Mindfulness, compassion, competition and joy. These are the four core values upon which Steve Kerr, head coach of the Golden State Warriors in the NBA, has built his teams that have achieved such great success, including winning two NBA championships. (Yes, the past couple of seasons have been tough due to injuries to critical players. […]

What are your sales biases? Are you even aware that you have sales biases? And how they are hurting your productivity?

Ready to maximize the impact of your sales coaching? Revenue.io surveyed over 2000 sales leaders and reps to find out how SDRs are coaching their teams, what the top challenges are, what’s working and not working, and which technologies are having the biggest impact on pipeline and revenue. Join Revenue.io Chief Marketing Officer William Tyree […]

Break free from the vicious sales cycle of bad habits and subpar results. Embrace a virtuous cycle with best practices to deliver value and win more consistently.

Stop making sales more complex than it needs to be. Here’s an example of that. I frequently get questions from sellers about how best to connect and build rapport with buyers. I turn the question around and ask, “Have you ever learned how to make a new friend?” I’m sure that you know how to […]

The traditional B2B sales process is broken. Buyers want to spend less time with sales reps than ever. And yet, sales tenure, experience levels and engagement rates are all in freefall. Years ago, Revenue.io founder & CEO Howard Brown knew that simply giving sales teams more tools with which they could crank out hundreds of […]

Are you making the false choice between learning and doing? Many sellers do exactly that. I was once asked if the reason that more salespeople don’t invest in their own development was that it was difficult for them to make the connection between investing their time to learn and their professional successes. In other words, […]

“In all affairs, it’s a healthy thing now and then to hang a question mark on the things you have long taken for granted.” That’s from the famed philosopher, Bertrand Russell. This especially applies to sales. We’re stuck on paradigms of how we sell, how we train and develop sellers and how we manage and […]

In sports, coaches help develop the athlete’s and the team’s strengths, identify weaknesses, put together plans to improve performance, and drive them to perform at their best. All elite athletes at the top of their game have coaching. In fact, all professional musicians also have coaches. And all movie stars have coaching. Virtually everyone at […]

It’s a cardinal sin to be boring in sales. It’s not your value proposition that’s initially interesting to your buyer. It’s you. Creating a working connection with a buyer, or a human, demands that you demonstrate a sincere interest in them as a person. It also demands that you be interesting to them in return. […]

Objections. They’re a pretty hot topic (did that sentence make you feel like you had on a Nirvana shirt?). The other day, I heard an ad on the radio from some guy who claimed to be “the world’s best sales trainer.” He was selling his sales program, and said he could teach you how to […]

Sellers have to invest the time and effort to think about their future and anticipate what it will hold for them. How will your markets, buyers, companies and careers be disrupted and transformed by rapidly changing technologies and evolving buying behaviors? What will you have to learn today to be ready for tomorrow? I’ve spent […]