One tenth of a second, that’s just 100 milliseconds. According to research, it’s also how long it takes for someone to form their first impression of you. For what feels like decades, we’ve been taught that our first impression is the key moment that will absolutely make or break any relationship. But how is it […]

A phone call is almost always an important moment. I call my friends and family when texting or posting on Facebook just won’t do, and I call businesses when I’m serious about making purchases. Working in business communications, I’ve had more than one person ask me if people even call businesses anymore as consumers. “Don’t […]

The day my team at a previous company started using local presence dialing was the day our numbers turned around for good. Before that, the caller ID displayed an 800 number to prospects. The connection rate was terrible. Prospects would assume that an 800 number meant a telemarketer was calling, and ignore us. Once we […]

What’s the average salary of an inside sales rep at a SaaS company? According to the latest research, the average salary of an inside sales rep at a SaaS company is $60K (Base Salary) and $118K total on-target earnings. Recruiting and hiring new reps is one of the biggest challenges facing inside sales leaders at SaaS […]

Revenue.io Expands its Suite of Sales Engagement Solutions with the Addition of AI-Powered Sales Coaching Groundbreaking conversation intelligence solution, now released to general availability on desktop and mobile, transforms sales management through AI-powered performance insight Los Angeles, CA – November 13, 2019 – Revenue.io (www.revenue.io), the sales experience platform company that helps businesses scale revenue […]

Omnichannel sales is the trend that has rocked 2019 in terms of prospecting methods. While sales reps everywhere (and prospects, most likely) rejoice that the days of “smile and dial” are over, measuring the performance of modern sales teams has brought new challenges for sales managers everywhere. CRM’s are typically not equipped to track complex […]

New data from the Bridge Group reveals that while the average number of dials that sales development reps (SDRs) make has remained constant since 2007 (52 dials per day), the number of conversations that those dials yield is dipping (down to just 7 conversations per day for outbound prospectors). Even more interestingly, the same study shows […]

What percentage of time do your inside sales reps spend actually selling? A CSO Insights study found that sales reps spend an average of 20% of their time researching prospects before making calls. And while Salesforce.com offers reps the ability to log vital data after sales calls, let’s face it – this takes up a […]

Customers continue to change the way that they research, test and buy products. Independent research and due diligence has never been more important. Social channels such as Quora, LinkedIn Answers & Groups, and Twitter are filling this need, as customers often seek independent advice prior to making contact with a sales rep. It looks like […]

According to recent data from the Bridge Group, 24% of sales development reps (SDRs) report directly to Marketing. These numbers are similar to what we’ve been seeing with our own customer base, indicating not only more responsibility for customer acquisition from marketing leaders, but also increasing alignment between Sales and Marketing. Simply put, closing deals is no longer […]

Football season is in full swing, and so is fantasy football.  If only building your fantasy sales team was as easy as picking your roster of all-stars and watching your players’ stats rise to the top! In a perfect world, every sales rep and SDR on your team would be an elite top-performer. But just as […]

Even if you’re already an incredible sales rep, you have to work hard to stay at the top of your sales game. That’s why I’m constantly on the lookout for  the best sales books and sales blogs. Recently I’ve also discovered some awesome podcasts featuring top sales leaders (and their esteemed guests) sharing wisdom that’s both relevant and actionable. You never […]