Why LESS is More When Sales Wants Leads

Your sales team thinks that it needs more leads. So, you ask marketing to generate more and more that you think will help grow your sales pipeline and ultimately your bookings (and revenue). But does it really matter whether you get 1,000 leads or 100 leads if the output of…  Read More >

Steve Richard – The Secret Sauce of Prospecting

Steve Richard is the Co-Founder and Chief Content Officer of Vorsight, an award-winning sales effectiveness firm that specializes in training B2B sales teams. Vorsight is currently ranked #1689 on Inc. Magazine’s list of the 5000 fastest growing companies in the United States. Steve was named one of the Top 25…  Read More >

Gary Vaynerchuk – The Future of Selling

Gary Vaynerchuk is a social media expert, wine aficionado and New York Times and Wall Street Journal bestselling author.  Since the release of   his first book – on wine – in 2008, Gary has published two more books (‘Crush It!: Why NOW is the Time to Cash in  …  Read More >

Sales Management Interview with Ken Thoreson

We recently had the pleasure of speaking with Ken Thoreson who is a globally recognized Sales Management thought leader and strategist. He is also an author of multiple books and a frequent speaker at major technology industry conferences and sales conferences. Recently Ken  was once again named as one of…  Read More >

Don’t Use the “SDR : AE” Ratio to Build Your SDR Team

There is a common question from CEOs & VPs of Sales at growth-stage companies looking to scale up their New Customer Acquisition – it’s about how many # of outbound/cold-outreach Sales Development Reps (SDRs) they should have for each AE (closer): What is the right “Outbound SDR : AE” Ratio…  Read More >

Sales Experts Series: Interview with Jill Konrath

Recently we had the pleasure of speaking with Jill Konrath who is an internationally recognized B2B sales and sales management thought leader. Jill is the author of two bestselling books: SNAP Selling – which soared to #1 on Amazon within hours of its release – and Selling to Big Companies,…  Read More >

Top 5 Tips For a Successful “Sales Kickoff”

It’s time for your annual Sales Kickoff meeting. You budgeted for it, selected the location, chose the annual theme, scheduled the fancy group dinner, maybe even hired a speaker too. Your objective was to achieve sales pipeline alignment, educate your team, and motivate them to drive results next year.  But…  Read More >

Featured Sales Thought Leadership: Sales Metric of the Year

As part of our effort to feature thought leadership from various online sources, we are looking to showcase other blogs and introduce our readers to best ideas in the sales industry. If you’d like to be featured, email us at info@insightsquared.com. This week’s feature blog post is from Sales Benchmark…  Read More >