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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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eBook

The Top 5 Sales Productivity Killers Solved By AI and Automation
New ways to solve the top 5 productivity killers standing in the way of sales productivity

Tool

How to Transform Sales Conversations with AI
A 7-step checklist to help you evaluate AI-powered solutions

eBook

Executive Summary: The 2023 Sales Engagement Market According to Gartner
This executive summary discusses the market direction of sales engagement solutions

Podcast

The Risks and Rewards of AI in Sales [Ep. 87]
This week, Alastair and Howard are joined by Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. They discuss what commercial excellence means, how to assess and prioritize opportunities in an organization, and the power of innovation in companies of all sizes. They offer practical strategies for how to increase the risk appetite at your organization and the benefits of adopting AI for your team.

Tool

Customer Success Use Case Factsheet
Measurably improve customer experiences with Revenue.io

eBook

How to Lead a Pipeline Transformation Initiative: Understanding ROI, OpEx Savings and Cost of Inaction From Sales Platform Investments
This report lays out common levers for growth as well as detailed scenarios for calculating expected ROI, COI and OpEx savings.

Tool

The New Sales Prospecting Call Framework
A sample framework for outbound prospecting using AI-powered guidance to grow pipeline.

Tool

The New Inbound Lead Response Call Framework
A sample framework for responding to high-intent inbound leads using AI-powered guidance to grow pipeline.

Podcast

The Oxymoron of Sales Forecasting [Ep. 86]
In part two of our conversation with Barry Trailer from the Sales Mastery Institute, we get underneath the oxymoron of sales forecasting. We dive deep into how time-to-value impacts forecasting, the importance of understanding the buyer journey and the need to support buyers in the process. We also discuss how to accurately forecast sales, the quality of CRM data and how to avoid margin compression.

Case Study

Enterprise Fintech Company Transforms Underperforming Reps into Champions with Revenue.io
This case study features a Canadian Enterprise Fintech company that sells accounting software to businesses in a variety of industries.

Tool

Account Executive Use Case Factsheet
Revenue.io helps every rep create more pipeline and revenue while giving managers the insight into opportunity engagement they need to hit their targets.

Podcast

The Secret to Sales Excellence in the Face of Uncertainty [Ep. 85]
This week, Alastair is joined by Barry Trailer from Sales Mastery to discuss his 2023 Coaching Impact Report. They also cover the importance of the Ideal Customer Profile (ICP) and relentless qualification throughout the sales funnel as well as the significance of expanding footprints within existing accounts to weather the storm during challenging times.