Tell me if this sounds familiar: a newly hired sales rep spends a week or a few studying your sales playbook, then jumps on a phone call. The call is terrible. When so much is wrong with a phone call, do you address style, substance, personalization, opening remarks, the ask, closing remarks, or what? And […]

I understand that the title of this post might seem ludicrous to some. But bear with me, because I’m going to give you four compelling reasons why sales experience shouldn’t be your primary concern when hiring new SDRs. One of the most common things that managers look at before hiring new sales development reps (SDRs) is a proven track record […]

Inside sales compensation plans might not—at first—seem like the sexiest topic. But I have news for you: awesome sales comp plans can actually be the secret sauce to not only hiring great reps, but motivating them to peak performance. We recently participated in a webinar covering how to create and implement inside sales compensation plans that drive powerful results. […]

A team of all-star sales development reps (SDRs) can be your golden ticket to growth. Successful SDRs will not only source more appointments for your account executives, but also better appointments. And as long as you have competent account executives, more appointments with high-quality leads will create more opportunities and revenue. That’s why it is so important […]

According to recent data from the Bridge Group, 24% of sales development reps (SDRs) report directly to Marketing. These numbers are similar to what we’ve been seeing with our own customer base, indicating not only more responsibility for customer acquisition from marketing leaders, but also increasing alignment between Sales and Marketing. Simply put, closing deals is no longer […]

Part of our culture here at Revenue.io is to regularly talk to sales managers as well as sales reps so we can better understand how to improve sales processes. We nearly always learn something valuable from these conversations that we either pass on to others in the sales community through our content, or to our product team so […]

Sales development reps (SDRs) are an essential component of an inside sales team. They are hunters, navigating through uncharted territory, capturing leads with laser-targeted sales pitches. Great SDRs can open opportunities into new business that would have otherwise flown far under your company’s radar. But you’ve heard the phrase “Always Be Closing?” Make no mistake about it: SDRs should […]

I think every salesperson has had the experience of losing a deal to a competitor. It’s never a great feeling, but I try to see each lost deal as an opportunity to learn ways to better solve customers’ pain points. Tracking which competitors you’re losing deals to and why is one of the best ways to […]

Not all of your prospects are meant to be your customers! No matter what it is you’re selling, and how good you are at selling it, there are bound to be some prospects that just aren’t suitable to be customers. You might have the greatest product since sliced bread, but I guarantee that it’s not going to […]

Whether your sales development reps are working leads from marketing lists or building their own lists of leads, they need to be able to write engaging emails. In fact, as we mentioned previously, one of the most important skills that a sales development rep (SDR) can possess is the ability to write killer prospecting emails. Many companies have […]

Sales development reps (SDRs) are often tasked with hunting prospects within target accounts or industries. Social media platforms like LinkedIn and Twitter may be the most effective hunting grounds for these valuable contacts. According to Sales Benchmark Index, sales reps using social media can connect with 3.6x more key decision makers than reps who don’t use social […]

When I was an inside sales rep for another company, I almost exclusively sold to leads that came in from marketing efforts. At the time, however, we had outside sales reps who would hop in their cars, drive to viable prospective businesses and try to set up appointments. On good days they might even close a deal on the […]