According to original research by Revenue.io, 77% of reps struggle to find enough time to complete everything they need to during the day. Salesforce research agrees with this, uncovering the bleak fact that reps only spend ⅓ of their time selling. So what’s taking up reps’ time? Ask the reps themselves, and they list: Logging […]

When you’re choosing a dialer, reps will offer endless lists of features. Some of these are truly necessary, while others are just pretty ornamentation that won’t actually help your team reach its quota. That’s why we’ve put together a list of the seven most important dialer features. While this list is by no means comprehensive, […]

When our VP of Sales was looking through our internal data recently, he stumbled on something remarkable. Deals in which an account executive was on a texting basis with a prospect were 5 times more likely to close. This makes sense. After all, many of us text with our friends and close acquaintances a lot […]

All master sellers have something crucial in common: a passion for continuous self-improvement. After all, no matter how much you master your craft, there’s always room to improve sales skills. Whether you’re starting your sales career or you’ve closed multiple seven-figure deals, we think you’ll benefit from these 7 proven ways to take your sales […]

You’ve probably heard of the book, 7 Habits of Highly Effective People by Stephen Covey. There is a lot of wisdom in the book and I won’t spoil it for you. But, if you are new to revenue operations, fondly known as “RevOps,” what can you do to be more effective at being an operator? […]

Many of the sales managers we speak to have told us in no uncertain terms: it’s getting harder and harder to retain great sales talent. One of the best ways to retain talent is to hire the right candidates to begin with. But that’s easier said than done. Because of the strong competition to hire […]

Discovery calls are designed to find a buyer’s pain points, unearth priorities, and understand their needs. It’s your first chance to wow a buyer. It all starts with building trust and rapport. If you can’t do that, your deal will be dead in the water. That’s why getting discovery calls right is so important. The […]

What’s the difference between an SDR, BDR, AE and CSM?  Sometimes it seems like the sales industry is full of more acronyms than the U.S. government. So if you’re confused about the differences between these roles, it’s understandable. To further confuse matters, if you go to two different companies, they might be calling the same […]

Maintaining strong and positive relationships with your customers is key to account management. Breaking the fourth wall, so to speak, and showing your customers that they are interacting with a living, breathing individual can break tension and increase customer satisfaction.  There are many ways to foster this kind of relationship, and in today’s world, text […]

Most sales leaders find themselves in an endless struggle to find time to coach and manage their teams. This leads to stalled deals, missed quota, and slowed growth. If this sounds like you, don’t worry; you’re not alone. The last generation of conversation intelligence solutions promised a way to fix this, but often fell short […]

Over the last few years, there has been an unbelievable expansion in tech. Continued investment from venture capital and private equity, open-source code, infrastructure gains, and APIs have all created a “Cheesecake factory menu” of options in your software solutions. Take MarTech as an example – in 2016 there were nearly 4,000 MarTech solutions in […]

Conversation Intelligence has quickly become a revenue-critical technology for sales and marketing teams. It’s easy to see why: revenue teams are able to unlock exponential growth when they extract actionable insights from their conversations with buyers. The reality is 70% of sales training is forgotten within a week according to Gartner’s research.  But it doesn’t […]