Imagine you’re an inside sales rep who is given a list of outbound leads to call down. It can be tempting to just dial down the list cold, in hopes of initiating as many conversations as possible. But think how much more successful you could be if you had access to contextually relevant information about each […]

With Revenue.io, sales reps have the power to improve lead quality by simply rating calls. While of course the holy grail for gauging lead quality will always be ROI, Revenue.io’s call rating feature enables sales reps to quickly signal marketers when campaigns are or aren’t driving great calls. This real-time visibility can inspire marketers to work […]

What if every lead that called your company could be instantly connected to someone specializing in the product they want? If you could do that, how much more business could you close? For example, let’s say that you sell cloud app hosting packages that you are advertising on Google AdWords. With Revenue.io, the moment a […]

In TOPO’s 2019 Sales Development Benchmark report, 88 percent of the participants cited outbound sales development representatives as essential to their success. Since outbound reps typically perform prospecting, it is therefore essential that your reps have excellent B2B prospecting tools in order to make them more efficient and effective. During prospecting, development reps have to […]

I like to think of Salesforce Dashboards as the reward for all the work the marketing and sales teams have put into Salesforce. Using dashboards, it’s possible to have a single view of all – or nearly all – the metrics you’ll need to not only monitor results and efficiency but also show off your accomplishments […]

Four of the most common terms you will hear anywhere in sales are prospect, lead, contact, and opportunity. Sometimes they are used interchangeably, but each has their own distinct meaning that directly refers to the sales process. So what exactly is a lead, a prospect, contact, and an opportunity? What do the terms mean, how […]

The onboarding of sales development representatives (SDRs) is one of the most challenging, and sometimes underserviced parts of a business. Sales development roles are commonly treated as entry-level positions. SDRs are given as little as a week of onboarding, and are expected to get by with on-the-job learning. This, combined with steep quotas, mean the […]

If you’re like many sales prospectors, you power through a large list of leads, hit each lead once or twice, and then move on. But did you know that 80% of sales require at least 5 contacts to close a deal? The trouble is that only 10% of sales reps follow up with leads more than […]

The relationship between your sales development reps and account executives is absolutely crucial to your sales success. Without the two teams working in harmony, you risk missed opportunities and lost deals. The average sales team has 2.6 account executives for every SDR. That means that each sales development rep is stretched thin, as they must […]

Today, Dun & Bradstreet Vice-Chairman Jeff Stibel and Five-Time NBA Champ Kobe Bryant unveiled their eponymously named fund, Bryant Stibel. Our founder & CEO Howard Brown was on hand as the fund rang the opening bell at the New York Stock Exchange. Our team is incredibly proud to be counted among the fund’s portfolio companies, which also include Alibaba, LegalZoom, Datanyze, […]

For many Google Analytics users, the prospect of achieving 360 degrees of inbound search visibility suddenly became impossible during the fall of 2011. On October 18th of that year—a day that SEOs will forever consider infamous—Google announced that organic search query results from users signed into Google would be hidden from all web analytics services, […]

What makes the ideal B2B customer? Having a clear profile of your ideal accounts will save your sales organization a lot of time and resources. After all, the last thing you want is to have your SDRs spending their valuable time chasing unqualified prospects. Therefore, it’s paramount that SDRs have a clear understanding of the types of […]