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The idea of revenue operations has seen rapid growth during 2019, and is sure to become a major trend during 2020. By tearing down the walls between sales, marketing, and customer success teams, revenue operations is helping companies become more efficient, effective, and successful by integrating data, tools, processes, and strategies to create a streamlined […]
The Sales Enablement Soiree was one of our favorite events at Dreamforce 2019. Not only did this single-day event contain enough information for an entire week, but it also gave attendees and sponsors alike the opportunity to coverage around the idea of sales enablement to see where it has been, and what it means for […]
About the Lending Marketplace Industry Fundera is an online lending marketplace that is the go-to financial resource for everything small business. Currently, there are over 200 digital lenders in the United States and their global volume is expected to reach over $290 billion by 2020. These marketplaces are taking the financial world by storm as […]
This morning, Revenue.io Founder and CEO Howard Brown joined Stuart Varney on Varney & Co. to discuss how companies like Amazon, HPE, Twilio, SAP, and more use Revenue.io’s ConversationAI to analyze engagements between their sales teams and prospects. Howard discussed the importance of the customer experience saying,”We’ve moved from a product economy to an experience […]
Omnichannel sales is the trend that has rocked 2019 in terms of prospecting methods. While sales reps everywhere (and prospects, most likely) rejoice that the days of “smile and dial” are over, measuring the performance of modern sales teams has brought new challenges for sales managers everywhere. CRM’s are typically not equipped to track complex […]
With the majority of 2019 already in the rearview mirror, it’s time to start planning 2020. Thanks to the major advancements in sales technology over the past few years, one of the most important components of sales success in the near future will be sales enablement and sales operations. Sales enablement leaders must know how […]
Sales cadence: why does it matter? A sales cadence (also known as a sales sequence) is a scheduled set of engagements between a salesperson and a potential customer of a business. Some of the steps are automated, such as emails or text messages, while others are initiated by a salesperson, such as phone calls or […]
Artificial intelligence has already permeated our lives as consumers. The transformation was discreet, but it has made things better in every way. The last time you used Netflix, an AI helped you decide what to watch, when you shopped on Amazon, an artificial intelligence influenced what you purchased, and when you ordered that Uber, an […]
Your sales pipeline is the fuel line that powers your sales process and turns leads into revenue. A pipeline typically consists of stages that sales prospects advance through as they become a customer. Beginning with your marketing team, your sales pipeline delivers contacts from your marketing team to sales development reps, who turn them into […]
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 […]
The relationship between your sales development reps and account executives is absolutely crucial to your sales success. Without the two teams working in harmony, you risk missed opportunities and lost deals. The average sales team has 2.6 account executives for every SDR. That means that each sales development rep is stretched thin, as they must […]
Scaling, or the stage that follows the growth phase of an organization, is especially hard on a sales team. At this point of growth, significant executive attention and pressure is placed on new revenue growth. Additionally, when selling a new product in an emerging market, freshly hired sellers & managers are tasked with testing messaging […]