Scaling Revenue: $1M ARR to $10M ARR

Some of the most fun experiences I’ve had were all about growing a company rapidly from a base of just a few million in revenue.  When I was running Sales at StarWind Software or at InsightSquared, it was all about building a fairly tight but world-class sales team.  It was  Read More >

The Modern Definition of Sales

I was recently a featured speaker at the American Association of Inside Sales Professionals event, and one of the attendees followed up with me and asked me how I would define selling in today’s day and age. To me, the answer has not changed from thousands of years ago. Yet I  Read More >

12 Best Sales Management Books EVER Written

As you browse the shelves at your local Barnes and Noble (or the digital shelves of your Kindle), it can be hard to decide which sales management books you should pick up for your summer beach vacation. Each of them, with their shiny jackets and similar-sounding names, looks just like  Read More >

How to Create a Sales Mission Statement

If your company doesn’t have a clear and strategic Mission Statement, you have an identity crisis on your hands. Without these statements, your business doesn’t have a clear direction or core values to help guide it into the future. It may seem like some marketing exercise, but in reality organizations  Read More >

Jason Jordan – Cracking the Sales Management Code

Sales management is a difficult endeavor to master, with many nuances amid a constantly-changing environment. Enter Jason Jordan, an author, recognized thought leader and a partner of Vantage Point Performance, a leading sales management training and development firm. Jason wrote “Cracking the Sales Management Code: The Secrets to Measuring and  Read More >

What Does a CRO (Chief Revenue Officer) Do?

  A Chief Revenue Officer (CRO) is responsible for all revenue generation at a company. It starts with managing all Sales – so a CRO is fundamentally a Corporate-Level Executive Vice President of Sales (i.e. EVP of Sales) who is also responsible for other sales driving business functions such as  Read More >

Two Experts on Sales Management vs. Sales Leadership

A few years ago I interviewed Jason Jordan (author of the best-selling sales management book “Cracking the Sales Management Code“) and Ken Thoreson (of Acumen Sales Management Group, Ltd – author of “40 Critical Sales Management Activities that Drive Results“). Here I gleaned their thought son sales management and asked  Read More >

Daily Habits of a Highly Effective Sales Rep

What does a successful quota-carrying sales rep do every day? It’s no shock to learn that the best reps in the business are incredibly focused, organized, and clearly plan out each day with a set goal in mind. Here I wanted to share what I believe to be some highly-effective  Read More >

The 10 Chapters Your Sales Playbook Must Have

Do you have an effective sales playbook? A playbook acts as a reference manual for onboarding new sales reps and covers key areas for ongoing sales training. But a sales playbook also has a more important function – it codifies a sales process that is conducive to scalable, repeatable and  Read More >

The State of Sales 2.0 Today

Sales has changed. That’s no secret; the advent of technology and the evolution of the educated customer has forced sales organizations, sales managers and sales reps to change the way they used to do their jobs. According to The Corporate Executive Board (CEB), 57% of the purchase decision is completed  Read More >

Top 14 Sales Skills Every Sales Rep Must Master

What skills help make a quota-carrying inside sales rep successful? There is a complex set of skills that every ISR must possess in order to sell effectively and, as a sales manager, it is your responsibility to train and coach your reps extensively to enable them to succeed. Make sure  Read More >

The 5 Biggest Mistakes All Sales Reps Make

Even the best sales reps in the business make mistakes – and some of those errors are all too common. Sales reps are prone to common pitfalls when talking to prospects that can slow down a deal, trip up a customer’s understanding of your product, or even kill the deal  Read More >

The Biggest Sales Management Mistake all VPs Make

As a sports fan, you are familiar with the adage, “Practice like you play.” Coaches preach this mantra repeatedly, to instill a mindset of intensity and improvement among their players. Unless a player practices as if they were actually playing in a competitive game – running plays against defenders, competing  Read More >

How Our Reps Do Their Quarterly Sales Review

Each of our inside sales reps at InsightSquared is a “mini-CEO,” as my friend Aaron Ross calls them. This is because they analyze all their own business by themselves. They fully own not only their quota number, but all of their sales performance analysis as well. I’ve noticed many sales reps  Read More >

How InsightSquared Grew 20x in One Year

Following last week’s press release, in which InsightSquared announced 20x growth in the past year, we received a lot of questions from customers and partners about how we did it. In this post, I’ll share some of the crucial steps we took to achieve such rapid growth. First, we started  Read More >

Q2 Sales Contests That Will Boost Your Sales

Sales reps deal with more indifference, rejection, and bad attitude throughout their workday than most. Sales contests are used as fun ways to lift their spirits, remind them of their larger goals, and keep them motivated – while simultaneously driving results in specific areas. We at InsightSquared believe in building  Read More >

Don’t BANT, Just CHAMP – Sales for Champions

Most sales professionals are familiar with the qualifying acronym and methodology called BANT – Budget, Authority, Need, and Timing. But there are a few fundamental flaws with BANT. For example, the implication with BANT is that “B” or Budget comes first. However, Need, also known as pain, problem or challenges  Read More >

Rob Merklinger – Tactical Insights from a Sales VP

Building and managing a sales team is Rob Merklinger‘s specialty. In fact, over the past 12 years, Rob has put together a diverse resume, encompassing sales management in a variety of different roles at various software companies. Starting out at Oracle, Rob rose from the ranks of a regional sales  Read More >

To Succeed, you Must Fail, and Fail More

Failure is often looked down upon as unfortunate and unwanted. The emotions associated with failure are typically disappointment, shame or anger. But if people viewed failure as a step to success and a learning opportunity then they would end up being much more successful in the end.  Thomas Watson Sr.,  Read More >