Sales reps typically acquire leads from marketing lists, online campaigns, research, social media, or old-fashioned cold calling. These often provide sufficient lead volume for team members to hit their targets. But, sometimes they just aren’t enough. Where can reps find more leads to meet or exceed their goals as the end of the month, quarter, […]

Sales development reps (SDRs) are often tasked with hunting prospects within target accounts or industries. Social media platforms like LinkedIn and Twitter may be the most effective hunting grounds for these valuable contacts. According to Sales Benchmark Index, sales reps using social media can connect with 3.6x more key decision makers than reps who don’t use social […]

Among the primary challenges for companies managing their bring your own device (BYOD) programs are concerns about data security and lack of oversight into employee behavior. Some companies have even turned to draconian BYOD policies in which self-provisioned devices are inspected for “inappropriate” apps such as Angry Birds or Amazon Kindle. However, these sorts of regressive […]

Contact tracing has become a necessity. Suddenly states, cities, and private organizations need help tracking exposure, and companies are answering the call. To meet this demand, health departments need both the people and technology to efficiently and effectively reach out to COVID positive or exposed individuals, interview them, document their answers, and while adhering to […]

The sales technology stack has arrived! According to TOPO’s Sales Development Technology Report, which interviewed more than 130 sales leaders across a variety of industries, a whopping 72.4% of companies plan to invest in technology that makes their sales development team more successful this year. What is the Sales Technology Stack? For the uninitiated, the sales technology […]

When it comes to engaging with potentially infected individuals to curb the spread of COVID-19, voice, email and text messaging are all critical communication channels. But of the three, text messaging has the potential to be the most effective. Response rates from text messages can commonly be as high as 90%, while email and call […]

Jonathan Swift once wrote that “vision is the art of seeing what’s invisible to others.” I love this quote because it so succinclty reveals how to succeed in sales. At each meeting you have to do more than just facilitate a buying decision. The best salespeople can identify opportunities that might not be initially perceived […]

Revenue.io is incredibly excited to announce the Selling with Purpose Podcast. Hosted by bestselling author Andy Paul, this limited miniseries explores nuanced and inspired conversations about what it means and how to sell with purpose in the era of COVID-19 and beyond. Join Andy as he talks with the world’s leading enterprise sales executives about […]

What is the Future of Sales, Remote Work, and AI? Over 1,000 top sales and marketing leaders have spoken, and now we have the data. Our recent survey has revealed exactly how sales and marketing teams have reacted to COVID, how they feel about remote work, AI, and how they see the future of 2020 […]

Bad news: outbound reach rates are at an all-time low. According to research from TOPO, it now takes 18 or more dials to connect with a prospect over the phone, and call-back rates are below 1%. It’s not difficult to see why. When the phone rings and you see a number you don’t recognize, you probably let it go […]

This column was originally published on Entrepreneur.com on June 16, 2016. As my company’s founder, I was essentially its first sales rep. But as we’ve grown, I’ve needed to scale sales and hire new reps. One of the most important lessons I’ve learned from growing a sales team is that spending time with newly hired […]

Well 2016 is half-over. And I have to say that—already—it’s been my favorite year working on the Revenue.io blog. While we have always had some awesome one-off guest posts here and there, this year we’ve really tried to highlight thought leadership from some of today’s most prominent and up-and-coming sales professionals and entrepreneurs with their […]