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 […]

Are you a sales coach or a babysitter? Coaches identify areas for improvement and give reps the tools (both figurative and literal) to reach new goals. Coaches earn their team’s respect. They play the dual roles of team member and leader. And the best coaches make hard work seem fun. Babysitters, on the other hand, […]

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 […]

Sales professionals have one of the most straightforward job descriptions out there: sell. However, salespeople only spend a third of their time selling, and sales managers spend twice as much time on administrative items than they do coaching their sales teams. Modern salespeople battle two main opponents for their time, communication channels and sales tools. […]

The days of long ramp periods for sales reps are coming to an end. In this highly competitive sales landscape, there’s little time to wait. That’s why it’s absolutely vital for sales managers to help reps drive pipeline and win revenue as fast as humanly possible. So how can inside sales managers help reps hit the ground running? In […]

Let’s reflect on the most important business-to-business (B2B) sales trends that have emerged this year. In order to outmatch your competition, you need to ensure that B2B sales reps are armed with the right strategies and technology to adequately close deals. Businesses are buying and selling products and services in different ways, and if your […]

Maximize Your Sales Effectiveness with Advanced Call Routing In the past, call routing systems were complex, hardware intensive, difficult to manage, and uncompromising. Now, it’s the exact opposite. Modern day call routing systems are application-based, incredibly powerful, and simple to use. In fact, call flows in solutions like Revenue.io can be created and modified through […]

When it comes to the measurement of sales activities, whether it be calls, messages, meetings, or revenue, it all happens through numbers. It’s easy to get lost in the numbers, feel pressured, and rush through each sale as you just look for the close. After all, you have monthly, quarterly, and even annual targets that […]