Sales enablement shouldn’t be aimed at the lowest common denominator. If you think the objective of sales enablement is just to enable sellers to sell, then you’re missing the point. I’ve met very few sellers over the past decades who haven’t been enabled to sell. However, for the most part that weren’t enabled to achieve. […]

In our last eBook, we asked 20 top sales leaders to reveal their biggest productivity secrets. Something that several of them mentioned was the power of breaking an inside sales team into specialized roles such as prospectors, inbound lead qualifiers and account executives. Many sales leaders agree that sales role specialization is the best way to […]

Revenue.io’s CMO William Tyree was recently joined by Matthew Sweezey, Salesforce’s Director of Market Strategy, Kraig Swensrud, Founder of Qualified & GetFeedback, and Sales Expert Andy Paul. The four discussed specific approaches, tactics and technologies that teams can apply to help position themselves properly in a rapidly changing economic environment. The group covers the need […]

Sales managers must juggle many responsibilities, but out of all of them, coaching makes the greatest impact on an organization’s bottom line. After all, managers are responsible for the development, inspiration, and growth of their sales teams. None of this is easily accomplished without proper training. Sadly, 18.6 percent of sales organizations provide no training […]

In many business-to-consumer (B2C) industries—such as the insurance industry—pricing is everything. But if you’re in B2B sales, and your deals are consistently being won or lost based solely on price, you’re doing something wrong. If you’re consistently having to undercut your competitors’ pricing, then you’re probably telling the wrong sales stories. Here’s the truth: customers […]

Last week, salesforce.com announced that they will officially stop supporting their CTI Toolkit. We see this as a progressive move on the part of salesforce.com, as it signals that they are moving away from premise-based CTI deployments. But does this mean that companies will no longer be able to have phone systems that interact with […]

According to Gartner, businesses are spending $12 billion each year on customer relationship management (CRM) systems worldwide. But far too often, these systems are underused. This is often due to the difficulty involved in leveraging CRM in the field. Fortunately, CRM is being revolutionized by the mobile promise, “there’s an app for that.” Third-party mobile […]

Sales development reps typically make a lot of calls every day. From talking to our customers, I can tell you that dialing over 100 prospects daily is not uncommon. Now imagine that you asked each SDR on your team, before they dial a prospect, what they are trying to accomplish. Chances are that reps might say something […]

Back in February, we were elated to announce that we were teaming up with sales legend Andy Paul to expand the hugely popular Accelerate podcast to deliver best practices, stories and sales tips from a vast network of the world’s best and most influential sales leaders. Today we’re tremendously excited to reveal that the top […]

Sales Hiring Is Broken Let me know if this sounds familiar. At my last company, we had to build out our sales team and scale very quickly. We had no benchmark, no structured interviews and, quite honestly, no idea how to hire for our team. We would actually hire two reps at once, praying one […]

If there was ever a can’t-miss webinar, this is it. We are currently in a moment of complete unpredictability that has undoubtedly impacted each and every business and individual. No one could have predicted this would have happened, and nobody knows for sure what will happen next. However, there is one single way to future-proof […]

This year during March Madness, a bracket titled “I just guessed” briefly held the top position in ESPN’s contest for a period of time. While the bracket didn’t end up winning, the random guesses yielded an 83% accuracy rate. The University of Colorado found that the chance of building a perfect bracket purely by guessing […]