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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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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4 Competencies of a Successful Sales Team

Speaker: Collin Stewart, Co-Founder & Co-CEO, Predictable Revenue

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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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.

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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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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 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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That First Magical Sales Rep

SaaStr

Yesterday on LinkedIn and Twitter we had over 100,000 views and engagements on a quick post on The Magical Sales rep. The transition from founder-led sales to a true sales team is often a rough one. Most sales reps really can’t do this. You need sales experts.

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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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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.

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?

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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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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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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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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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.

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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How is low/mid-ticket sales different from enterprise sales?

SaaStr

If I had to boil down how to filter potential sales professionals based on just 1 controlling criterion, it would be deal size. Enterprise sales: Reps often hunt many of their own deals. Long sales cycles make it hard to tell if a rep is going to do well, or is just talking a good game.

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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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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Your Sales Efficiency Will Probably Plummet Toward $10m ARR. Plan For It.

SaaStr

And often, if you are capital efficient, your marketing cost will be close to $0 at this point (you are barely spending anything to acquire most customers), and your sales costs are pretty predictable. Generally speaking, one Director of Sales can manage about 8 closers, account execs, max.

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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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The Guide to Sales Coaching to Improve Your Sales

Teamgate

Every business must make sales to survive, so it’s important to improve your sales and bottom line by focusing on your sales coaching. What is sales coaching and how can it help your business perform better? We’ll explore the A-Z of sales coaching here.

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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. With your communication strategy in place, design your company branding to construct your sales and marketing digital presence.

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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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%.

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. ).

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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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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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