A dedicated team of sales development reps (SDRs) might be the quickest way to scale your business. An SDR (also known as a sales prospector) is a rep that focuses solely on searching for new sales leads. An SDR’s only mission is to find new leads  and convert them into sales opportunities. They don’t follow […]

The Moment of Discovery is Really the Discovery of the Question Jonas Salk was one of the greatest scientific minds in American history. He is most well known for discovering and developing the first safe and effective vaccine for polio. He once said “What people think of as the moment of discovery is really the […]

I recently read that the average tenure of an inside sales manager is just 18 months. It’s a staggeringly low timeframe considering that by Forrester’s estimate, we CMOs – who once had the least job stability in SaaS – stay in their jobs for five years. That began a quest to find out what challenges sales leaders are facing. We […]

Hubspot found that the average sales close rate is between 15 and 27%, depending on the industry. With over 70% of deals falling through, everyone has plenty of lost or dropped sales opportunities in their CRM. These prospects fail to convert numerous reasons, from no decision, postponed, budget constraints, contact departure, to even a slow […]

Years ago, when we were building the original prototype for what would become Revenue.io, we knew that we would have to deliver dramatic gains in productivity, engagement and performance insight for our customers. But we went about that task with the confidence that there was one critical element we didn’t have to worry about: finding high-quality voice carriers for […]

Call recordings are a powerful coaching tool — it’s the game film of sales teams. Reviewing your reps’ call recordings can help to improve their pitch, presentation skills, and so much more. In part 1 we discussed the first 7 of our 14 key elements. Hopefully, you’re already finding them helpful in your call recording […]

In B2B sales, the right sales discovery questions are absolutely essential to a successful sale. It is during the discovery period that sales reps can uncover the information that moves deals forward. The find the pains, needs, wants, and problems that the prospect is experiencing and can therefore tailor their sale to their specific use […]

Last week I had the great pleasure of moderating a webinar focused on surfacing the sales enablement secrets of top-performing companies. The panel featured an amazingly diverse array of B2B leaders from KnowledgeTree and Phreesia. What do all these companies have in common? In addition to having top-shelf leadership where it counts, they also take sales enablement very […]

Computer-telephony integration (CTI) solutions can help your company connect your company’s phone system to your CRM. When a phone system is connected to a CRM, it not only enables marketers to see how their efforts are influencing the outcomes of calls, but it also enables marketers to share contextual CRM data with reps in real time. […]

When I was an inside sales rep for another company, I almost exclusively sold to leads that came in from marketing efforts. At the time, however, we had outside sales reps who would hop in their cars, drive to viable prospective businesses and try to set up appointments. On good days they might even close a deal on the […]

If you’re tasked with outbound sales, connecting with newly hired executives should be your number one priority. Why would you want to do this? It seems almost counterintuitive that you’d want to reach out to a newly hired exec. After all, they haven’t found their rhythm yet, they’re bound to be swamped as they get acclimated, […]

Since the beginning of the COVID shutdown period, I’ve read 33 business books. Reading is part of my job. I interview a ton of authors on my podcast “Sales Enablement with Andy Paul.” And, unlike most podcast hosts, I pay my guests (and listeners) the respect of actually reading their books, cover to cover, before […]