Are sales reps underestimating their ability to close deals? According to a new data from Implisit, account executives are underestimating their ability to close deals. The study, which analyzed data from 500,000 opportunities, reveals that the average rep wins 13% more deals than predicted. In addition, reps are underestimating the time it takes to close deals. […]

We doubt anyone ever chose to be a B2B sales rep because it seemed easy. B2B sales cycles have a reputation for being arduous grinds that require lots of perseverance,  tactical planning and often the use of sales acceleration tools in order to get head-to-head with a key decision maker at the right time. Though closing […]

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 […]

You’ve probably heard the old saying, “Curiosity killed the cat.” When it comes to sales, I think it’s time to amend that saying. In sales, curiosity is perhaps the most important value to nurture. We’ve all know the stereotype of the pushy salesperson who only cares about closing the deal. Well asking your prospects questions […]

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 […]

With Revenue.io, sales reps have the power to improve lead quality by simply rating calls. While of course the holy grail for gauging lead quality will always be ROI, Revenue.io’s call rating feature enables sales reps to quickly signal marketers when campaigns are or aren’t driving great calls. This real-time visibility can inspire marketers to work […]

I like to think of Salesforce Dashboards as the reward for all the work marketing and sales teams put into Salesforce. Using dashboards, it’s possible to have a single view of all – or nearly all – the metrics you’ll need to not only monitor results and efficiency, but also show off your accomplishments at your next […]

When I was an inside sales rep for another company, I almost exclusively sold to leads that came in from marketing efforts. At the time, however, we had outside sales reps who would hop in their cars, drive to viable prospective businesses and try to set up appointments. On good days they might even close a deal on the […]

Leaving voicemails for prospects can be powerful in ways that sales reps can’t even comprehend. As an example, I recently received a voicemail from a sales rep at a company that sells software aimed at B2B content marketers like me. On his voicemail, he sounded engaging, knowledgeable about my industry and professional—the kind of person […]

One question that we get asked a lot around here is whether leaving sales voicemails is a complete waste of time. Sure, since the advent of email and unlimited texting, it has been more difficult to get calls back from voicemails. But does that mean sales reps should omit voicemails from their communication strategy? Far from it! First of […]

Can inside sales reps really afford to leave lead nurturing solely to marketers? According to data from Marketing Sherpa, 61% of B2B marketers hand all  leads over to sales, but only 27% of those leads are qualified. If you’re still thinking of lead nurturing as a synonym for email marketing, it’s time to adjust your […]

If there’s one thing I can’t stand, it’s when I hear sales reps calling under the guise of “just calling to check in,” or “just calling to say hi.” Sales reps take note: if you don’t give your prospects a clear, justifiable reason for calling, the conversation is over before it started. In order to […]