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.

Untangling the Modern Sales Stack

InsightSquared

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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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.

The Formula For a Winning Sales Stack

InsightSquared

The modern sales stack has become a tangled mess. Building the right sales stack shouldn’t be such a difficult endeavor. In fact, often you have more than you need and the answer is to consolidate your sales stack. To simplify it, let’s compare the sales stack to a formal suit.

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The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Best Practices to Clean Up Your Messy Sales Ops

InsightSquared

Patrick Kelly, the first sales ops group leader, described his responsibilities as “all the nasty number things that you don’t want to do, but need to do to make a great sales force.” Sales ops covers a vast array of responsibilities, which continues to expand. In the 1970s, J.

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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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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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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.

Sales 282

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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How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

4 Free Tools to Streamline Your Remote Sales Force

InsightSquared

For those of us in the sales profession, we are fortunate to have a remote work option (in most cases) that allows us to continue working. While we cannot impact the behavior of your buyers, we can ensure that you and your sales organization do not skip a beat during this time of uncertainty.

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Is Pipeline Visibility Hurting Your Sales?

InsightSquared

Every sales organization is experiencing a new level of sales uncertainty in this current climate. The post Is Pipeline Visibility Hurting Your Sales? Articles consolidation pipeline pipeline visibility sales pipeline sales pipelines best practices tech stack visibility

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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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Measuring Success in Sales Operations

InsightSquared

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. In sales operations, we do a lot. A sales team typically has a quota so their success is easily measurable, but how do you measure your success? Report Requests: Tie Into Sales Metrics.

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The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

July Sales Spotlight

InsightSquared

The winners of July’s recognition dart were Andrew Root and Annie Leng , both from the Sales department. Andrew joined the Customer Enablement team at InsightSquared two years ago and has since then moved on to the Account Management team to get back to his passion for sales.

Sales 156

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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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?

50 Top Tips To Take Friction Out of Your Sales Processes. And Close More, Faster.

SaaStr

I recently put out a call on Twitter and LinkedIn on folks’ top tip to take friction out of their sales processes. “Presumptive close in a transactional sale. “At ” — Jesse Woodbury, Enterprise Sales, GoQuiq. ” — BrianBall, SVP Sales, Doumoso.

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Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.

7+ Tips On How To Build Your First Sales Team

SaaStr

Q: How do you structure a sales team when you’ve got zero experience doing sales? Well, first go get some experience with sales ??. A few thoughts: First, make sure your sales reps can “eat”, that they can make enough money if they close deals.

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4 Tips to Sustain Your Sales Kickoff Momentum

InsightSquared

But this is exactly how most Sales Kick Off training works and why so many companies struggle to sustain their SKO momentum. . The simple fact is by the time sales reps get to the first unexpected change in the path, that mental map isn’t available anymore. .

Sales 170

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.

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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Five Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.

The ins and outs of sales recruiting with Jamie Scarborough of The Sales Talent Agency

Predictable Revenue

How do recruiters – key pieces to building a sales team – source talent for their clients and themselves? Jamie Scarborough from The Sales Talent Agency walks us through the ins and outs of sales recruiting.

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The World of Sales Development is Changing

Predictable Revenue

n the not so distant past, many organizations, including Predictable Revenue, had very little difficulty generating sales meetings by sending routine, cold prospecting emails. The post The World of Sales Development is Changing appeared first on Predictable Revenue.

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.

Sales 156

The Ultimate Prospecting Tool for Sales Reps: Your Network

InsightSquared

The sales process is a race against numbers and time. . Sales ops is racing to capture sales data in real-time to enable data-driven decision making. And it starts with prospecting, one of the most time-consuming phases of the entire sales cycle. .

Sales 156

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

The Secrets to Managing a Remote Sales Team

InsightSquared

Sales teams across the country are being forced into remote work situations in response to the COVID-19 crisis. However, for some extra guidance, here are some best practices for managing a fully remote sales team from our very own sales leaders. .

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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The First Three Principles of Sales Ops

InsightSquared

As the function of Sales Operations evolves within organizations, we are faced with several large challenges. How do we help the sales organization absorb the changes to process, policy and systems which we implement? Finally, plan your talk for the coming sales kickoff meeting.

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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.

Sales 242

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

Master Your Sales Processes in Salesforce Lightning

InsightSquared

Salesforce provides a number of features to build out and reinforce your sales methodology. Making changes to your sales process requires planning, an understanding of the process-related features available, and some best practices for the transition. . Sales Processes and Record Types.

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Marketing Exists to Make Sales Easier

Kellblog

What he said were six words that changed my career: Marketing exists to make sales easier. Everyone else is “the help” — including marketing, finance, sales supporting roles (e.g., But back to the mantra, make sales easier.

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

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.

Sales 290

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.