Getting Past the Gatekeeper and Talking with the Decision Maker

Sales development reps are tough people since they’re faced with many challenges everyday. On one side, you're being squeezed for the most possible qualified leads in the shortest possible time. On the other side, you're getting turned away from prospect after uninterested prospect.

Sales Productivity Secret: Automation Isn't Enough

About a year ago, venture capital investor Fred Wilson unleashed one of my favorite tweet storms. It was brief, but powerful.

Rethinking the R in SDR

Sales is changing rapidly. The skills and tactics that led to success only a few years ago don't cut it on their own today.

How Sales Reps Can Get to Yes Despite the Constant Barrage of No’s

In SaaS sales, SDRs and AEs are faced with a relentless stream of objections, constant refusals and straight up rejections. Not everyone can handle this kind of punishment. That’s why these sales reps are a special breed and a critical part of any company.

3 Reasons to Stop Using Local Presence in Outbound Sales

When you see a call from a number you don’t know, you hesitate to pick it up. However, you are more likely to answer when the call is coming from your local area code. But then you answer…”Hello, Prospect…Do you have a few seconds to chat?” It ends up being a cold call, from a business trying to pitch you on their latest and...

Why KPI's Matter for Sales Leaders

In sales, there’s a creative tension between managing people and managing numbers.

The Vital Metrics Every Sales Team Should Be Measuring

Metrics are at the core of every fast growing sales team. But it’s about more than just tracking dials, demos and deals. Those are easy to track and don’t actually give you insights into what’s working and what’s not in your sales process. For that, you need to drill down deeper in your sales funnel analytics.

4 Critical Factors For Sales Follow-Up Success

There is no one magic formula for outbound sales success. There is no silver bullet subject line that will make everyone open your email. There is no best time to call a prospect.

Get Creative with Your Sales Prospecting

Each Monday morning, Steve McKenzie, InsightSquared Sales VP, asks the team one question:

Why Achieving Sales Success Requires More Than Just a Healthy Pipeline

Having a large top-of-the-funnel leads pipeline is a blessing, but it can easily switch sides and become a nightmare if sales reps are unable to keep track of who and when should they reach out to. Situations like these can quickly escalate into negative word-of-mouth, making your company more vulnerable to the competition and...