Blogs

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 […]

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, […]

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, […]

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 […]

Scaling, or the stage that follows an organization’s growth phase, is especially challenging for a sales team. At this point of growth, significant executive attention and pressure is placed on new revenue growth. Additionally, when selling a new product in an emerging market, freshly hired sellers & managers are tasked with testing messaging to find […]

Not all of your prospects are meant to be your customers!That’s why it’s so important to clearly define what a sales-qulaified lead (SQL) is for your company.

All business people face increasing demands for time. Naturally, that means the people you are selling to don’t always want to be on the phone with you. However, if you can guarantee an enjoyable interaction each and every time you speak with your prospects, they will want to spend more and more time with you. […]

Since Apple’s iPad mini came out last year, it has quickly become one of our favorite mobile business devices. This is an updated version of the popular productivity guide that we put out several months ago. Over time, we’ve found that the mini is the perfect size for portability, while offering a screen size that’s conducive […]

We’ve entered a new era of sales and marketing alignment. According to The Bridge Group’s Sales Development Metrics and Compensation Report nearly one half of inbound-focused inside sales reps now report directly to Marketing. While this may seem counter-intuitive to some, it actually makes a lot of sense. Marketing already owns much of the technology that can […]