Can inside sales reps really afford to leave lead nurturing solely to marketers? According to data from Marketing Sherpa, 61% of B2B marketers hand all  leads over to sales, but only 27% of those leads are qualified. If you’re still thinking of lead nurturing as a synonym for email marketing, it’s time to adjust your […]

How much time are your inside sales reps really spending selling? A few years back, I read a study saying that average sales reps only spend 35% of their time selling. My first thought was, “that can’t be right!” But think about it – how much time do your sales reps spend entering data into Salesforce, browsing […]

The reason for using call tracking software is simple: if you’re closing any business by phone, you should measure call metrics with the same degree of diligence that you’d use to track online behavior. Call tracking software can add tremendous value to businesses across a wide range of industries. Here’s a cross section of businesses types that often […]

I’m admit to being kind of a data geek. I love KPIs, metrics and stats that reveal something new about process and the behaviors of both sellers and buyers. While I appreciate the value of data, I’ve learned the importance of keeping data in perspective. I’m aware of the limitations of data. And I’m aware […]

In its sales operations optimization study, CSO Insights found that sales technology is a key differentiator of high performing sales organizations. In fact, Salesforce found that 88% of high performers use sales technology. It’s easy to see… without sales optimization tools, teams simply waste too much time and lack the capability to effectively sell in […]

Does your sales team spend way too much time chasing small deals? Have you become too reliant on inbound lead quality? If so, I have good news – on Tuesday May 19, I’ll be moderating the How to Close Bigger Deals Webinar that will reveal proven ways to blow up the size and scope of your sales […]

Above virtually anything else, establishing credibility is the key to being a successful salesperson. People almost always prefer to buy from brands and individuals that they trust. They are often even willing to pay more to deal with trustworthy vendors. As an example, my mom always takes her car to be serviced at the Toyota dealership. […]

Earlier this year, the Revenue.io product team rolled out international local presence dialing to an expanded list of countries, making it far easier for reps in Europe and elsewhere to have more conversations when calling from one country to the next. Now we’ve taken it one step further by enabling reps to add a preset for the country […]

As promised, here’s part 2 for you. Missed part 1? No worries – read it here. 9. Listen As Lyndon B. Johnson said, “You aren’t learning anything when you’re talking.” You need to make listening your primary objective during the sales conversation. I’m sure you’ve heard it before, but are you actually doing it? If […]

Great sales operations managers are always on the lookout for new ways to enable reps to sell better. According to TOPO HQ, high growth teams are leveraging an average of five technologies in their sales stack. However, before adding a new tool, it’s important to make sure it will play well with your other applications. Here are seven […]

Imagine that you’re a lead qualification agent, inside sales rep, or any of the important people that take inbound sales calls. You’re working hard to ensure that callers are qualified leads, prioritize those leads, and hand them off to the most qualified sales reps. For most lead qual agents, this process usually entails creating a […]

No two salespeople are exactly alike. But when you’ve spent enough time managing sales reps, you begin to notice patterns. There are some personality types that are common to most sales organizations. And one of the biggest mistakes that sales managers make is managing every rep the same. Inside sales reps with different personalities will […]