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 […]

The most important rule in sales isn’t always be closing (ABC), it’s always be helping (ABH). And in order to help prospective clients, you need to ask a variety of questions. Without asking questions, it can be impossible to know how best to help a prospect, or if you are even the right vendor to […]

Coaching is critical to the productivity of sales reps. According to SEB, no other sales investment improves rep performance like coaching can. When it comes to sales coaching, call recordings are a cornerstone. Recordings provide full visibility into each reps’ sales process and create a variety of different points to review and perfect. 1. Call […]

As we dutifully work toward the private beta launch of our iPad release, Revenue.io has been grateful for continued press coverage. Buzz has especially been generating around our use of APIs to integrate voice metrics and analytics data into CRM tools. Multinational telecommunications titan Alcatel-Lucent used Revenue.io as a case study in their recent whitepaper […]

Modern sales reps have more communication channels available to them than ever before. SMS messages, email, social media, even video all provide a conduit to engage with contacts. However even today, the phone still prevails as the most effective sales communication tool. The phone is still the only communication method through which sales reps can […]

We’re occasionally asked why we chose to target our initial product line toward Salesforce.com customers. While Salesforce is currently the world’s largest CRM vendor, that only happened recently. One of the main reasons we partnered with Salesforce is because they’ve grown their business, in part, through smart acquisitions. Each new acquisition adds new dimensions to […]

Chances are that your sales reps aren’t spending enough time on the phone with customers. Simply put, it’s hard to hit a home run when you’re stuck in the dugout. The more time that inside sales reps spend on calls, the more opportunities they’ll have to close deals. But sales processes often include blockers that […]

Looking back on my first visit to Dreamforce, the massive cloud computing conference that now regularly draws over 100,000 attendees, I recall noting how few marketers seemed to be in attendance. The conference sported a dazzling array of name-brand business leaders and technologists, but most attendees seemed to be Salesforce administrators, developers from partner companies, and sales managers. Unless […]

One of the most common questions I hear salespeople ask is, “how do I beat my competitors?” As we all know, it tends to be a lot harder to win large deals when you’re competing against other companies (especially ones that may be more established than yours). So if you’re competing for large deals, there’s an […]

Imagine you’re an inbound sales rep. You get a call from a lead that is not yet in Salesforce (if they were in Salesforce, Revenue.io would automatically show you who they are, how they’ve engaged with your company in the past, and what to say to them). They’ve never filled out a form before. They […]