Today’s competitive sales environment requires an advantage to win. Sales managers, often promoted from the field sales force, don’t often get the training or tools they need to effectively manage their sales teams. Even understanding the rhythm of the business, and the difference between winning and losing sales behaviors can be hard. For example: There […]

Many of our marketing customers have never used a call tracking solution before. For them, call tracking opens a rich new world of closed-loop reporting, finally enabling them to make smarter ad investments and take credit for ROI closed over the telephone. But for other customers, Revenue.io is not their first rodeo. They’ve come to […]

Before building Revenue.io, we spent years on the marketing agency side, and were bewildered by the absence of call tracking systems that used best practices when passing call metrics to Salesforce.com. As anyone who has done any custom CRM workflow knows, deviating from best practices can quickly get very expensive and very messy. Of particular […]

The differentiation of data has transformed the sales process. We have technographic data to peer into the technical infrastructure our prospects use. We have behavioral and intent data to show us how our prospects interact with our brand and when they’re most likely to convert. We even have penetration data to see how conversation about […]

Disqualify Leads to Increase Your Sales We constantly hear about how to properly qualify leads, how to get the right answers to sales questions, and how to set yourself up for a win. On the other hand, the disqualification of leads and how to handle them is just as important, yet rarely discussed. Reps are […]

In sales, it’s absolutely essential to get your priorities straight. And yet, salespeople are often asked to multi-task.  There are always inbound leads to follow up with, lists to build, demos to give, emails to reply to and new prospects to dial. I even had a job once where I managed paid search campaigns in-between […]

A couple important thoughts about Business Acumen for sellers. #1: Business acumen for sales is not about recognizing how one sales situation is similar to others you’ve encountered. Acumen is about understanding how it’s different. That’s how you uncover real opportunities in sales. The unexpected big deals. The opportunities that your competitors were too lazy […]

Call tracking systems are used by marketers to monitor and measure the impact of marketing efforts on phone calls. While there are several types of call tracking solutions, session-based call tracking remains one of the most controversial and least understood methods of tracking calls. It is primarily used by businesses to minimize the call tracking […]

We all know by now, how you speak on a sales call is absolutely crucial to success. But there are some intangible elements of successful sales calls. Only the most successful sales reps know these secrets. And they guard them closely. But today, despite protests from our resident data scientists, we are revealing our deepest, […]

Self-improvement guru Tony Robbins once said “successful people ask better questions, and as a result, they get better answers.” If you’ve just taken over an inside sales team, consider making this quote your mantra. We recently published an eBook entitled The 90-Day Inside Sales Success Plan. Inside, we interviewed some of the world’s top sales trainers, authors and executives. […]

Summary: Instead of analyzing the opportunities in your pipeline based on how far a buyer has progressed through your sales process, assess your chances of winning their order based on the depth of your understanding of their needs, their desired outcomes and where they stand in their decision-making process. As humans we feel a burning […]

Day 6 of WFH. Well, that’s not entirely accurate. I’ve largely WFH the last 20 years since starting my company in 2000. It can be incredibly isolating to work on your own. Since salespeople tend to be social animals this can be a hard period. The initial transition period is usually not so bad. It’s […]