The Scout motto is “be prepared.” But perhaps that should also be the motto for SDRs. One of the biggest mistakes SDRs make is not adequately preparing for sales calls. Sure, there isn’t time to extensively research every sales prospect. But suppose that a key decision maker at one of your target accounts filled out a contact […]

For SDRs, a great sales discovery call can add a valuable opportunity to your pipeline. But far too often, reps sabotage a fleeting opportunity to transform a hot lead into a loyal customer. Obviously, they don’t do it on purpose. In fact, they often walk away from the call thinking, “that went well!” and then be shocked when […]

Is your sales team facing increasing competition from similarly-featured competitors? Are you involved in more competitive deals than ever? In a world where the competitive differentiators in most industries are increasingly minuscule, reps have to ensure they master the early stage discovery call. We are entering an era where discovery calls are even more important […]

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 […]

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 […]

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 […]

Salespeople must first consider themselves in the prospect’s shoes. When you have purchase authority in your organization, and the marketplace is made aware, you receive solicitation calls and emails throughout your day, every day. Those who differentiate themselves by messaging you the right way, at the right time, with the right information are the ones […]

Let me ask a question that I hope you can answer honestly. How much time are you really spending personalizing each sales email you send? If you’ve been noticing a drop in email response rates (or if they were never exactly soaring to begin with), you’re not alone. Across the board, sales reps are having […]

As virtually every sales rep knows, Local Presence Dialing is a game-changer for outbound inside sales teams. Without localized caller ID, it can be tough to get prospects to pick up their phones. But with it, dialing from local numbers can lift call connection rates by up to 400%. But we here at Revenue.io have never been easily satisfied, and our product […]

This column was originally published on Entrepreneur.com on June 16, 2016. As my company’s founder, I was essentially its first sales rep. But as we’ve grown, I’ve needed to scale sales and hire new reps. One of the most important lessons I’ve learned from growing a sales team is that spending time with newly hired […]