Leaving voicemails can be one of the most powerful sales channels. I often get over 100 sales emails in my inbox a day. But I get very few voicemails from salespeople. A great voicemail can be an excellent way to cut through the noise and reach your prospect. And remember, that voicemails should only be […]

Ask yourself a question: how many of your sales reps are truly selling at their full potential? Sure, you may have reps that are hitting quota, even some outstanding reps on your team. But what if every member of your sales team could book even more meetings, close more deals and drive more revenue? As a […]

So you’re going to Dreamforce. Aside from customer or partner meetings you may have, there’s also a seemingly endless assortment of  attractive events and activities. How do you choose where to spend your valuable time? Having attended every Dreamforce since 2008, I know more than anyone how difficult it is to plan your schedule. The quality […]

In order to have a successful sales enablement program, you need two key ingredients. First, you need to have buy-in from leaders at multiple departments. Departments have to work together in lock-step in order to achieve the shared goal of driving revenue. However, it’s equally important to have the right sales enablement tools. The right […]

Each day, we here at Revenue.io get to work with true sales heroes, ranging from the front line reps to global executives. One of my favorites are those sales leaders that are focused on sales enablement, defined as having to do with the processes, content, technologies and tools that improve the performance and productivity of the […]

We recently spoke with ServiceNow’s Senior Director of Global Demand Center Ralph Barsi about how to hire and train your inside sales dream team. We asked him to reveal some of his hiring secrets.  How do you evaluate candidates with little or no professional experience? Ralph Barsi: Evaluate attitude first. It’s the #1 reason people succeed or fail […]

If you’ve been tasked with hiring sales reps, you’ve likely already faced the reality that it’s getting harder and harder to hire reps with proven sales experience. A lot of the sales leaders we’ve worked with here at Revenue.io have told us that competition to recruit reps has grown so fierce that they are hiring […]

It’s almost time for Dreamforce again, and this year I’m honored to be moderating two panels that are filled with top sales experts from some of the world’s most successful enterprise and growth-stage companies. Both panels are scheduled for Tuesday October 4, with each addressing a vital challenge that sales teams face today. Our first session is called Selling Globally: […]

I’ve been hearing more and more sales leaders discussing the importance of sales enablement lately. Sure, hiring the right inside sales reps will always be important. But I think that more sales organizations are starting to get hip to the fact that—in this highly competitive market—sales talent alone isn’t close to enough. Beyond talent, hustle and other […]

If you’re like many sales leaders, you’re feeling the pressure to onboard and ramp up a sales team quickly. It can be tempting to hire any rep who seems reasonably intelligent and likable. And sure, the right sales coaching and sales tools can help most reps perform better. But that doesn’t mean you should hire every […]

What’s almost as important as hiring great reps? Your training process. Without proper onboarding and coaching, reps that could have been all-stars in your organization could end up striking out. In order to be successful, reps need to possess a thorough knowledge of: The solution they are selling Your entire landscape of competitors (and how your solution […]

If you think of your entire sales organization as a car, then that car’s engine is your sales operations team. Even though it can’t be seen by drivers, it is working constantly to propel your sales teams forward to their goal. Your sales operations team’s job is not only to help sales run smoothly, but […]