The Sales Intelligence Blog

When you’re choosing an outbound dialer, reps will offer endless lists of features. Some of these are truly necessary, while others are just pretty ornamentation that won’t actually help your team reach its quota. According to original research by Revenue.io, 77% of reps struggle to find enough time to complete everything they need to during […]

Build powerful sales cadences directly in Salesforce to optimize prospecting, boost productivity, and tie sequences to revenue. Learn best practices and examples.

When our VP of Sales was looking through our internal data recently, he stumbled on something remarkable. Deals in which an account executive was on a texting basis with a prospect were 5 times more likely to close. This makes sense. After all, many of us text with our friends and close acquaintances a lot […]

Great salespeople are always seeking ways to improve, and proven sales methodologies provide a structured path to enhanced performance. Whether you’re new to selling or already closing major deals, understanding and applying the right methodology can sharpen your skills, boost confidence in conversations, and help you win more deals with consistency. 1. Design a conversational […]

What’s the difference between an SDR, BDR, AE and CSM?  Sometimes it seems like the sales industry is full of more acronyms than the U.S. government. So if you’re confused about the differences between these roles, it’s understandable. To further confuse matters, if you go to two different companies, they might call the same inside […]

Selling is hard and is only getting more challenging. 93% of revenue leaders expect buyer objections to increase and many companies are reporting longer sales cycles. During those crucial initial discovery meetings, sellers routinely fail to meet buyers’ high expectations. As a result, 72% of sales leaders don’t expect their teams to hit quota. Many […]

Understanding how to attract, retain and expand customer relationships has become increasingly crucial as customer acquisition costs soar and conversion rates decline. In response to this pressing need, a movement called Revenue Operations (RevOps) has emerged in recent years. RevOps aims to unify marketing, sales, and customer service into a cohesive strategy and organization, helping […]

There’s more pressure on revenue teams today than ever before. To keep up with growing demands, teams are relying more and more on outbound sales. And with this growing reliance on outbound sales, new tools and technologies appear to make connecting with buyers easier.  But we wouldn’t be good data-driven revenue professionals if we didn’t […]

Sending mass emails should be Marketing’s job. Salespeople need to build relationships. With that in mind, I’m going to share with you a shining example of a sales rep who did just that. The best sales email that I received all year was from Adam Brophy over at UberFlip. Not only did I respond to Adam’s […]

Proper questions are one of the most powerful tools that B2B reps have. When they ask the right questions, reps don’t only find which prospects are a suitable fit, they also discover what pain points each prospect is experiencing and the goals they seek to accomplish. The right questions also provide visibility into the competitive […]

You work in cold calling driven sales long enough and you’re bound to hear it: that story about the salesperson who closed a six or seven figure deal from a cold call. In fact, I recently had dinner with a retired business to business (B2B) salesperson who had a stack of success stories that started […]

As a sales rep, you sell more than a product or a band-aid. You sell a positive change—a future state. You sell the idea that your prospect’s problems will disappear and their life will transform and improve as a result of their purchase. The same principle applies whether you are selling a car, an application, […]