It’s easy to rely on “show and tell” when communicating with prospects, especially when reps are following a tried and tested sales process. When it comes to SaaS products for instance, a demo could involve a screen share where a rep jumps right into showing off the product by highlighting its main features. But what […]

New research by CSO Insights shows that 42% of salespeople don’t feel like they have the right information before calling prospects. This is especially true of inside sales reps who are handed a list of leads to call. Many reps who find themselves in this situation simply call down the list, hoping for the best. […]

As salespeople, we all want opportunities with zero competitors. But today’s buyers are savvier than ever, and often research the landscape prior to making a buying decision. As such, all salespeople should be prepared to go head-to-head with the competition. I’ve found that the best sales reps aren’t deterred by a prospect mentioning the competition. […]

The onboarding of sales development representatives (SDRs) is one of the most challenging, and sometimes underserviced parts of a business. Sales development roles are commonly treated as entry-level positions. SDRs are given as little as a week of onboarding, and are expected to get by with on-the-job learning. This, combined with steep quotas, mean the […]

If you’re like many sales prospectors, you power through a large list of leads, hit each lead once or twice, and then move on. But did you know that 80% of sales require at least 5 contacts to close a deal? The trouble is that only 10% of sales reps follow up with leads more than […]

Everyone in sales has likely made a discovery call at one time or another. The discovery call is a crucial component of the sales process. It allows reps to qualify a prospect and gather information that can be leveraged throughout the process to generate a win. However, not all discovery calls are created equal. They […]

The relationship between your sales development reps and account executives is absolutely crucial to your sales success. Without the two teams working in harmony, you risk missed opportunities and lost deals. The average sales team has 2.6 account executives for every SDR. That means that each sales development rep is stretched thin, as they must […]

Today, Dun & Bradstreet Vice-Chairman Jeff Stibel and Five-Time NBA Champ Kobe Bryant unveiled their eponymously named fund, Bryant Stibel. Our founder & CEO Howard Brown was on hand as the fund rang the opening bell at the New York Stock Exchange. Our team is incredibly proud to be counted among the fund’s portfolio companies, which also include Alibaba, LegalZoom, Datanyze, […]

The mobile revolution is in full swing and our customers are reporting more and more phone leads thanks, in no small part, to increased smartphone adoption. But these inbound phone leads might be even more vital than you think. New research from BIA/Kelsey reports that  phone leads are now considered the highest quality lead source. […]

For many Google Analytics users, the prospect of achieving 360 degrees of inbound search visibility suddenly became impossible during the fall of 2011. On October 18th of that year—a day that SEOs will forever consider infamous—Google announced that organic search query results from users signed into Google would be hidden from all web analytics services, […]

Still only coaching your team to their pipeline? If so, you’re missing out on the benefits of consistent sales coaching. It’s not unusual for lead and opportunity coaching to be confused with a complete coaching program. Sales pipeline reviews are not the same as 1-on-1’s. What’s the difference between the two and why does it […]

What makes the ideal B2B customer? Having a clear profile of your ideal accounts will save your sales organization a lot of time and resources. After all, the last thing you want is to have your SDRs spending their valuable time chasing unqualified prospects. Therefore, it’s paramount that SDRs have a clear understanding of the types of […]