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What does inbound sales mean in 2023? If you ask five different companies how they define inbound sales, you may just get five different answers. That’s because sales processes vary wildly from organization to organization. Some companies split salespeople into dedicated inbound and outbound sales development teams, while other companies task reps with both prospecting […]
A sales team’s lead response, and everything that surrounds it, makes or breaks their success. At its core, lead response is the amount of time that it takes for a sales team to respond to an inbound lead sourced from their site, an advertisement, or a partner. However, the enablement of a rapid lead response […]
One of the most motivating factors for sales reps is their sales compensation, and it can help companies attract and creating top sales talent. Inside sales research from ZS and Reality Works found that 40% of large technology companies plan to increase their inside sales headcount. However, the sales talent space is extremely competitive and […]
Hot leads are the sales person’s holy grail. Hot leads can be defined as a high-value lead that is a qualified buyer, actively engaged with your company, is highly interested, and is ready to buy. Hot leads are like striking gold. A deal with a hot lead closes extremely quickly and typically requires little effort […]
The Best Response Time Wins A recent experiment revealed that only 42% of B2B companies responded to leads within 5 days (yes, you read that right — days). What’s even more shocking is the fact that the other 58% never bothered to respond. Given the fact that B2B marketers are projected to spend over $4.6 […]
Call recordings are a powerful coaching tool — it’s the game film of sales teams. Reviewing your reps’ call recordings can help to improve their pitch, presentation skills, and so much more. In part 1 we discussed the first 7 of our 14 key elements. Hopefully, you’re already finding them helpful in your call recording […]
One of the best parts of modern-day marketing is the massive amount of data that is available to us. This data provides complete visibility into the performance of marketing campaigns, especially those that capture inbound leads. With this insight, we can maximize our inbound efforts to collect as many leads as possible. This newfound ability […]
So you’ve got your first SaaS sales job. Congrats! Of course, now you want to truly succeed. Although you want to get up to speed as quickly as possible, remember the average ramp time for a new sales rep is 4.8 to 6 months so don’t put too much pressure on yourself. First you’ll receive […]
“Whatever dude.” [click] Just the other day, I answered our company’s general line with “Revenue.io, this is Kanwar how can I help you?” I was greeted by a prospecting sales rep on the other end. A rather disingenuous conversation followed, where I simply and repeatedly tried to gather who he was, where was he was […]
It’s staggering to think how much potential revenue companies leave on the table every day simply by not responding to web leads fast enough. When HBR published a now-famous article on lead response, sales organizations everywhere became wise to one of the biggest obstacles that stands in the way of sales growth: lackluster lead response time. The article […]
For years, pundits were predicting “the death of the phone call.” In fact, nothing could be further from the truth.. According to BIA/Kelsey, $64.6 billion is spent each year across media just to generate calls to businesses.  More data from BIA/Kelsey reveals that 66.4% of companies surveyed report calls as a high-quality lead source—higher than any other […]
We’ve entered a new era of sales and marketing alignment. According to The Bridge Group’s Sales Development Metrics and Compensation Report nearly one half of inbound-focused inside sales reps now report directly to Marketing. While this may seem counter-intuitive to some, it actually makes a lot of sense. Marketing already owns much of the technology that can […]