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Sales coaching is most effective when a formal, well-defined coaching approach is implemented. CSO Insights even found that organizations with a random or informal sales coaching strategy attained win rates below the average of 51.8 percent. While coaching is critical for continuous performance and productivity improvement, it must be a regular, ongoing process. Obviously, sales […]
When it’s time to hire additional salespeople, it’s critical to include sufficient details to ensure you attract the best candidates. According to Gallup, today’s work environment means that you need to complete for employees as you do for customers. That’s why it’s important to focus on what potential new sales reps want from their work. […]
Our Founder & CEO Howard Brown appeared on BNN Bloomberg to discuss AI in sales, the powerful sales data trapped inside of everyone’s sales calls, and his experience working with amazing investors like Goldman Sachs and Bryant Stibel. Howard covers how Revenue.io began as a platform that increases the effectiveness of sales reps, and added […]
Sales is at an inflection point. Buyers are engaged later, sales reps are less experienced, and on average, they only make 68 percent of their quotas. This all means that sales coaching is absolutely critical to proper training reinforcement, skill building, knowledge development, accurate forecasting, and ultimately sales success. Top sales organizations excel by taking […]
The differentiation of data has transformed the sales process. We have technographic data to peer into the technical infrastructure our prospects use. We have behavioral and intent data to show us how our prospects interact with our brand and when they’re most likely to convert. We even have penetration data to see how conversation about […]
In B2B sales, selling into the C suite can be one of the most challenging, and the most rewarding strategies. Time with the C-level executives can result in a massive deal, but making and maintaining contact with them is incredibly difficult. You are constantly stopped by gatekeepers, calls go unanswered, and messages are never returned. […]
It happens to everyone, yet it seems to come without warning. You can be hitting goal after goal, crushing quota every quarter, then it suddenly seems to stop. The road gets bumpy, you lose speed, and everything seems a little bit harder. Maybe this was brought on by a recent change in companies, change in […]
In their 2018 buyer preferences study, CSO Insights found that salespeople ranked ninth out of the top ten ways buyers prefer to solve their business problems. “Vendor salespeople” placed below websites, peers, social networking groups, and web searches. In fact, only 23 percent of buyers named salespeople as one of their top three resources. This […]
At Revenue.io, we spend a lot of time with inside sales, sales development, and business development teams. Our product is core to their success, so we invest in these teams by listening to their problems, needs, and goals, and then maximizing their benefit from our solution. We keep a close watch on the trends across […]
On average, sales development reps (SDRs) must make 9.1 sales calls before they connect with a lead. Each connection is valuable, and a lot needs to happen in those first crucial moments of cold calling: The SDR must do some relating, and get the prospect to like them. The SDR needs to effectively communicate value […]
What is a lead qualification framework and why is it important? We all have to make decisions. Some of these are easier than others. When it comes time to make a decision, whether it’s what shirt to purchase, if we should go to that expensive restaurant, if we should splurge on a new TV, or […]
How effective is your sales coaching? When is the last time you asked yourself this question? It goes without saying, sales coaching is important. Sales coaching differs from sales training in that it is the continuous reinforcement of skills to improve performance over time. If you aren’t sales coaching at all, we’ve covered in depth […]