Ever since the introduction of sales automation software, the great debate has been ongoing: What activities, interactions, and conversations should be automated so prospect can interact on their own, and what should be done with the help of a human? The automation side of the debate has fueled its fair share of anxiety that humans […]

If you’ve spent any time in sales at all, you likely know that there is a right way and a wrong way to run a sales role-play exercise. Role-plays and are an incredibly powerful sales training tool and are an excellent way for reps to perfect pitches, run in to objections, and practice negotiation tactics […]

Sales is an ever-changing profession. Before the internet became mainstream, customers relied on companies and their sales reps to provide product information. Today, 74% of business buyers conduct more than half of their research online before engaging in a sales process offline. What these well-informed prospects want is a very different experience from those of […]

Today’s sales reps are surrounded by distractions and faced with ever-increasing goals. There is something to do from the second you sit down at your desk until you leave the office, but there is also something to distract every time you set about to start something important. Psychology research is clear that there is a […]

Do you have any New Year resolutions for sales performance improvement? With the hope of change and improvement at the start of a new calendar year, resolutions can be difficult to resist. That’s why so many people have at least one, even if they don’t write it down. Sadly, these goals are often abandoned by […]

Like many things in life, the answer is “it depends.” Live or recorded sales calls are both a critical component of sales coaching. With inside sales teams becoming more prevalent, it’s no wonder that coaching is often at the top of a sales leader’s priority. And for good reason — CSO Insights found that a […]

Over the last year, we have poured a massive amount of effort, time, and resources into taking the mission of Revenue.io to the next level. We are happy to say those efforts have led to a number of phenomenal successes: We closed our $30 million growth equity round, led by Goldman Sachs with participation from […]

Want to hear your sales team groan? Tell them that it’s time to do sales role-plays. It’s the activity that sales professionals love to hate because they always seem to feel awkward and uncomfortable. Role playing is dreaded and awkward because it is a cross between public speaking and acting, the soft skills that people […]

The start of a new year and a fresh set of goals means the pressure is on. How well your sales team performs against these goals is in your hands. Your confidence for the coming months hinges on last year’s results – if it was a down year, it is time for a change; chances […]

As a sales rep, even if you receive the greatest sales coaching ever from the best coach, it could still lead to failure. That’s because there is one quality that coaching plans cannot control: the coachability of the salesperson. It is for this reason that Richard Harris states that sales coaching starts at the hiring […]

If you are in sales, chances are you’ve been on a video conference. Video conferencing applications have become a necessity in the business world and are a staple in every company’s technology stack. The prevalence of video is perhaps the most noticeable within sales itself. As the inside sales model firmly establishes itself as the […]

Yesterday, we wrote about why sales kickoff meetings are better now than they were just 10 years ago. Today, we are covering some practical, concrete suggestions you can take to make your sales kickoff fantastic in 2019. Sales kickoff meetings can be expensive. A typical event is a costly company investment averaging $1K – $2K […]