One of my New Years’ resolutions for 2015 was to gain a better understanding of our customers’ needs. So last week, I did something that most marketers rarely do: I answered inbound sales calls. This might sound unusual, but here at Revenue.io, part of our mission is to fully understand what our customers need to […]

There are a number of factors that can be used to qualify inbound B2B sales leads. Do they have the authority to buy? Do they have a budget allocated? But I think the most important qualifier is how much a prospect needs your solution. I’ve found that when prospects have a need for a solution, they’ll […]

Whether you have a team of dedicated sales development reps (SDRs) making outbound sales calls or inside sales reps that spend some of their time on out outbound prospecting there are enormous opportunities to grow revenue. To help set you on your path to crushing outbound sales, here are nine bellwether statistics about outbound sales calls. They […]

You may have heard that December is a bad time for B2B sales. You might think that companies don’t make purchasing decisions until the new year. But I’ve found that a little extra effort in December can yield powerful returns. So if you’re looking to raise the roof on your end-of-year numbers, here are three reasons […]

We recently hosted an incredible webinar on outbound sales prospecting that casted light on just how important sales prospecting is to maintaining a healthy B2B sales pipeline (highly recommended for anyone looking to up their game, and available on demand here). Here are some awesome stats that we uncovered in our webinar that show exactly how much […]

Do you find yourself competing with other vendors to win deals? I’m guessing the answer is yes. Virtually all B2B companies have at least one direct competitor. And whether you’re working at a startup that’s trying to take market share away from more established brands, or you’re working at an enterprise company trying to maintain a dominant position, […]

I recently attended a fantastic webinar hosted by RingLead’s Amanda Nelson. The webinar discussed the importance of building credibility with sales prospects. Credibility is vital to sales. At the end of the day, people are far more likely to buy from people and companies that they deem credible. The webinar featured an expert panel including […]

There has been a lot of talk about using gamification to enhance sales performance. And sure, giving badges to salespeople who meet goals can potentially motivate them to succeed. But at the end of the day, salespeople really just want to hit their numbers, keep their jobs and be duly compensated for their efforts. You don’t need to make […]

Here at Revenue.io, one question we get asked all the time is whether or not outbound sales is dying. My response is always the same: outbound prospecting can be just as powerful as ever, but yesterday’s prospecting tactics just aren’t going to work on today’s B2B buyers. Maybe your prospects aren’t picking up their phones as much […]

A marketer’s job should not end where a salesperson’s job begins. One of the biggest mistakes that B2B marketers make is assuming that their job should end with lead generation. But All B2B marketers should be full-cycle marketers, which is to say they should stay engaged with sales and help move leads through each stage of […]

Ready to manage your sales team like the world’s top inside sales experts? At Dreamforce, one of our most popular sessions was one in which we asked a panel of some of the world’s top sales coaches to weigh in on their best and worst sales metrics. We’ve now distilled the collective wisdom of all […]

New data from the Bridge Group reveals that while the average number of dials that sales development reps (SDRs) make has remained constant since 2007 (52 dials per day), the number of conversations that those dials yield is dipping (down to just 7 conversations per day for outbound prospectors). Even more interestingly, the same study shows […]