Coaching The main difference between coaching and mentoring is focus. Coaching is about improving specific skills or behaviors tied to immediate performance—handling objections, closing deals, or perfecting a pitch. It’s tactical and often situational. Mentoring Mentoring, on the other hand, takes a broader, long-term view. It’s about guiding someone’s overall growth, helping them align their […]

Before we get started, here’s a quote from Voltaire to help trigger some self-reflection: “Judge a man by his questions rather than his answers.” Actually, that pairs well with this wisdom from the Dalai Lama: “When you talk, you are only repeating what you already know. But if you listen, you may learn something new.” […]

As a sales rep, even if you receive the greatest sales coaching from the best coach, you could still fail. That’s because coaching plans cannot control one quality: the salesperson’s coachability. For this reason, Richard Harris states that sales coaching starts at the hiring process. The strategy of sales coaching has become increasingly prevalent. If you have […]

You’ve probably heard the common myth: “December is a bad time for B2B sales.” The assumption goes that businesses are winding down, decision-makers are out of office, and purchasing decisions are postponed until the new year. But here’s the reality: with the right strategy and mindset, the holiday season can be one of the most […]

If you are in sales, chances are you’ve been on a video conference. Video conferencing applications have become a necessity in the business world and are a staple in every company’s technology stack. Conversation intelligence platforms have become a key way of transforming the value of virtual selling and calls. The prevalence of video is […]

We recently hosted an incredible webinar on outbound sales prospecting that casted light on just how important sales prospecting is to maintaining a healthy B2B sales pipeline (highly recommended for anyone looking to up their game, and available on demand here). Here are some awesome stats that we uncovered in our webinar that show exactly how much […]

Sending mass emails should be Marketing’s job. Salespeople need to build relationships. With that in mind, I’m going to share with you a shining example of a sales rep who did just that. The best sales email that I received all year was from Adam Brophy over at UberFlip. Not only did I respond to Adam’s […]

Sales managers have the power to inspire their team to top performance and help reps achieve their career goals. It’s therefore no coincidence that many of the world’s most successful sales organizations have both recruited top sales leaders and provided them with the tools they need to coach their team to success. We scoured the […]

LinkedIn for B2B Sales Reps LinkedIn is one of the most powerful platforms available to B2B sales reps, and that’s why it’s frustrating to see so many reps using it incorrectly. “Using it incorrectly” is really an understatement. Several times a week B2B reps try to sell me something via InMail and fail miserably for […]

This past week was an incredibly exciting one at Revenue.io. First, we received national recognition for the amazing work environment and culture we strive to build each and every day. We then capped it all off with the announcement of our partnership with AWS and an appearance at AWS re:Invent in Las Vegas to launch […]

You work in cold calling driven sales long enough and you’re bound to hear it: that story about the salesperson who closed a six or seven figure deal from a cold call. In fact, I recently had dinner with a retired business to business (B2B) salesperson who had a stack of success stories that started […]

As a sales rep, you sell more than a product or a band-aid. You sell a positive change—a future state. You sell the idea that your prospect’s problems will disappear and their life will transform and improve as a result of their purchase. The same principle applies whether you are selling a car, an application, […]