One of my New Year’s resolutions was understanding our customers’ needs better. So last week, I did something that most marketers rarely do: I answered inbound sales calls. This might sound unusual, but here at Revenue.io, our mission is to fully understand what our customers need to realize their full potential. So our whole team—from […]

For our recent eBook, we asked several sales leaders to name a sales metric that more managers should be tracking. One of the sales leaders we spoke with was John Barrows, who trains sales teams at many of the world’s leading technology companies, and offers exceptional training content at jBarrows.com.  Meetings with Key Decision Makers by Rep Most companies […]

According to the Harvard Business Review, investments in sales management training have soared over the last two decades, with U.S. corporations alone spending $15 billion each year. With such high amounts being spent, businesses are understandably keen to measure their return on those investments. However, the ROI on this type of training is more difficult […]

Scott Brinker’s massive new version of the Marketing Technology Landscape is so vast – comprising more than 1,800 companies – that it easily earns its moniker as a “supergraphic” (Before viewing, raise browser zoom to maximum and don a pair of telescopic eyeglasses). Squeezed between the many no-brainer categorical segments such as Marketing Automation and […]

The main difference between Live and Recorded Sales Call Coaching is timing. Live coaching provides real-time feedback, allowing managers to guide reps during active calls. Recorded coaching, however, offers flexibility, enabling managers to review calls later and provide detailed, strategic feedback. Choosing the right method depends on team needs and coaching goals. Like many things […]

“Sell high or die.” This phrase should be a mantra to all B2B salespeople. And when I say “sell high” I’m not talking about stocks. I mean that you need to take that figurative—or literal—elevator the C-Suite. Are the products you offer the best-in-class? Are your services superlative? Good. But that doesn’t matter at all unless […]

Sales conversations may seem organic, unpredictable, and difficult to measure, but with the right approach, they can become one of the most valuable sources of data for revenue teams. Every interaction between a sales rep and a prospect is filled with insights—buyer intent signals, objections, competitive mentions, and crucial decision-making moments. By leveraging conversation analysis, […]

On sales calls, especially those that involve a competitor or require selling into a noisy space, market differentiation is one of the best ways to stand out. Market differentiation is a method through which a particular product or service is made to be distinguishable from others in a desirable manner so that it appears superior […]

What is the CCPA? By now, you are most likely familiar with Europe’s GDPR. The General Data Protection Regulation requires any company doing business with citizens of the European Union to place appropriate technical and organizational measures to protect the data of their customers. It also grants individuals to request records of how their data […]

Revenue operations (RevOps) have moved from a niche concept to a critical function in B2B organizations. Companies no longer treat sales, marketing, and customer success as separate teams with disconnected goals. Instead, they align all revenue-generating functions under one operational strategy to create a more predictable, scalable revenue engine. According to a recent study, organizations that […]

Tracking the right sales analytics isn’t just about measuring performance. It helps sales leaders spot trends, optimize strategy, and predict outcomes. But one crucial metric often gets overlooked: abandoned call rate. Your hottest leads are the ones calling you. If they don’t reach a rep, that opportunity is lost. A high abandoned call rate means […]

I can’t count the times that I’ve heard our customers raving about Local Presence. Local Presence dialing, a feature of our Intelligent Dialer for Salesforce, makes it seem as though calls are coming from local numbers even when they aren’t. Prospects automatically see a local area number in their Caller ID by turning on Local […]