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Sales Academy

Learn about the strategies, tactics and technologies used by the world’s top sales and revenue operations teams.

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Podcast

Bolster Training Structure to Increase Learning Efficiency with Kristen Taraszewski [Episode 1111]
Kristen Taraszewski talks about the challenges in training technical sellers and how they eventually came up with gamification as a way to personalize an organization’s training structure.

Webinar

Double Your Pipeline: New Sales and Marketing Secrets for Converting Qualified Leads
It’s getting harder for SDRs to connect with prospects and book meetings. And that means marketers need to spend even more to drive high-quality conversations. Our latest research predicts that the cost of high-quality conversations will increase 57% over the next 4 years. For marketing and sales development leaders to hit their pipeline goals they need to be working in lock-step.

Podcast

Using AI to Become Even More Human [Ep. 66]
We talk with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen, to break down how using today’s best AI tools can help us really focus in on the human side of selling.

Tool

The Definitive Buyer Checklist: How to Lead a Successful Technology Change Initiative
Selling is hard, but buying is harder. That’s why we’ve created this checklist: to enable you to lead a technology-buying initiative successfully.

Podcast

Connecting How Sellers Sell and How Buyers Buy with Philip Squire [Episode 1110]
Philip Squire shares his take on the perspective that the buyer should drive how a salesperson sells and the key skills that mean the difference between education and training in sales.

Podcast

Create a Positive Buying Experience Using the Right Insights with Derrick Jenkins [Episode 1109]
Derrick Jenkins talks about the uses of Owler when it comes to sales prospecting and why, even with how crucial it is, some salespeople still don’t do their research early on.

Podcast

Conquer Challenges Through Sales Effectiveness with Robert Koehler [Episode 1108]
Robert Koehler shares about his time managing marathon runners and how this eventually helped him see the importance of accountability within sales effectiveness and the many people involved in each process.

Podcast

Question Your Paradigm and Operate at Mind 3.0 with Ryan Gottfredson [Episode 1107]
Ryan Gottfredson defines vertical development as the process of elevating your personal operating system in cognitively and emotionally sophisticated ways.

Video

How to Manage Pipeline Forecasting with Revenue.io
Jeff Shelton demonstrates how we use pipeline forecasting to understand which deals are at risk and how to move them forward.

Podcast

Never Leave a Soldier Behind [Ep. 65]
Dana Therrien, Vice President & CRO Practice at Anaplan, returns with Alastair and Howard to talk about the best ways to support your team and help them succeed with the right tools and training.

eBook

Top 5 Pipeline-Crushing Mistakes SDRs Make on Calls
These top 5 SDR mistakes are crushing your pipeline. Here’s how you can stop them.

Podcast

Running With the Data [Ep. 64]
Dana Therrien, Vice President & CRO Practice at Anaplan, joins Alastair and Howard this week to talk about how actioning your data can make you a better runner as well as a better sales professional.