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 […]

The numbers are in. This year, the minimum cost of commercial during Super Bowl LII was $5 million for a basic 30 second slot. The biggest spender was Amazon, who claimed a premium 90-second ad. Combined with heavy promotion online and through social media, their placement efforts cost a whopping $14.9 million dollars. Interestingly, that […]

The Patriots’ Bill Belichick is currently the NFL’s longest tenured coach, leading the team since January 2000. Over that period, the Patriots have won 15 AFC East championships, appeared in the Super Bowl seven times, and won five of them. He also holds the most wins of any active NFL coach. Obviously, the man knows […]

On Sunday, the Philadelphia Eagles face off in the Super Bowl against the New England Patriots. It wasn’t easy getting there, but as a sales rep, I felt all-too familiar feelings this season. In December, Quarterback Carson Wentz tore his ACL and was declared out for the season, forcing Coach Doug Pederson and the Eagles […]

“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 […]

Define Your Specific Goals Harvard University found that those who stick to a specific, goal-oriented, plan performed 30 percent better than those who don’t. So, to truly perform this year, you must create a highly defined plan for 2018. Outside of numbers like revenue, set goals for activities that lead to wins. Look back at […]

Even the greatest sales reps know that selling can get tedious. Pitches become boring, call sheets become monotonous, and it’s easy to feel like you’re stagnating after a while. Burnout like this can cause your win rates to decline and fewer inbound clients to be in the pipeline, which is never a boost to confidence. […]

Coaching is a critical ability for sales managers to have because of its significant impact on sales performance. In fact, CSO Insights found that a dynamic coaching process improves win rates by 28% and quota attainment by 10%. It’s not just about the program though. Top coaches have certain characteristics that make them (and their teams) […]

You’ve closed out another successful year and your team hit their numbers, or maybe your year didn’t end up as well as you had hoped. Either way, last year is history. Now that the year-end push is over, it’s time to focus on getting your team off to a great start. Here’s 5 sales coaching […]

The importance of sales coaching has been proven. Surprisingly, only 21.7% of sales managers have implemented a formal coaching program for their teams. Part of the problem is that managers find it difficult to find the time to coach their reps.  As challenging as it may be to provide sales coaching, coaching a team of […]

The sales pitch is a cornerstone of the sales process. Whether it is on the phone, in person, or through email, your pitch is the crucial first impression. Sales organizations have perpetually devoted time, energy, and resources to improving their pitches, but you can take actions that help gradually improve your pitching over time. We’ve […]

The NBA has a history of great coaches. Charged with leading their teams through countless lessons, practices, and games, these coaches must empower, improve, and harmonize their players to ensure they perform at their best. Similarly, sales managers are responsible for leading their teams of reps to victory. Just like an NBA coach and their […]