Join Revenue.io’s search for the greatest sales coach in the world. Sales coaches are among the single biggest drivers of success for any sales team and its time that they get the spotlight. In the age of data, metrics, KPIs, analysis, trends, and charts, sales is ultimately still a human endeavor. Numbers don’t sell, humans do. Every single sales metric is simply a measurement of human engagement. That’s why sales coaches are some of the unsung heroes of the sales world. When you need to increase your sales performance, you don’t adjust a dial, you learn to better uncover needs, address ques ..read more

Some advice just doesn’t work. New parents can relate – they constantly receive unsolicited advice, often based on old wives tales, on parenting from friends, family members, even random people in the grocery store. Smokers from the big tobacco era of yesteryear can relate too. “More Doctors Smoke Camels Than Any Other Cigarette” an ad for Camel proclaimed in 1946.   Bad advice swirls around us like smoke in the air, but often, it is nothing more than just that – smoke and mirrors. As is the case in many business contexts, old sales productivity advice is filled with misunderstandings a ..read more

Are your reps having trouble connecting with prospects? Are they having to dial over a hundred prospects to have a single meaningful conversation? If so, your sales technology stack just might not be cutting it. A lot of sales managers set strict dialing quotas. Sometimes reps need to dial 70 prospects daily. Often it’s even more. In order to help reps make more dials, sales managers build out their teams stack with tools that can automate dialing. This is important, and we’ve built several tools that are helping our customers dial more prospects faster. However, what’s even more im ..read more

Here at Revenue.io, we can’t overstate the importance of managing sales teams to metrics. By tracking the right metrics, inside sales managers can glean far more insight than who did and didn’t achieve quota. Tracking the right metrics gives you visibility into how your reps’ activities impact every stage of your pipeline. We know that tracking metrics are vital to inside sales success. That’s why we provide our customers with powerful prebuilt call metrics dashboards. However, we know that there are always going to be some vital metrics that fly under the radar of even experienced ..read more

Inside sales teams selling large ticket items, take notice. Zogby Analytics polled 1,000 consumers who had submitted an online form requesting information about a product with at least a $1,000 value, asking them various questions about their communications preferences. 75% of respondents reported that they would be happy for companies to call them 2-4 times per month, while one in eight reported that they would be fine with as many calls as it takes. Use Revenue.io To Track Sales Calls Against Leads and Opportunities in Salesforce If you’re in marketing or inside sales, you’re fa ..read more

Despite analyst predictions that it would be extinct by now, the outbound sales campaign is alive and well. According to BridgeGroup, inside sales jobs – sometimes called “sales lead generation” jobs – are up by 54%. You didn’t really think that all those inside sales reps were taking inbound calls all day, did you?  Well, they are definitely taking a few. Mostly, however, inside sales reps exist to find opportunities. An incredible new survey by AG Salesworks & BridgeGroup estimates that reps should be generating roughly 32 opportunities per 1,000 outbound calls. Obviously ..read more

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 ideal, but it’s not of this time. This rarefied view of phone calls is supported in a recent Harvard Business Review article, in which Dan Pallotta observes, “You used to be able to just call people. You didn’t have to be on someone’s calend ..read more

The age-old sales doctrine, which has remained largely unchanged for decades, is increasingly proving inadequate. Conventional processes, qualification regimes, and methodologies are often out of sync with the needs and expectations of today’s buyers. Several customers have recently overhauled these outdated practices and adopted a more customer-centric approach. While the specifics of this approach may vary depending on the industry or business model, the underlying principles of understanding and meeting customer needs remain universal. Challenging the Conventional Sales Doctrine For the pa ..read more

Sales call recordings are a goldmine of insights. Traditionally used for coaching reps, these recordings also hold immense value for marketing teams. Here’s how marketing can benefit from these real-life interactions, and how Revenue.io can help. Enhance Buyer Personas with Real Data Creating accurate buyer personas is crucial for modern marketing. Instead of relying solely on surveys and models, listening to sales calls provides: Real customer voices and phrases Insights into challenges and needs Validation and refinement of personas Revenue.io’s Conversation AI analyzes thousands of calls ..read more

What’s the single most important factor contributing to B2B sales success? A first-rate product, highly targeted data and top sales technologies are essential, to be sure. But even the best sales stacks won’t help subpar sales talent. Hiring and training the right talent has never been more important or difficult. Most newly hired sales reps have less than two years’ actual experience, and according to David Skok, it takes SaaS companies 23 months to start recouping the investment of those hires. If you’re like me, 23 months to getting revenue positive on any hire is way, WAY too long to wait ..read more