Blogs

No two salespeople are exactly alike. But when you’ve spent enough time managing sales reps, you begin to notice patterns. There are some personality types that are common to most sales organizations. And one of the biggest mistakes that sales managers make is managing every rep the same. Inside sales reps with different personalities will […]

Sales coaching is most effective when a formal, well-defined coaching approach is implemented. CSO Insights even found that organizations with a random or informal sales coaching strategy attained win rates below the average of 51.8 percent. While coaching is critical for continuous performance and productivity improvement, it must be a regular, ongoing process. Obviously, sales […]

The Importance of Local Caller ID When our phones ring and we see a toll-free number or unfamiliar area code, the first thought we all have is it an unwanted sales call. That’s why calls from local phone numbers tend to have much higher answer and conversion rates. In fact, studies have found that people […]

According to Gartner, businesses worldwide spend $12 billion each year on customer relationship management (CRM) systems. However, these systems are often underused due to the difficulty involved in leveraging CRM in the field. Fortunately, the mobile promise is revolutionizing CRM, “there’s an app for that.” Third-party mobile CRM apps can help mobile agents access their […]

We’re currently working with a select group of customers for the exclusive private beta, but if you’re interested in getting early access, sign up here to get first in line.

Revenue.io delivers a treasure trove of comprehensive insights for sales engagement, conversation, and revenue intelligence, all designed to deliver the next best actions for reps and managers. The Revenue.io platform empowers customers to: Capture sales engagement activity from voice, email, text, video and more Surface actionable insights for every sales stage, role and activity Prescribe next […]

I’ve always loved watching great films. And something that I’ve found about my favorite movies is that they aren’t just entertaining, they’ve also inspired me in countless ways. As an example, watching Jurassic Park inspired me to take a paleontology class in college. More recently, I started reading about astronomy after watching Interstellar. But when I see […]

One of the questions we’re asked most frequently is, what is an Intelligent Dialer? Simply put, an Intelligent Sales Dialer is software that actually tells sales reps something about who they’re calling before they dial. An Intelligent Dialer can virtually eliminate cold calling and empower reps to have far more successful sales conversations. Is More […]

The differentiation of data has transformed the sales process. We have technographic data to peer into the technical infrastructure our prospects use. We have behavioral and intent data to show us how our prospects interact with our brand and when they’re most likely to convert. We even have penetration data to see how conversation about […]

A couple important thoughts about Business Acumen for sellers. #1: Business acumen for sales is not about recognizing how one sales situation is similar to others you’ve encountered. Acumen is about understanding how it’s different. That’s how you uncover real opportunities in sales. The unexpected big deals. The opportunities that your competitors were too lazy […]

There has never been more pressure on revenue teams than right now in this economic downturn. To succeed, revenue teams need to know what works and then scale those best practices across the organization. In order to make success repeatable, teams need to incorporate the best sales playbook examples into their playbook.  Just like no […]

When you’re a student passionate about a particular subject, you study hard, learn, practice, and eventually gain a degree. Imagine these people are Salesforce Administrators. Postgraduate students go back to university to enhance their skills and gain a Master’s and a PHD. They then, statistically, go on to work in better job roles and consequently […]