The Sales Intelligence Blog

Building a good sales cadence or sales sequence by following strong sales cadence examples can make your sales team more productive and enforce the use of best practices in your team’s selling efforts. 42% of sales reps find prospecting to be the most challenging part of the sales process, according to HubSpot. With a strong […]

Imagine you’re an inside sales rep who is given a list of outbound leads to call down. It can be tempting to just dial down the list cold, in hopes of initiating as many conversations as possible. But think how much more successful you could be if you had access to contextually relevant information about each […]

What if every lead that called your company could be instantly connected to someone specializing in the product they want? If you could do that, how much more business could you close? For example, let’s say that you sell cloud app hosting packages that you are advertising on Google AdWords. With Revenue.io, the moment a […]

Four of the most common terms you will hear anywhere in sales are prospect, lead, contact, and opportunity. Sometimes they are used interchangeably, but each has their own distinct meaning that directly refers to the sales process. So what exactly is a lead, a prospect, contact, and an opportunity? What do the terms mean, how […]

It’s common to use service level agreements (SLAs) in customer contracts or vendor relationships to clearly define the obligations of involved parties. SLAs can also be powerful internally as well, especially in a sales team. SLAs serve two purposes. The first is to define roles within the areas of overlap between different reps. Many teams […]

Bestselling author Chris Voss has negotiated some of the most difficult deals in history. As a lead negotiator for the FBI, he found himself in more than a few life-and-death situations. From his career in the FBI to his transition to being a business consultant, Voss consistently used a tactic to gain a powerful edge […]

Too many sales conversations are falling flat and failing to engage potential customers. And according to Forbes, 74% of customers choose the first company that adds value. How can sellers use artificial intelligence (AI) on sales calls to engage prospects and help them see value in every single conversation? The key to success lies in […]

One of the most motivating factors for sales reps is their sales compensation, and it can help companies attract and creating top sales talent. Inside sales research from ZS and Reality Works found that 40% of large technology companies plan to increase their inside sales headcount. However, the sales talent space is extremely competitive and […]

What are the best sales books of all time? To find the true answer, we first turned to Amazon and other sites to find the most popular sales books, ranked by the number of reviews and their ratings. We then asked the sales industry by running a March Madness-style tournament called Sales Madness. The books […]

Sales call tracking in Salesforce improves visibility into every conversation, helping teams understand what drives pipeline, conversion, and revenue. While sales reps have more communication channels than ever, phone calls remain the most effective way to engage prospects. Unlike email or messaging, calls allow reps to have real-time, two-way conversations where tone, pacing, and intent […]

Storytelling works in sales because humans experience life as one big story. Scholars like Walter Fischer, a USC professor and researcher, have been have been studying how we interpret our experiences and how that affects human communication for decades. The resulting theory, called the Narrative Paradigm, helps explain why stories more often persuade humans than […]

Advanced call routing improves sales performance by instantly connecting inbound calls to the rep most likely to convert—based on availability, expertise, and buyer intent. Instead of sending calls to the next available rep, modern routing systems ensure high-intent prospects reach someone who can actually close the deal. The result: faster response times, better conversations, and […]