Uncover new data that unveils actionable insights that will transform your sales prospecting strategies. Andy Paul, Sales Expert and two-time Bestselling Author, will join Howard Brown, the Founder and CEO of Revenue.io to reveal top-performing sales reps’ activity numbers, connection rates, and more from the Revenue.io 2020 Sales Prospecting Benchmark Report. The two will cover […]

Cold calling is the hardest thing a salesperson or SDR is asked to do, and for many, it is expected to take up 70% of their time on the job. The result? 42% of reps struggle with prospecting. An anti-cold-call website claims 63% of salespeople say cold calling is what they dislike about their jobs. […]

The best sales teams have experienced a profound revelation: without sales acceleration tools, reps are going to leave a lot of revenue on the table.  And by sales acceleration tools, I’m not talking about CRM. CRMs like Salesforce help keep your data organized and are great for crunching out reports, but sales acceleration tools actually […]

The following guest post is by Dan O’Brien, marketing manager at Prialto. It originally appeared on Salesforce Ben, and is reprinted with the author’s permission.  Want to know how to optimize your new CRM setup? Start by finding a stellar CRM administrator on your team. Nearly 60% of Salesforce implementations are unsuccessful, always due in some […]

What are sales call analytics? Sales call analytics can refer to analytics that pertains to one of two separate components of sales calls. The first component is activity numbers and performance metrics surrounding the calls themselves. The second is a measurement and analysis of the actual sales conversation that occurs on the call. The former […]

Recently, I had a conversation with the CRO of exciting SaaS startup. He had built sales development six months earlier and was frustrated with the results to date. Prior to his current role, he was Director of Sales for a well-established, big name company. Now at a startup, he faced no name recognition and next-to-no […]

We’ve said it before and we will say it again: cold calling is hard. But, every single sales team in every single industry absolutely must make them. If your team does any type of sales prospecting, your reps need colds to reach new leads, capture new clients, grow their network, and ultimately generate more revenue. […]

My favorite sales metric that is most important and ironically, the one that is poorly measured, is how effective and consistent managers are at coaching and observing their team. This is the only way to objectively assess core sales competencies, best practices, behavior, communication and attitude, which is what ultimately determines performance. Unfortunately, this is […]

Dashboards and analytics give sales managers, sales coaches, and marketers a great deal of insight into the performance of reps, but sometimes there’s really no substitute for actually listening to phone calls. Call recordings allow managers to listen on their own schedule, instead of wasting time randomly listening to live calls with the hope of […]

It’s another Monday morning, and you find yourself surrounded by yawning colleagues, open laptops, and Starbucks disposable cups in the conference room while your sales manager drones on with the latest numbers and pipeline update. You check your email, check the news, and check your watch – can we get out already? Why do sales […]

Sales Jargon Causes Confusion Every industry is flooded with trendy terms and flashy acronyms. Influencers and marketers coin these terms to make things sound new and exciting, increase perceived importance, and capture attention. In our space, it’s “auto-dialer,” in others there’s “MarComTech”, “FinTech”, and many more, but what do those terms really mean? Everyone perceives […]

According to a study by CSO Insights, sales organizations are using an average of 10 sales tech tools, with a plan to add another four in the next 12 months. Affectionately named the “sales stack,” these tools are all supposed to help a salesperson become more productive and yield metrics that managers can use to […]