We all want to feel secure in the decisions we make. And it’s a lot easier to make a decision when you know that other people have made a similar decision and feel confident with the results. That’s why referrals and testimonials matter so much in sales. In fact, testimonials are one of the most prominent ways […]

Above virtually anything else, establishing credibility is the key to being a successful salesperson. People almost always prefer to buy from brands and individuals that they trust. They are often even willing to pay more to deal with trustworthy vendors. As an example, my mom always takes her car to be serviced at the Toyota dealership. […]

In sales, it’s absolutely essential to get your priorities straight. And yet, salespeople are often asked to multi-task.  There are always inbound leads to follow up with, lists to build, demos to give, emails to reply to and new prospects to dial. I even had a job once where I managed paid search campaigns in-between […]

Social media has revolutionized sales. Platforms like LinkedIn and Twitter can be veritable gold mines for salespeople tasked with lead generation. But to fully leverage social media, it’s important to provide reps with the right social sales training. Even if your sales force is comprised of social enthusiasts, it’s easy to misuse social platforms. Without clear guidelines, […]

B2B sales organizations are evolving in interesting ways. They’re becoming more customer-centric in their approach to sales and are embracing new technological solutions to increase productivity. But one of my favorite changes that I’m noticing is that Sales and Marketing teams are increasingly collaborating to transform leads into valued customers. Salesforce just put out a […]

One of the year’s biggest stories in Enterprise Tech is the remaking of HP. The company is in the process of splitting into two huge public companies, with traditional hardware such as printers and laptops on one side of the house, and the other side, Hewlett-Packard Enterprise which will be helmed by Meg Whitman, focusing on cloud computing […]

Expect a barrage of companies to begin investing in apps that increase sales reps’ and call center agents’ productivity! The latest data from Bluewolf’s extensive annual State of Salesforce report indicates that the future for these apps is “On Fire.” Things are just getting started, with only 16% of companies have adopted apps from App Exchanged designed to increase agent […]

This year at Dreamforce, our CEO Howard Brown served as moderator on two panels that brought together some of the most inspiring leaders working in sales today. Our first panel featured John Barrows (sales trainer to some of the world’s leading tech companies), Peter Gracey (co-Founder of AGSalesworks and CEO of Quota Factory) and Aaron […]

Does your inside sales team truly have the tools they need to beat the competition? Without giving your sales team tools to help them to be more productive and close more deals, even your A-list salespeople will have trouble competing with less seasoned reps using sales acceleration technology. If you’re just hearing about sales acceleration tech, […]

Part of our culture here at Revenue.io is to regularly talk to sales managers as well as sales reps so we can better understand how to improve sales processes. We nearly always learn something valuable from these conversations that we either pass on to others in the sales community through our content, or to our product team so […]

When is the last time that you made a purchase on a whim? This past weekend, I decided to go to a really fancy brunch with two of my friends. When the check came, it was about 5 times the price of what I would normally spend on brunch. It was a splurge, to be sure, but […]

Imagine you’re an inside sales rep who is given a list of outbound leads to call down. It can be tempting to just dial down the list cold, in hopes of initiating as many conversations as possible. But think how much more successful you could be if you had access to contextually relevant information about each […]