In B2B sales, the right sales discovery questions are absolutely essential to a successful sale. It is during the discovery period that sales reps can uncover the information that moves deals forward. The find the pains, needs, wants, and problems that the prospect is experiencing and can therefore tailor their sale to their specific use […]

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 […]

“Whatever dude.” [click] Just the other day, I answered our company’s general line with “Revenue.io, this is Kanwar how can I help you?” I was greeted by a prospecting sales rep on the other end. A rather disingenuous conversation followed, where I simply and repeatedly tried to gather who he was, where was he was […]