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Is your sales team using Salesforce? If so, are powerful opportunity to optimize sales by building sales cadences directly within Salesforce. This post covers what a sales sequence is and why your team can gain a powerful advantage from using Salesforce-native sequences. What is a Sales Cadence/Sequence? To stay competitive, using a sales cadence (also […]
3.1 months. That’s the average SDR ramp-up time, according to research by The Bridge Group. It may not sound like much time, but when you consider that SDRs only remain in their role for an average of 1.8 years and that the median turnover rate is 20%, 3.1 months
 is a very long time for […]
There has never been more pressure on revenue teams than now. 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 use playbooks.  Just like no football team is going to win the Super Bowl without a book […]
A sales pipeline has been a common tool for sales teams for decades, but sales is changing. Despite what many think, sales is not what they show in the movies. The days of intense, hardball tactics, “sell me this pen” and “Always Be Closing!” in the sales office are behind us. Modern, customer-focused sales teams […]
Roadmapping is a key ingredient for RevOps success. A strategic operational roadmap not only drives alignment across your organization, but it also helps keep teams accountable and focused on the work that’s going to have the biggest impact on revenue. Still, many teams find it difficult to make roadmapping a sustainable part of their operations […]
Coaching is one of the most impactful things you can do for your reps. And when you create a culture of coaching, reps stay longer and hit their quota more frequently, managers are able to provide better coaching and get more out of their teams, and organizations are able to hit their goals. In other […]
The legendary race car driver Bobby Unser famously said about racing, “Success is where preparation and opportunity meet.” And that’s just as true when it comes to conducting a winning product demonstration.  When an opportunity to demo your product arises, the preparation you put in beforehand has the most significant impact on the success of […]
Don’t sell to meet quotas. Sell to solve problems. As Andy Paul (host of the wildly popular Sales Enablement Podcast) puts it, “The job of a seller is to listen to the buyer and understand which thing is most important to them, and then help them get that.”  And the only way to do that […]
Sales coaching is essential, and most sales professionals want more, no matter their experience level. Still, sales leaders and coaches say they are stretched thin, especially as more and more sales teams are working virtually.  Managing a sales team was essentially an in-person activity before the pandemic. Managers could walk around a room full of […]
According to original research by Revenue.io, 77% of reps struggle to find enough time to complete everything they need to during the day. Salesforce research agrees with this, uncovering the bleak fact that reps only spend ⅓ of their time selling. So what’s taking up reps’ time? Ask the reps themselves, and they list: Logging […]
Dialers have been around for a while. They were first used 30+ years ago by the banking industry, primarily for collecting debt. But they have dramatically evolved in the last handful of years, and many have evolved to serve specific industries. And it just so happens that Revenue.io provides the #1 sales dialer for Salesforce, […]
When you’re choosing a dialer, reps will offer endless lists of features. Some of these are truly necessary, while others are just pretty ornamentation that won’t actually help your team reach its quota. That’s why we’ve put together a list of the seven most important dialer features. While this list is by no means comprehensive, […]