Building a good sales cadence or sales sequence by following strong sales cadence examples can make your sales team more productive and enforce the use of best practices in your team’s selling efforts. 42% of sales reps find prospecting to be the most challenging part of the sales process, according to HubSpot. With a strong […]

In sales, the discovery phase involves smart questions and active listening skills. Any sales training will mention both. However, it is possible to ask questions and use sales listening skills without real empathy. Consider the data from a HubSpot Research study of B2B buyers and sellers: The #1 buyer expectation (69%) is a sales rep […]

Most inside sales managers know when reps are underperforming. But being a great sales manager requires being able to address why certain reps are or aren’t hitting their numbers. In our experience, the most successful managers are those that are able to gain visibility into how individual reps’ activities impact downstream revenue. Here are some metrics […]

It’s difficult to keep pace with the whirlwind changes that are transforming sales processes each year. New sales acceleration tools and controversial selling methodologies (The Challenger Sale comes to mind) have made the sales profession radically different from when I took my first inside sales job seven years ago. Back then I didn’t even have a CRM […]

From day one, our Intelligent Dialer for Salesforce has offered automatic Salesforce call logging. This has saved our customers a lot of time and headaches (trust me – logging calls manually is always expected, and never fun). But we also know that today’s SDRs, inbound sales reps and account executives don’t just talk to prospects on […]

Each day, we here at Revenue.io get to work with true sales heroes, ranging from the front line reps to global executives. One of my favorites are those sales leaders that are focused on sales enablement, defined as having to do with the processes, content, technologies and tools that improve the performance and productivity of the […]

Autodialers should be dead to anyone in sales. As in, left for debt-collectors, scammers, and telemarketers. If you’ve spent any amount of time in sales you have heard  the age-old rule – “it’s a numbers game”. If you make enough calls, you’ll eventually connect, fill your pipeline, hit your goals, and generate revenue. Here is […]

The average NBA player is 6 foot 7 inches and the typical NFL wide receiver can run a 40-yard dash in 4.48 seconds. While being tall or fast doesn’t necessarily qualify you to play professional sports, the basic skills and qualities are part of a foundation that makes these athletes successful. The same goes for […]

What is warm calling? Warm calling is an outbound sales strategy that focuses on dialing, connecting with, and having sales conversations on the phone with sales leads who have been “warmed up” with some kind of prior activity. Warm leads can be defined as prospects that have previously engaged with your company in a meaningful […]

When is the last time that you made a purchase on a whim? This past weekend, I decided to go to a really fancy brunch with two of my friends. When the check came, it was about 5 times the price of what I would normally spend on brunch. It was a splurge, to be sure, but […]

If you’ve been tasked with hiring sales reps, you’ve likely already faced the reality that it’s getting harder and harder to hire reps with proven sales experience. A lot of the sales leaders we’ve worked with here at Revenue.io have told us that competition to recruit reps has grown so fierce that they are hiring […]

It’s almost time for Dreamforce again, and this year I’m honored to be moderating two panels that are filled with top sales experts from some of the world’s most successful enterprise and growth-stage companies. Both panels are scheduled for Tuesday October 4, with each addressing a vital challenge that sales teams face today. Our first session is called Selling Globally: […]