I’ve been hearing more and more sales leaders discussing the importance of sales enablement lately. Sure, hiring the right inside sales reps will always be important. But I think that more sales organizations are starting to get hip to the fact that—in this highly competitive market—sales talent alone isn’t close to enough. Beyond talent, hustle and other […]

Dynamic phone number insertion (DNI) is a process that marketers use to measure the impact of digital efforts on  inbound phone calls. When a lead clicks though to your site from any advertisement, DNI technology displays a number that’s unique to the specific search engine, web page, keyword or other source. By tracking call tracking […]

There are many professions that review footage of themselves during practice or after competitions. Professional athletes review game footage, musicians listen to recordings of themselves, actors re-watch their reels, pilots check their simulations… the list goes on and on. As a sales rep, you should do the same thing every single time you lose a […]

Your sales pipeline is the fuel line that powers your sales process and turns leads into revenue. A pipeline typically consists of stages that sales prospects advance through as they become a customer. Beginning with your marketing team, your sales pipeline delivers contacts from your marketing team to sales development reps, who turn them into […]

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 […]

If you think of your entire sales organization as a car, your sales operations team is that car’s engine. Even though drivers can’t see it, it is working constantly to propel your sales teams forward to their goal. Your sales operations team’s job is not only to help sales run smoothly, but to discover and […]

Assuming that sales quotas are based on viable forecasting data, they can be an excellent way to motivate reps to always perform at their best. However, according to a CSO Insights Study, less than two-thirds of sales reps met quota in 2012. What’s more, less than 57% of companies hit their revenue targets. Houston, we […]

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 […]

Sales calls are more than just a conversation. They are very much a component of a process that is designed to sell. Therefore, they are something that must be monitored, measured, analyzed, and improved. Like most things involving human interaction however, sales conversations are both an art and a science. There are both tangible and […]