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Sales coaches and mentors are a crucial part of the sales ecosystem. If sellers aren’t taught how to sell effectively, then they’ll have a much harder time hitting quota. But what about when your do reps have access to sales coaching and mentoring, but they just… don’t remember it? Unfortunately, this happens all too often. […]
2 min read - March 29, 2021
The Goldilocks Paradox
Remember Goldilocks and the Three Bears? Goldilocks found the balance between her porridge being too hot and too cold. Sellers are similarly challenged to strike the right balance between being overconfident and being less than confident. Researchers have found that being overconfident has its benefits. It also has downsides that can leave you in the […]
The Business Intelligence Group today announced that Revenue.io was named a winner in its Artificial Intelligence Excellence Awards program. Revenue.io was recognized as an expert system in the Organizations category. “We are so proud to name Revenue.io as a winner in our inaugural Artificial Intelligence Excellence Awards program,” said Maria Jimenez, chief nominations officer for […]
2 min read - March 24, 2021
Embrace Your Giant
In his great essay, Self-Reliance, Ralph Waldo Emerson wrote, “My giant goes with me wherever I go.” We all have giants that tail behind us. Emerson was referring to our giants as the embodiment of our self-doubts, insecurities, timidity and weaknesses. Our giants represent the sum of our vulnerabilities. We feel the burden of these […]
Have you ever wondered why some of your reps consistently outperform their peers, while others struggle to hit their quotas regularly? It’s the classic bell-curve problem, where 10-20% of sales reps simply seem to be better than others. There’s two ways to fix this: either figure out how to only hire the best reps in […]
There’s a lot to be said for luck… And the role it plays in your success in sales. And in your career overall. Here’s the secret: you can prepare for luck. You can increase your luck. Detractors will scoff and say that you can’t factor luck into your sales planning. Actually, yes, you can. And, […]
1 min read - March 19, 2021
Why Relationships Matter
Can we stop with the “relationships aren’t important in sales” BS? You have a relationship with your buyer whether you want one or not. Stop conflating relationships with friendships. These are not the same. A relationship does not require friendship. A quick definition of relationships: The way in which two or more people are connected. […]
Not that type of time zone. I’m talking about a time zone for “change.” Do you have a prospect on your target account list that seems like a perfect fit for your product but you’re not getting anywhere with them? Do you wonder why you aren’t making progress? Perhaps, you’re not in the same time […]
Telling stories is important in sales. But, not when you’re telling them to your sales boss. For instance, fiction doesn’t strengthen a forecast. As humans, we hate ambiguity. We feel a burning need to make sense out of uncertainty. So, in situations where we don’t have a complete set of facts, we take the limited […]
You’re in the midst of an initial sales conversation with a buyer. You think things are going well. You feel like you’re making a solid connection. Then suddenly you aren’t and you don’t know why. One of the easiest ways to derail a connection with a buyer is to inadvertently make the conversation all about […]
2 min read - March 1, 2021
The Process of Planning
“In preparing for battle I have always found that plans are useless, but planning is indispensable.” – General Dwight Eisenhower You’ll notice Eisenhower didn’t say you don’t need a plan. He said the process of developing a plan was essential. It’s crucial to invest the time to think in depth about strategies, tactics and to […]
2 min read - March 1, 2021
Self-Reliance For Sellers
Self-reliance is an essential trait for a seller. In my mind, maybe the most important trait a seller can possess. It reflects an individual’s optimism and belief in their capacity to achieve great things. It’s in danger of being drowned in the sea of conformity that is sweeping sales. Here’s what self-reliance sounds like. “No one […]