Today, Dun & Bradstreet Vice-Chairman Jeff Stibel and Five-Time NBA Champ Kobe Bryant unveiled their eponymously named fund, Bryant Stibel. Our founder & CEO Howard Brown was on hand as the fund rang the opening bell at the New York Stock Exchange. Our team is incredibly proud to be counted among the fund’s portfolio companies, which also include Alibaba, LegalZoom, Datanyze, […]

The mobile revolution is in full swing and our customers are reporting more and more phone leads thanks, in no small part, to increased smartphone adoption. But these inbound phone leads might be even more vital than you think. New research from BIA/Kelsey reports that  phone leads are now considered the highest quality lead source. […]

For many Google Analytics users, the prospect of achieving 360 degrees of inbound search visibility suddenly became impossible during the fall of 2011. On October 18th of that year—a day that SEOs will forever consider infamous—Google announced that organic search query results from users signed into Google would be hidden from all web analytics services, […]

Still only coaching your team to their pipeline? If so, you’re missing out on the benefits of consistent sales coaching. It’s not unusual for lead and opportunity coaching to be confused with a complete coaching program. Sales pipeline reviews are not the same as 1-on-1’s. What’s the difference between the two and why does it […]

Is your sales organization truly optimized to transform inbound leads into customers through inbound sales? If you sell products or services over the phone, chances are that you have a marketing team working in overdrive to generate a steady stream of inbound leads. Marketers spend long hours investing in ads and creating content that inspires […]

What makes the ideal B2B customer? Having a clear profile of your ideal accounts will save your sales organization a lot of time and resources. After all, the last thing you want is to have your SDRs spending their valuable time chasing unqualified prospects. Therefore, it’s paramount that SDRs have a clear understanding of the types of […]

How much time are your sales reps wasting preparing for calls? According to a new CSO Insights study, sales reps are spending 20% of their time researching prospects themselves. That’s a full workday each week, and 52 days-per-year. While sales research isn’t exactly a waste of time, one fact remains: every moment that reps spend […]

In TOPO’s 2019 Sales Development Benchmark Report, 88% of respondents cited SDRs as an important channel in their outbound strategy. Combined with an increasing emphasis on the importance of live call execution and conversational skills, it’s clear that the role of a sales development rep has changed. This change necessitates a shift in the skillset […]

Here’s something that can’t happen with virtual selling: your buyer can’t have Security throw you out of their building. Which is too bad. Those are great and painful learning experiences. I flushed a multi-million dollar opportunity with a prospect in the LA area because of a simple driving error. It was an account I’d been […]

At their core, salespeople only want to do one thing: sell. But while technology presents salespeople with new efficiencies and opportunities, it also comes with major challenges. CRM data needs to be kept clean, managers need access to the data they need to make intelligent decisions, and the right sales technology stack has to be […]

What qualities make sales leaders successful? There are several different ways to successfully lead a sales team. Some sales managers are like drill sergeants, the ultimate task masters set on transforming each sales rep into a singular, elite force. Other sales managers lead from the trenches, taking calls right along with SDRs, and taking the […]

A team of all-star sales development reps (SDRs) can be your golden ticket to growth. Successful SDRs will not only source more appointments for your account executives, but also better appointments. And as long as you have competent account executives, more appointments with high-quality leads will create more opportunities and revenue. That’s why it is so important […]