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.

A Sales Management System

InsightSquared

“There’s no stronger time than now, where a sales executive needs a really strong partnership with business ops or sales ops or revenue ops,” said Todd Abbott, as he opened his presentation at Ramp 2019, the revenue ops event of the year hosted by InsightSquared.

How AI is Changing the Sales Process

InsightSquared

For sales professionals, AI is not only impacting your personal life, but it will soon influence your professional work too if it hasn’t already done so. Many of today’s forward-thinking companies have already begun using AI in their sales strategies. The Future of AI in Sales.

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Sales Operations: The Guide They Never Gave You

InsightSquared

It’s one of my favorite questions to ask a fellow professional in sales operations. Insurance sales rep. Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses. Sales & Process Support.

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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. A career in sales isn’t for everyone, though. Sales is all about goals.

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Help your sales team succeed in 2018: Hire sales ops

InsightSquared

SaaStr founder Jason Lemkin recently discussed the reality a sales team faces on January 1: the closed/won deals start at $0. The commitment of new goals can be daunting, even for the most seasoned of sales teams. Hire dedicated sales ops.

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The sales ops tech stack

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack.

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How Sales Ops Can Add Value to the Sales Team

InsightSquared

If you work in sales operations, it may seem like the sales reps at your company don’t always see the value you are adding to their daily lives. It sometimes feels like the only thing you have in common is both of your job titles beginning with the word “sales”. That’s sales ops!

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Playing Nice: Easing the Tension between Sales and Marketing Teams

InsightSquared

One of the key elements of any successful relationship is communication — and that happens to be a huge factor in successful sales and marketing interactions, too. Sales and marketing usually want to be friends. Use Sales and Marketing Tools to Reach Your Goals for Higher Revenue.

Sales Operations Manager Job Description

InsightSquared

Sales operations managers play a crucial role in making sure sales teams are firing on all cylinders. Click here to get a free sales operations manager job description template. ). What are Sales Operations Managers Responsible for?

Your Sales Year is Coming to an End. Are you ready?

InsightSquared

December around the corner also means your sales year is coming to an end. So, as a sales leader or manager, what do you do? I’ve faced this challenge as a senior sales executive, sales enablement executive and outside sales enablement specialist.

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Why Your Cost of Sales Generally Doubles As You Scale

SaaStr

One of the biggest things first-time founders intuit wrong is how much sales efficiency plummets … just as it is getting good. Usually, most SaaS start-ups follow a pattern where the CEO starts off doing founder-led sales. Your sales reps are closing 4.0x

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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Introducing a New Sales Methodology to Your Sales Team: What To Do

InsightSquared

Guest blog by Zahra Bukhari, sales operations manager at Localytics. An effective sales methodology is arguably the backbone of a successful sales team. So what does a sales ops team do once a methodology has been selected? 1.Define Sales Stages.

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2018 Sales Operations Predictions

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. In the six or seven years I’ve worked in sales operations, every year seems to have brought bigger and bigger changes, and I have no doubt that 2018 will be no different.

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How to Diagnose Why Your Sales Forecast is Inaccurate

InsightSquared

That type of scenario is simply mortifying if you’re a Sales VP, suggesting to the CEO or board of investors that you really have no idea what the heck you’re talking about, or what you’re doing. So why exactly are your sales forecasts never accurate?

Using Data to Run Your Sales Development Team

InsightSquared

Over the last twenty-five years, I have worked in a variety of environments and roles that, in one way or another, focused on the pursuit of sales. Last week, I talked about how to use data to run your sales development team and drive results during a live webinar.

2019 Sales Enablement Statistics

Sales Enablement, SaaS and Growth

2019 is shaping up to be another fine year for those working in and around sales enablement. We’re seeing larger numbers of people work in the industry, more companies investing in sales enablement teams and numerous tools being developed to solve sales enablement challenges.

Five Key Skills for Sales Ops Career Success

InsightSquared

When I think about sales operations, there is no defined route to take. In fact, my fellow ops colleagues have come from a variety of backgrounds: business majors, former teachers, sales reps turned ops pros, and more. Communicating well is a must for anyone in sales operations.

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The 12 Most Popular Sales Leaderboard Songs of 2017

InsightSquared

Sales teams are notorious for their traditions that spark friendly competition among their reps — gongs, chants, spiffs and more. To up the competitive ante just a bit more, sales organizations also use leaderboards.

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An Open Letter to Sales People from Sales Operations

InsightSquared

Dear Sales, I’d like to help you more. Articles operations ops sales sales operations Sales OpsI’d like to help you faster. But to do so, I need your help.

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The sales ops tech stack

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack.

Sales 170

The key to getting your first 10 customers isn’t sales – it’s product

Predictable Revenue

The post The key to getting your first 10 customers isn’t sales – it’s product appeared first on Predictable Revenue. B2B Blog Sales & Marketing Alignment Sales Process

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The Critical Building Blocks of an Enterprise Sales Engine

InsightSquared

This article has some key takeaways on the pre-requisites for success from a sales org profile standpoint. My time at Electronic Data Systems (EDS – HP Enterprise) exposed me to the most extreme end of enterprise sales resourcing. The Enterprise Sales Profile (ESP): I love sharing the mistakes I have made in the hope that you can avoid them. The standard sales rep merely sells them software to reduce costs by 10%.

The Sales Ops End of Year Checklist

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. The end of year can often be a stressful, exciting, and chaotic time of year for a sales organization. Articles operations sales analytics sales intelligence Sales Ops sales systems salesforce

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How to Build Your Sales Operations Team from Scratch

InsightSquared

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Let a sales ops expert handle the heavy lifting.

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Pre-written sales operations job descriptions

InsightSquared

Earlier this year we teamed up with LinkedIn to highlight the basic characteristics of professionals in three critical operations roles — sales, marketing and business operations. So if you are hiring for a sales operations pro, you’ve got your work cut out for you.

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Inside Sales vs. Outside Sales: Which Is Best for You?

Sales Hacker

One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. The truth is, though, that they’re just two sides of the same sales coin — and you likely need both in your company if you’re going to succeed.

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How to scale a sales team: what the different stages of growth require from sales leadership

Predictable Revenue

We'll take an in-depth look at how to scale a sales team and effectively nail each stage of sales growth. The post How to scale a sales team: what the different stages of growth require from sales leadership appeared first on Predictable Revenue.

5 Key Psychological Biases That You Can Leverage to Drive Sales

InsightSquared

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. Use the Bandwagon Effect to Drive Sales. Our biases can make us do silly things.

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Sales Operations Analyst Job Description

InsightSquared

Sales operations teams are constantly inundated with tasks and projects, and it’s sales operations analysts who execute the majority of day-to-day work to prevent the backlog from piling up. Click here to get a free sales operations analyst job description template. ).

Sales 170

Is revenue operations just another word for sales operations?

InsightSquared

It sparked the question, “Is revenue operations just another word for sales operations, or are the roles fundamentally different?”. We spoke to several operations professionals to help us better define revenue ops, and understand how the role fits into an organization relative to sales ops.

The sales ops tech stack (Part 1)

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. As a strategic member of the sales team, ops plays a critical role in owning the sales tech stack.

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Sales enablement: Part 3 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

Sales Enablement allows Sales professionals to do their job more efficiently (and more successfully!). Without the wide-ranging support of the sales enablement function, the day-to-day of an SDR would be significantly more difficult. The post Sales enablement: Part 3 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Lead Generation Sales Management Sales Process

Is sales training the problem?

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. Have you ever heard the comment, “Why can’t we just train the sales team?” If data can be easily and accurately verified elsewhere then the data entry burden should not be on sales.

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How to take advantage of sales automation tools while maintaining a human touch

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Travis Henry, Director of Inside Sales Operations at renowned Bay Area sales consultancy SalesSource. B2B Blog Lead Generation Sales & Marketing Alignment Sales Process

The second edition of From Impossible to Inevitable has arrived with new chapters, new case studies, and new sales tips

Predictable Revenue

We’ve made updates and improvements throughout the book, including adding entirely new chapters, case studies, and critical sales concepts. B2B Blog Sales & Marketing Alignment Sales Process

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The Four Most Important Skills For Sales Operations Professionals

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. I get asked, “What should I look for when hiring someone for Sales Operations?” or “What skills should I have to break into Sales Operations?” Empathy for Sales.

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How to perfect sales operations: part 6 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

We'll discuss how the obsession with perfecting the Marketing Qualified Lead and the inside sales model has led to CQL(Conversation Qualified Leads), and to Drift using bots instead of traditional SDR's. We'll also cover the three main principles for governing day to day sales operations and Zendesk's sales stages! The post How to perfect sales operations: part 6 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue.

InsightSquared’s Dreamforce 2017 Sessions for Sales & Sales Operations Professionals

InsightSquared

The sessions will offer sales and sales operations professionals with case studies, lessons learned and the tactical takeaways needed to become even more strategic within their organizations. Avra Lazear, Senior Manager of Global Sales Operations and Strategy at Bazaarvoice. How to Shift the Sales Ops Function from a Reporting Factory to Revenue Driver — Tuesday, November 7 at 11:30 a.m.

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Sales process: Part 4 of Predictable Revenue’s outbound sales learnings from 2018

Predictable Revenue

A robust sales process considers the mindset by which reps attack their day (and their quotas), a nuanced understanding of the buyer mindset, and tactical schemes on how to juggle a significant volume of daily touchpoints. The post Sales process: Part 4 of Predictable Revenue’s outbound sales learnings from 2018 appeared first on Predictable Revenue. B2B Blog Book Sales Management Sales Process

Director of Sales Operations Job Description

InsightSquared

The director of sales operations position is one of the most critical hires a company can make. It’s their job to help sales executives make sense of results and pinpoint the reasons why they fell short of or hit their goals. What are Directors of Sales Operations Responsible for?

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8 Tips For Writing Sales Texts For B2B Marketing

Predictable Revenue

Tips on how to write sales emails, social media, and other B2B marketing content that'll keep your customers engaged. The post 8 Tips For Writing Sales Texts For B2B Marketing appeared first on Predictable Revenue.

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