Last week, salesforce.com announced that they will officially stop supporting their CTI Toolkit. We see this as a progressive move on the part of salesforce.com, as it signals that they are moving away from premise-based CTI deployments. But does this mean that companies will no longer be able to have phone systems that interact with […]

According to Gartner, businesses worldwide spend $12 billion each year on customer relationship management (CRM) systems. However, these systems are often underused due to the difficulty involved in leveraging CRM in the field. Fortunately, the mobile promise is revolutionizing CRM, “there’s an app for that.” Third-party mobile CRM apps can help mobile agents access their […]

Whether you are trying to generate leads for your own company, or you work for an agency that traffics in leads, chances are that you aren’t taking enough credit for your efforts. There’s a lot of talk amongst marketers about creating a culture of accountability, in which marketers are able to report the ROI of […]

We doubt anyone ever chose to be a B2B sales rep because it seemed easy. B2B sales cycles have a reputation for being arduous grinds that require lots of perseverance,  tactical planning and often the use of sales acceleration tools in order to get head-to-head with a key decision maker at the right time. Though closing […]

I’ve always loved watching great films. And something that I’ve found about my favorite movies is that they aren’t just entertaining, they’ve also inspired me in countless ways. As an example, watching Jurassic Park inspired me to take a paleontology class in college. More recently, I started reading about astronomy after watching Interstellar. But when I see […]

One of the questions we’re asked most frequently is, what is an Intelligent Dialer? Simply put, an Intelligent Sales Dialer is software that actually tells sales reps something about who they’re calling before they dial. An Intelligent Dialer can virtually eliminate cold calling and empower reps to have far more successful sales conversations. Is More […]

If your sales reps are working in Google Chrome, there are some enormous opportunities to accelerate sales by leveraging Chrome extensions. I personally love using Chrome extensions because they have a nice way of fitting in seamlessly with my workflow, yet simultaneously improving it. Here are six great ones: Assistant.to Free or Paid: Free Scheduling meetings […]

Many of our marketing customers have never used a call tracking solution before. For them, call tracking opens a rich new world of closed-loop reporting, finally enabling them to make smarter ad investments and take credit for ROI closed over the telephone. But for other customers, Revenue.io is not their first rodeo. They’ve come to […]

The differentiation of data has transformed the sales process. We have technographic data to peer into the technical infrastructure our prospects use. We have behavioral and intent data to show us how our prospects interact with our brand and when they’re most likely to convert. We even have penetration data to see how conversation about […]

Disqualify Leads to Increase Your Sales We constantly hear about how to properly qualify leads, how to get the right answers to sales questions, and how to set yourself up for a win. On the other hand, the disqualification of leads and how to handle them is just as important, yet rarely discussed. Reps are […]

In sales, it’s absolutely essential to get your priorities straight. And yet, salespeople are often asked to multi-task.  There are always inbound leads to follow up with, lists to build, demos to give, emails to reply to and new prospects to dial. I even had a job once where I managed paid search campaigns in-between […]

A couple important thoughts about Business Acumen for sellers. #1: Business acumen for sales is not about recognizing how one sales situation is similar to others you’ve encountered. Acumen is about understanding how it’s different. That’s how you uncover real opportunities in sales. The unexpected big deals. The opportunities that your competitors were too lazy […]