Cold calls are one of the most ubiquitous, debated, and disliked activities within sales. It’s very rare when someone actually wants to be cold-called, and very few salespeople actually like making them. Because of this, cold calling is often overlooked or avoided (especially when your team doesn’t have any excellent cold calling scripts at their […]

What is the Definition of Inside Sales? The definition of inside sales refers to any type of sales that are handled remotely. Over the past decade, inside sales has come to be the dominant sales model for reps in B2B, tech, SaaS, and a variety of B2C industries selling high-ticket items. An inside sales model […]

Email is one of the best tools a salesperson can have. It is highly efficient, can easily contact mass amounts of leads and prospects within minutes, and can be highly targeted to a sales reps’ most relevant audiences. Sales emails can also be used in conjunction with sales calls, as they increase the effectiveness of […]

Uncover new data that unveils actionable insights that will transform your sales prospecting strategies. Andy Paul, Sales Expert and two-time Bestselling Author, will join Howard Brown, the Founder and CEO of Revenue.io to reveal top-performing sales reps’ activity numbers, connection rates, and more from the Revenue.io 2020 Sales Prospecting Benchmark Report. The two will cover […]

We’ve said it before and we will say it again: cold calling is hard. But, every single sales team in every single industry absolutely must make them. If your team does any type of sales prospecting, your reps need colds to reach new leads, capture new clients, grow their network, and ultimately generate more revenue. […]

In TOPO’s 2019 Sales Development Benchmark report, 88 percent of the participants cited outbound sales development representatives as essential to their success. Since outbound reps typically perform prospecting, it is therefore essential that your reps have excellent B2B prospecting tools in order to make them more efficient and effective. During prospecting, development reps have to […]

In sales, it’s absolutely essential to get your priorities straight. And yet, salespeople are often asked to multi-task.  There are always inbound leads to follow up with, lists to build, demos to give, emails to reply to and new prospects to dial. I even had a job once where I managed paid search campaigns in-between […]

Sales development reps (SDRs) find themselves in a challenging situation when they are asked to prospect for new leads across a diverse cross-section of industries. The problem? Every industry has also has its own language. Unless you are (at least somewhat) fluent in that language, it can be nearly impossible to sell into any industry but your […]

Whether your sales development reps are working leads from marketing lists or building their own lists of leads, they need to be able to write engaging emails. In fact, as we mentioned previously, one of the most important skills that a sales development rep (SDR) can possess is the ability to write killer prospecting emails. Many companies have […]

A dedicated team of sales development reps (SDRs) might be the quickest way to scale your business. An SDR (also known as a sales prospector) is a rep that focuses solely on searching for new sales leads. An SDR’s only mission is to find new leads  and convert them into sales opportunities. They don’t follow […]

When I was an inside sales rep for another company, I almost exclusively sold to leads that came in from marketing efforts. At the time, however, we had outside sales reps who would hop in their cars, drive to viable prospective businesses and try to set up appointments. On good days they might even close a deal on the […]

Despite analyst predictions that it would be extinct by now, the outbound sales campaign is alive and well. According to BridgeGroup, inside sales jobs – sometimes called “sales lead generation” jobs – are up by 54%. You didn’t really think that all those inside sales reps were taking inbound calls all day, did you?  Well, they […]