AA-ISP Webinar: How to Focus Your Pipeline for a More Efficient Sales Team

Author: Ben Theriault, Sales Director, InsightSquared
Posted: May 11th, 2016

Back To Knowledge Center


At the end of Q2 2015, the InsightSquared mid-market team missed their quota by nearly 50%. After careful analysis to diagnose the issue, something became clear: their pipeline was grossly over-inflated.

As the team grew, they realized how important it is to tailor pipeline coverage ratios to individual reps and deal types. By taking reps through the exercise of reverse-engineering pipeline coverage and narrowing the scope on their pipeline, they were able to turn it around and show positive gains upmarket.
InsightSquared's Sales Director, Ben Theriault, wants to share these findings with other sales professionals.
This compelling webinar will also detail: • How they diagnosed their problem of an over-inflated pipeline • A step-by-step method for teaching your reps to calculate their own pipeline coverage • How this helped them achieve a 22% increase in bookings and 24% increase in ASP (Average Selling Price)

WHO SHOULD ATTEND? Sales Professionals who want a more focused and reliable pipeline, and to make this quarter their strongest one yet!

ABOUT OUR SPEAKER Ben Theriault, Director of InsightSquared's MidMarket practice, is a software and marketing technology veteran with over ten years of experience in executive level business development, sales and sales leadership positions. A graduate of the Sigmund Weis School of Business at Susquehanna University, his professional life comprises start-ups, turnaround and public company environments, including the launch of marketing intelligence company, Dimestore (acquired by GfK). In his personal life, Ben spends his time renovating distressed properties and sailing with his wife Alex and 14-month old son, Jackson.

Feel free to contact us with any questions at memberservices@aa-isp.org or call 1-800-604-7085 ext 130.


Leadership, Frontline Reps, Appointment Setting, Closing Techniques, Lead Qualification, Phone Sales, Prospecting, Metrics


Motivation, Communication, Coaching, Productivity, Development, Leadership, Compensation, Sales Models, Metrics, Performance, Hiring, Recruiting, Vision, Mission, Cold Calling, Techniques, Pitches, Sales Skills, Qualifying, Closing, Research, Development, E-mail, Follow up, Calender, Time Management, Prospecting, Lead Generation, Social Media, Objections, Appointments, Assume for Sale, Handling Objections, Consistency, Confidence, Relationship, Lead Gen, Referrals, Guideline , Marketing, Advertising, Inside Sales, Telemarketing, Building a Pipeline, Products, Networking, Product Knowledge, Databases, Lead Gen, Activity, Measurement, Goals, Margins