Omnichannel sales is the trend that has rocked 2019 in terms of prospecting methods. While sales reps everywhere (and prospects, most likely) rejoice that the days of “smile and dial” are over, measuring the performance of modern sales teams has brought new challenges for sales managers everywhere. CRM’s are typically not equipped to track complex […]

New data from the Bridge Group reveals that while the average number of dials that sales development reps (SDRs) make has remained constant since 2007 (52 dials per day), the number of conversations that those dials yield is dipping (down to just 7 conversations per day for outbound prospectors). Even more interestingly, the same study shows […]

What percentage of time do your inside sales reps spend actually selling? A CSO Insights study found that sales reps spend an average of 20% of their time researching prospects before making calls. And while Salesforce.com offers reps the ability to log vital data after sales calls, let’s face it – this takes up a […]

Football season is in full swing, and so is fantasy football.  If only building your fantasy sales team was as easy as picking your roster of all-stars and watching your players’ stats rise to the top! In a perfect world, every sales rep and SDR on your team would be an elite top-performer. But just as […]

Even if you’re already an incredible sales rep, you have to work hard to stay at the top of your sales game. That’s why I’m constantly on the lookout for  the best sales books and sales blogs. Recently I’ve also discovered some awesome podcasts featuring top sales leaders (and their esteemed guests) sharing wisdom that’s both relevant and actionable. You never […]

No matter what you’re selling, responsiveness is one of the most important things that can set you apart from your competitors. Although I work in sales, I am frequently a buyer. One of the things that frustrates me most is when salespeople simply aren’t responsive enough. Due to the huge amount of online information, customers […]

Here at Revenue.io, we’ve been using Salesforce Inbox for Sales Cloud in tandem with our own product to radically improve sales productivity during calls. For those who aren’t in the know, Salesforce Inbox is a chrome extension that offers a lot of features that enhance productivity when sending emails. When used with Revenue.io, which accelerates overall productivity and […]

Hiring the right sales rep can be difficult. The selection process is costly and time-consuming. Selecting the wrong person to add to your team is even more expensive, by the time you consider the cost of compensation, recruitment costs, and training expenses. After you’ve invested 3-4 months to find the “right” candidate, sales ramp up time […]

As a sales manager, you may be glad to put the days of handling rejection behind you. Let’s be frank: selling is a hard job. Getting hung up on, losing a deal, and being told no sucks. This is why having some empathy for your team is critical. “Salespeople are burning out faster than ever […]

The Scout motto is “be prepared.” But perhaps that should also be the motto for SDRs. One of the biggest mistakes SDRs make is not adequately preparing for sales calls. Sure, there isn’t time to extensively research every sales prospect. But suppose that a key decision maker at one of your target accounts filled out a contact […]

Revenue.io CEO, Howard Brown, joined our friends AG Salesworks for “ProspectingChat on Twitter. This edition of #ProspectingChat, focused specifically on inbound prospecting techniques. At first glance, “inbound prospecting” might seem like an oxymoron. When most people think of sales prospecting, they think about outbound prospecting techniques like building lead lists or cold calling. But more and more sales […]

Revenue.io is pleased to sponsor OpsStars – Journey to Revenue Operations, the largest standalone event alongside Dreamforce. This unique three-day event, focused on sales operations professionals, takes place on November 19 -21, 2019 at The Mint in San Francisco, CA. OpsStars brings together B2B leaders in Sales, Marketing and Customer Ops as well as the […]