Difference Between Effectiveness and Efficiency Explained

InsightSquared

What is the difference between effectiveness and efficiency in sales? When it comes to B2B sales tools, efficiency is prioritized more so than effectiveness. But what do you gain by reps generating more meetings if they are all mediocre at best?

G2 Users Rank InsightSquared a Leader in Sales Analytics and Analytics Platforms

InsightSquared

The results are in and once again, InsightSquared has been named a Leader in G2’s Sales Analytics and Analytics Platforms (formerly Business Intelligence) categories. We also were named a High Performer in the AI Sales Assistant category. .

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Guided Selling Best Practices For Sales

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Sales rarely follows a linear path. As much as you prepare and strategize for every deal, things never seem to go exactly as planned. Fortunately, many sales teams are improving coaching and executing using the new Guided Selling technology.

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5 Signs Your Pipeline Reviews Are Failing

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Ugh, not another pipeline review! We all have those meetings we dread but are forced to sit through every week because it’s part of the process.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

10 Must-Haves for an Impactful Virtual Meeting

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Very quickly the world has been forced to communicate virtually. We are fortunate to be in constant communication with our coworkers, customers, and prospects using video sharing and other communication platforms.

Sales Operations: The Guide They Never Gave You

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“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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5 Key Psychological Biases That You Can Leverage to Drive Sales

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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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Introduction to the Marketing Attribution Challenge

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

5 Inspiring Women Leaders in Sales to Follow Today

InsightSquared

This International Women’s Day, we’d like to give a shoutout to women leaders in the tech industry, especially those in sales leadership positions. These women have been nominated by our own team, as people who inspire and empower us to strive, thrive and grow in our careers.

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The North Star Playbook

Every product needs a North Star. In this guide, we will show you the metrics product managers need to tie product improvements to revenue impact. If you are looking for a more-focused, less-reactive way to work, this guide is for you.

Marketing Attribution: Keep It Simple

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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.

1 Key SaaS Sales Metric to Fine-Tune Sales Productivity

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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.

Focus Your Board on Your MVC: Most Valuable Customer

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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. .

How AI is Changing the Sales Process

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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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How to Choose the Best Embedded Analytics Solution to Modernize Your Application

If you are looking to modernize your application to improve competitiveness, then one of the quickest wins you can have is to embed sophisticated analytics that will wow your existing and prospective customers.

4 Free Tools to Streamline Your Remote Sales Force

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We are living through an unprecedented situation right now, with COVID-19 impacting our lives at every turn. One of the most common and concerning aspects of this for many is how it impacts our day-to-day work situation.

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Three Keys to Success in Sales: A BDR Perspective

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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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ICYMI: Manage Contacts, Leads, Pipeline, and Accounts in One Interface

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If your SDR/BDRs are using one tool, your AEs another and your Account Managers/Customer Success Managers yet another—your RevOps stack is likely spiraling out of control.

Creating a Culture of Accountability

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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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Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

The Secrets to Managing a Remote Sales Team

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Sales teams across the country are being forced into remote work situations in response to the COVID-19 crisis. This places many of you into a new and potentially uncomfortable situation. Rest assured, you are more prepared than you think.

The New Forecast Flow

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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.

Getting started with RevOps!

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Some may feel RevOps is a buzzword, but when executed successfully, it can increase win rates, decrease time to close, improve cross-functional collaboration, reduce spend—and that’s just the start.

Untangling the Modern Sales Stack

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According to Sales Hacker , there are five core sales activities that can be optimized with technology. For every core sales activity, there are countless tools to choose from — some that specialize in a single function and some that encompass several.

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Build or Buy an LMS? How to Pick the Right Solution for Your Budget

BUDGET. When it comes to picking your next LMS that six-letter word is probably the most important part of the decision-making process. So, what are your options to get the best possible eLearning solution without breaking the bank? Build It or Buy It. This guide from Lambda’s eLearning experts details absolutely everything you need to consider so you can pick the perfect eLearning solution for your organization and budget.

Say Goodbye to Excel Forecasting

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Sales forecasting is a complex and time-sensitive endeavor for every sales leader. However, it doesn’t have to be. The root of the issue is that the majority of sales organizations continue to roll up their forecasts using static spreadsheets.

Quit Your Cold Email Strategy

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Want to Solve CRM Adoption? Stop Counting Log-ins

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Unlike in the movie Field of Dreams, when it comes to CRM, year after year, users have proven, “if you build it, they won’t necessarily come.”. The Customer Relationship Management (CRM) market is massive—expected to reach more than $80 billion in revenues by 2025 [1].

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The Difference Between Effectiveness and Efficiency Explained

InsightSquared

What is the difference between effectiveness and efficiency in sales? When it comes to B2B sales tools, efficiency is prioritized more so than effectiveness. But what do you gain by reps generating more meetings if they are all mediocre at best?

Growing your Startup? Find the Right Startup Financing for Your Capital Needs

Entrepreneurs are facing unprecedented circumstances right now. The capital choices you make will have a lasting impact on the trajectory of your company. Knowing the right questions to ask and how to compare your options is vital to making the best decisions. Download the Startup Finance Playbook to learn more.

Predictable Ramp: It’s Not Just a Pipedream

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“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?

Preparing for Your Virtual QBR

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Perspective is everything when assessing your sales performance, especially during unprecedented times. While it’s important to keep your focus ahead, it is equally important to reflect on past results to better evaluate where you are headed.

You have your sales forecast. Now what?

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Ask any sales leader what their forecast is and where they are relative to that number, and they can tell you with precision. But once you have your number, what do you do with it? So much is made of delivering a trusted sales forecast , but few look beyond this critical juncture.

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

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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.

The Product Manager's Guide to Retention

This book walks through multiple aspects of retention, including why it’s so important, how to best measure it, and how to set goals for the different stages of retention. It also provides strategies for improving retention across the customer journey.

Is Pipeline Visibility Hurting Your Sales?

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Every sales organization is experiencing a new level of sales uncertainty in this current climate. While we can all hope for a silver-bullet solution to arrive, the best remedy right now is actually within our grasps right now. I’m talking about pipeline visibility.

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

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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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Five Key Skills for Sales Ops Career Success

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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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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.

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B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.