It happens to everyone, yet it seems to come without warning. You can be hitting goal after goal, crushing quota every quarter, then it suddenly seems to stop. The road gets bumpy, you lose speed, and everything seems a little bit harder. Maybe this was brought on by a recent change in companies, change in […]

Do you wish you had more time each month to hit your targets? Most Sales Development Reps (SDRs) would agree that time is one of their biggest challenges. According to Ralph Barsi, two of the five barriers that block reps from hitting sales quotas are lack of focus and inactivity. It’s not surprising with the […]

In their 2018 buyer preferences study, CSO Insights found that salespeople ranked ninth out of the top ten ways buyers prefer to solve their business problems. “Vendor salespeople” placed below websites, peers, social networking groups, and web searches. In fact, only 23 percent of buyers named salespeople as one of their top three resources. This […]

Just because a lead has been qualified, it doesn’t mean they are going to become a customer. Although it varies by industry, research has shown that only 20-30% of sales qualified leads (SQLs) close. That means that there are many prospects that fall out of the funnel during your sales process. It’s just as well, […]

At Revenue.io, we spend a lot of time with inside sales, sales development, and business development teams. Our product is core to their success, so we invest in these teams by listening to their problems, needs, and goals, and then maximizing their benefit from our solution. We keep a close watch on the trends across […]

On average, sales development reps (SDRs) must make 9.1 sales calls before they connect with a lead. Each connection is valuable, and a lot needs to happen in those first crucial moments of cold calling: The SDR must do some relating, and get the prospect to like them. The SDR needs to effectively communicate value […]

What is a lead qualification framework and why is it important? We all have to make decisions. Some of these are easier than others. When it comes time to make a decision, whether it’s what shirt to purchase, if we should go to that expensive restaurant, if we should splurge on a new TV, or […]

How effective is your sales coaching? When is the last time you asked yourself this question? It goes without saying, sales coaching is important. Sales coaching differs from sales training in that it is the continuous reinforcement of skills to improve performance over time. If you aren’t sales coaching at all, we’ve covered in depth […]

There are many methods of communication in a sales rep’s toolkit. There are emails, texts, LinkedIn messages, and more, but nothing works quite like a phone call. Phone conversations the best way to engage with a prospect and elicit immediate results. Emails, texts, and so on are far too easily put-off, saved for later, ignored, […]

There’s an ongoing debate about whether or not cold calling is dead. Regardless of what you’ve read or heard elsewhere, the truth is cold calling is alive and well. A recent study revealed that 71% of buyers want to hear from sellers when looking for new ideas to improve their business. In the same study, […]

Things are going great with your sales contact, you’re making steady progress towards a deal. You’ve had several excellent calls with them. They seem to be fully engaged and enthusiastic about your product. They asked lots of questions during a recent demo and appear to be very excited about your customized proposal. You’re expecting a […]

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 […]