Assembling the right team, creating an incredible sales playbook and ensuring that your sales reps always preach the right sales values are all essential. But even the best sales team won’t be competitive without the right sales tools. Whether you’re the new head of sales or have been in the role for some time, you should evaluate […]

If you want to succeed as an inside sales manager, you can’t be afraid to get into the weeds with your team. You need to understand your reps’ process. You need to gauge the individual strengths and weaknesses of each rep. No two sales organizations are the same. But by watching your reps work, and even by […]

“When you’re finished changing, you’re finished.” Ben Franklin may or may not have been thinking about business operations when he wrote that famous line, but it’s just as applicable in our world as it was in the 1700s. I mention it here because our latest eBook is about something that everyone needs, but most people […]

I’ll admit right off the bat that the title of this article is a trick question. Because the majority of reps are not going to update their CRMs consistently. Why? Because reps view updating Salesforce as burdensome. As Andreesen Horowitz’s Scott Weiss rightly pointed out in a recent article, “The words ‘I need you to update Salesforce’ […]

Data is essential to successful sales management. People might think of marketers as the data geeks. But here at Revenue.io, I get the opportunity to talk to a lot of sales managers.  And every week, I’m routinely impressed by just how data-driven some of these sales managers are! It’s not hard to see why. Data about […]

Want to improve your inside sales team’s revenue and productivity? One of the best ways you can achieve fast growth is by better qualifying your leads. When your quota-carrying account executives are spinning their wheels talking to unsuitable prospects, it’s wasting time that they could be spending closing deals and moving valuable leads through your funnel. By quickly […]

Years from now, when you look back on your career in sales, perhaps you’ll remember 2015 as the year you transformed the way you sell. Why? Because sales acceleration technology now offers forward-thinking salespeople what once would have seemed like superpowers. Make no mistake about it – solid sales skills, the right sales process, and CRM are […]

Depending on your price point, business-to-business (B2B) sales cycles can be long. And sure, it probably will take your reps longer to sell a marketing automation system than a TV — much more is at stake. But I can say with almost 100% certainty that your sales cycles are longer than they need to be. In my experience, the number […]

The following is a guest post by Rajesh Setty, President and co-founder of WittyParrot, a content delivery platform. The secret weapon for your B2B sales teams is mastery of second contact and beyond. Mastery of second contact and beyond includes, but is not limited to: Being responsive Being contextually relevant Being trustworthy Having the X-Factor […]

I’ve found that no two inside sales teams are exactly alike. Each sales teams follows divergent sales processes, use different tools and care about different metrics. But one of the reasons that Salesforce is the world’s leading CRM is because it was designed to be customized to meet different sales teams’ needs. Not only does the CRM platform […]

More marketers are leading inbound sales teams, but even if your inbound sales team doesn’t report directly to Marketing, marketers still have the power and—in my opinion— the responsibility to help sales reps succeed. And one of the best ways to enable sales is by using a call tracking system. Call tracking software is routinely used […]

Visual search and knowledge platform Docurated has released a new infographic detailing the state of sales productivity for 2015. The infographic, which stems from the visual search and knowledge platform’s survey of 127 sales and marketing executives, highlights the importance of improving sales productivity. We also think it reveals some powerful opportunities for sales teams to drive more revenue this year. […]