A new report from Gartner shows that 28% of marketers have reduced their investment in traditional advertising to spend more on digital marketing, which are expected to increase 9% this year. The Marketing Spending Report for 2013, which surveyed more than 250 marketers from U.S.-based enterprise companies with more than $500 million in yearly revenue, across six […]

If you want to succeed as an inside sales manager, you can’t be afraid to get into the weeds with your team. You need to understand your reps’ process. You need to gauge the individual strengths and weaknesses of each rep. No two sales organizations are the same. But by watching your reps work, and even by […]

The premiere episode of the HBO hit series Girls deftly defined the hierarchy of modern communications. While giving relationship advice, Marnie, played by Allison Williams, describes this communications hierarchy in the form of a totem: The lowest would be Facebook, followed by Gchat, then texting, then email, then phone. Face to face is of course […]

Do you wish you had more time each month to hit your targets? Most Sales Development Reps (SDRs) would agree that time is one of their biggest challenges. According to Ralph Barsi, two of the five barriers that block reps from hitting sales quotas are lack of focus and inactivity. It’s not surprising with the […]

“When you’re finished changing, you’re finished.” Ben Franklin may or may not have been thinking about business operations when he wrote that famous line, but it’s just as applicable in our world as it was in the 1700s. I mention it here because our latest eBook is about something that everyone needs, but most people […]

Like most sales teams, you may be experiencing the challenge of shifting teams to remote work while ensuring that you don’t slow down revenue operations. This is something we at Revenue.io care a lot about. At least 25% of our workforce is often working remote at any time, and at the moment, our team is […]

There is no doubt that we are in unique times and some would even say uncharted territory. Never before in history have more office employees been asked to work from home across the globe than in recent weeks in response to the Coronavirus outbreak.  Tumultuous changes, both in the market and in social life make […]

In light of recent events, numerous companies are taking their teams remote. This means that many sales managers are either taking their sales reps remote, or are operating a geographically dispersed team for the first time. When you manage a remote sales team, there is an incredible amount of nuances to be considered. How do […]

In light of recent events, we’ve heard many questions from sales leaders regarding moving in-office sales teams to a remote model. Many of our customers were among the first companies to take their sales teams remote as a protective measure against the spread of Coronavirus. This was due in part to the fact that the […]

One of the most rewarding aspects of managing an inside sales team is helping your reps to become more successful salespeople. Hiring sales reps is one of the most important investments that a company makes. And turnover is costly! In fact, a DePaul University’s Sales Effectiveness Survey found the average cost of turnover for a single sales […]

The following guest post is by Dan O’Brien, marketing manager at Prialto. If increasing your sales revenue depends on referrals, then you need to focus on building trust. When people trust you, they will refer opportunities to you. While trust is a broad and expansive concept, potential referrers only need to think about it in […]

To build a world-class sales organization, you need to be able to predict the future. And by tracking the right metrics, sales leaders can gain the fuel they need to make smarter decisions and help their sales teams drive more revenue than ever. So if your sales team is not already leveraging predictive analytics, you may be […]