An interview with Andrea Wildt, VP of Product and Marketing for Full Circle CRM. As marketing budgets continue to expand, it’s increasingly critical to understand how B2B marketing efforts impact pipeline. Traditional ROI models give credit to a single effort that impacted a sale or opportunity. For example, if a prospect views a tweet, then […]

Prospecting for new leads can be a thankless task. According to research from TOPO, call back rates are south of 1%, and only 24% of emails are ever opened. That’s why it’s so important for sales development reps (SDRs) to use every tool at their disposal to connect with new leads. Here at Revenue.io, we offer […]

I know. It sounds like there should be a pill for that. Have you heard of the Dunning-Kruger effect? It’s a well-known phenomenon named after the social psychologists who first documented it. (That would be Prof Dunning and Prof Kruger from Cornell.) The first part of the Dunning-Kruger effect, to put it in sales terms, […]

Are you still waiting around for all your leads to find you? If so, you may be making a grave mistake. Because most purchases aren’t planned. Your best leads aren’t necessarily going to find you. And without a fully equipped outbound prospecting team, you could be leaving thousands of dollars in potential revenue on the table. Not […]

A predictive dialer is an outbound calling system that automatically dials from a list of telephone numbers, much like autodialers or robodialers. A predictive dialer automatically calls numbers until it detects a connection, then passes the call to a live agent. dialers screen out busy signals, voicemails, no-answers, disconnected numbers, and so on. So what […]

Sales reps typically acquire leads from marketing lists, online campaigns, research, social media, or old-fashioned cold calling. These often provide sufficient lead volume for team members to hit their targets. But, sometimes they just aren’t enough. Where can reps find more leads to meet or exceed their goals as the end of the month, quarter, […]

Sales development reps (SDRs) are often tasked with hunting prospects within target accounts or industries. Social media platforms like LinkedIn and Twitter may be the most effective hunting grounds for these valuable contacts. According to Sales Benchmark Index, sales reps using social media can connect with 3.6x more key decision makers than reps who don’t use social […]

Jonathan Swift once wrote that “vision is the art of seeing what’s invisible to others.” I love this quote because it so succinclty reveals how to succeed in sales. At each meeting you have to do more than just facilitate a buying decision. The best salespeople can identify opportunities that might not be initially perceived […]

Bad news: outbound reach rates are at an all-time low. According to research from TOPO, it now takes 18 or more dials to connect with a prospect over the phone, and call-back rates are below 1%. It’s not difficult to see why. When the phone rings and you see a number you don’t recognize, you probably let it go […]

B2B Prospecting Many inside sales reps at B2B companies are regularly faced with the daunting task of calling a list of leads that haven’t been touched in a while. Anyone who has worked their way down a calling list is no stranger to the click of a phone hanging up, followed by the “dialtone of […]

The Revenue.io Selling Forward Conference brought together the world’s top sales and marketing thought leaders, attracting thousands of executives, managers, and reps from across the tech landscape. In over 20 sessions across two days, the speakers discussed the strategies, tactics and technologies needed for “the next normal.” They covered how sellers can expect to succeed […]

A sales team’s lead response, and everything that surrounds it, makes or breaks their success. At its core, lead response is the amount of time that it takes for a sales team to respond to an inbound lead sourced from their site, an advertisement, or a partner. However, the enablement of a rapid lead response […]