In sales, the discovery phase involves smart questions and active listening skills. Any sales training will mention both. However, it is possible to ask questions and use sales listening skills without real empathy. Consider the data from a HubSpot Research study of B2B buyers and sellers: The #1 buyer expectation (69%) is a sales rep […]

Salesforce is an incredibly flexible CRM with a vast number of applications available to add to its functionality. In fact, Salesforce’s AppExchange marketplace contains over 3.5 million applications. However, with so many third-party apps at your disposal you must be careful of which you choose to implement within your business. Poorly built tools, or those […]

It’s easy to rely on “show and tell” when communicating with prospects, especially when reps are following a tried and tested sales process. When it comes to SaaS products for instance, a demo could involve a screen share where a rep jumps right into showing off the product by highlighting its main features. But what […]

Everyone in sales has likely made a discovery call at one time or another.  The discovery call is a crucial component of the sales process. It allows reps to qualify a prospect and gather information to be leveraged throughout the sales process in order to generate a win. However, not all discovery calls are created […]

It’s the second month of the third quarter. Some sales teams are scrambling at this point, increasingly worried they won’t make annual quotas. Regardless if your team is on pace to hit their targets, or not, it’s a great time to review the first half. How do you stay on track or make adjustments to […]

Outsourcing part of the sales development role to an agent-assisted dialing service may not be as advantageous as expected. Not all software and technology are a good fit for all businesses. It depends on the sales cycle and the type of product being sold. With claims of 125 dials and 7-10 conversations per rep per […]

Sales coaching is an incredibly effective way to increase the performance of your sales team. It boosts sales effectiveness by improving your reps’ sales abilities on an individual basis. Implementing sales coaching can seem daunting, but when you break it down piece by piece, starting one can be simple. We recently created a new ebook […]

There’s a lot of irony when it comes to texting. It feels extremely personal (and highly intrusive if you don’t have a certain rapport with someone) and yet when you consider that most people check their emails on their mobile phones, what makes texting any different? Is it because one uses an email address and […]

Maximize Your Sales Effectiveness with Advanced Call Routing In the past, call routing systems were complex, hardware intensive, difficult to manage, and uncompromising. Now, it’s the exact opposite. Modern day call routing systems are application-based, incredibly powerful, and simple to use. In fact, call flows in solutions like Revenue.io can be created and modified through […]

Why aren’t your SDRs hitting quota? Your Sales Development Reps (SDRs) have a quota to hit every month. Their success in doing so impacts the company’s bottom line and sales compensation across the board (yours, theirs, your AE’s) — no pressure. But according to The Bridge Group,only about 65% of reps are hitting quota. If […]

Your weeks are jam packed and you’re challenged to squeeze in the amount of individual coaching that you know you should. The ever growing size of the typical sales team certainly doesn’t help. The Bridge Group found that the average manager to rep ratio increased by 12%, to 8 reps per manager.  Do you spend […]

A call disposition describes the outcome of a call. They include statuses like, “demo scheduled,” “left voicemail”, and even “no longer in service.” In fact, customer service teams have actually logged call dispositions for years, and sales teams have followed to record call outcomes. Call dispositions give sales managers valuable intelligence they can use to […]