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Discovery calls are designed to find a buyer’s pain points, unearth priorities, and understand their needs. It’s your first chance to wow a buyer. It all starts with building trust and rapport. If you can’t do that, your deal will be dead in the water. That’s why getting discovery calls right is so important. The […]
What’s the difference between an SDR, BDR, AE and CSM?  Sometimes it seems like the sales industry is full of more acronyms than the U.S. government. So if you’re confused about the differences between these roles, it’s understandable. To further confuse matters, if you go to two different companies, they might be calling the same […]
Maintaining strong and positive relationships with your customers is key to account management. Breaking the fourth wall, so to speak, and showing your customers that they are interacting with a living, breathing individual can break tension and increase customer satisfaction.  There are many ways to foster this kind of relationship, and in today’s world, text […]
Most sales leaders find themselves in an endless struggle to find time to coach and manage their teams. This leads to stalled deals, missed quota, and slowed growth. If this sounds like you, don’t worry; you’re not alone. The last generation of conversation intelligence solutions promised a way to fix this, but often fell short […]
Over the last few years, there has been an unbelievable expansion in tech. Continued investment from venture capital and private equity, open-source code, infrastructure gains, and APIs have all created a “Cheesecake factory menu” of options in your software solutions. Take MarTech as an example – in 2016 there were nearly 4,000 MarTech solutions in […]
Conversation Intelligence has quickly become a revenue-critical technology for sales and marketing teams. It’s easy to see why: revenue teams are able to unlock exponential growth when they extract actionable insights from their conversations with buyers. The reality is 70% of sales training is forgotten within a week according to Gartner’s research.  But it doesn’t […]
When is the best time to make sales prospecting cold calls?  To find out, we launched a major study in 2019, mining call data from millions of sales calls to uncover which times of day are ideal for key sales activities, including the best time to make cold calls.  Below, we’ll reveal the results of […]
There’s more pressure on revenue teams today than ever before. In order to keep up with growing demands, teams are relying more and more on outbound sales. And with this growing reliance on outbound sales, new tools and technologies are appearing to make it easier to connect with buyers.  But we wouldn’t be good data-driven […]
2 min read - December 13, 2021
The Role of Luck in Sales
I am a big believer in the role of luck in sales. Are you prepared to take advantage of your luck? The Roman philosopher Seneca the Younger is believed to have said that “Luck is what happens when preparation meets opportunity.” Are you prepared for the opportunity? Have you developed the sales skills, selling habits, […]
For the most part, there is no such thing as a good or a bad salesperson. Only one in the right or wrong system. You can possess all the capabilities you need to succeed in sales. And still come up short. Much of your success will depend on the circumstances you put yourself in. In […]
2 min read - December 2, 2021
You’re OK
Hey, I know you’re feeling a bit stressed. The end of the year is closing in. That can cause some anxiety. However, it’s important to keep in mind that you’re ok. You’re doing fine. You’re human. Life is hard work. You’re just normal if you feel it. The good and the bad. Stop and take […]
The Peak-End Rule of Sales will transform how you visualize your selling process. In sales we increasingly acknowledge the importance of the buying experience as a key factor in a buyer’s decision about which seller to choose. Daniel Kahneman, the Nobel Prize winning economist, developed the Peak-End Rule (based on his research into how people […]