We recently spoke with ServiceNow’s Senior Director of Global Demand Center Ralph Barsi about how to hire and train your inside sales dream team. We asked him to reveal some of his hiring secrets.  How do you evaluate candidates with little or no professional experience? Ralph Barsi: Evaluate attitude first. It’s the #1 reason people succeed or fail […]

It’s almost time for Dreamforce again, and this year I’m honored to be moderating two panels that are filled with top sales experts from some of the world’s most successful enterprise and growth-stage companies. Both panels are scheduled for Tuesday October 4, with each addressing a vital challenge that sales teams face today. Our first session is called Selling Globally: […]

If you’re like many sales leaders, you’re feeling the pressure to onboard and ramp up a sales team quickly. It can be tempting to hire any rep who seems reasonably intelligent and likable. And sure, the right sales coaching and sales tools can help most reps perform better. But that doesn’t mean you should hire every […]

Even LeBron James was a rookie once. But before he ever played a professional game, I remember hearing stories that experts thought that, in high school, he was as good as Michael Jordan was at that age. Sure, you can’t always predict who will pan out to be an all-star (a lot of experts had high hopes […]

What qualities make sales leaders successful? There are several different ways to successfully lead a sales team. Some sales managers are like drill sergeants, the ultimate task masters set on transforming each sales rep into a singular, elite force. Other sales managers lead from the trenches, taking calls right along with SDRs, and taking the […]

If you’re managing an inside sales team, you’re probably tracking at least a few sales metrics. But if you’re looking for new ways to have the best quarter of your career, try taking a deeper dive. Obvious metrics like revenue per rep and time to close are probably never not going to be in the must-track category. […]

This guest post was authored by John Barrows (Owner, jbarrows.com, which features a wide variety of awesome sales training resources).  Marketing automation is starting to come upstream really fast and eat away at the value sales reps provide. Couple this with the amount of information customers have access to and you’re starting to see the […]

Let me ask a question that I hope you can answer honestly. How much time are you really spending personalizing each sales email you send? If you’ve been noticing a drop in email response rates (or if they were never exactly soaring to begin with), you’re not alone. Across the board, sales reps are having […]

As virtually every sales rep knows, Local Presence Dialing is a game-changer for outbound inside sales teams. Without localized caller ID, it can be tough to get prospects to pick up their phones. But with it, dialing from local numbers can lift call connection rates by up to 400%. But we here at Revenue.io have never been easily satisfied, and our product […]

This column was originally published on Entrepreneur.com on June 16, 2016. As my company’s founder, I was essentially its first sales rep. But as we’ve grown, I’ve needed to scale sales and hire new reps. One of the most important lessons I’ve learned from growing a sales team is that spending time with newly hired […]

Well 2016 is half-over. And I have to say that—already—it’s been my favorite year working on the Revenue.io blog. While we have always had some awesome one-off guest posts here and there, this year we’ve really tried to highlight thought leadership from some of today’s most prominent and up-and-coming sales professionals and entrepreneurs with their […]

Do you have millennial salespeople on your team? Do they refuse to do anything except use social media and LinkedIn for business development? Here’s how to help them execute a comprehensive prospecting strategy—both offline and online. Millennials Don’t Cold Call I’ve heard this from many frustrated sales managers. “I hired this new salesperson with great […]