Sales

As a brand new SDR, nothing feels worse than consistently being at the bottom of the leaderboard. You heard it was tough, but you weren’t expecting it to be THA

Shocking to some and old news to many, social selling is a hot topic that has many moving parts to it. There’s more than one way to go about it and all have the

Many salespeople spend too much of their time becoming experts on a product instead of what their product actually does for the buyer.I learned very early in my

Selling is hard, but B2B selling and marketing are especially so. There are fewer targets. More nuance. Higher stakes—for both the buyer and you. The deal is

So, you got a job in sales.Maybe you’re a sales development representative (SDR), an account executive (AE) or, perhaps, you find yourself in a myriad of other

I’ve made over 20,000 hours of cold calls. I guess if I had listened to Malcolm Gladwell, I only needed 10,000 hours to reach that Mozart level. I’ve analyzed m

You can break down the first 3 seconds of a call into two categories: RAM and ROM. RAM (Random-Access Memory) is the temporary fast memory in a CPU. This is the

What is Revenue Operations? What do Sales Teams need from Revenue Operations? 9 Essential Functions of Revenue Operations The Untapped Potential of

If you are a revenue leader, you probably spent most of Q4 planning, most of January in SKOs and board meetings, and are finally executing on your current year

We’ve been told so many times that we need to “do more with less”. During our recent webinar powered by Common Room, we dove into “signal-based selling” — the c

We’re about five months into what’s considered our new normal. A question we continue to ask ourselves day after day since March is, “What will the other side o

Did you know….”nearly two-thirds (64.8%) of reps’ time, on average, is spent in non revenue-generating activities, leaving only 35.2% for functions related to s

One of the best examples of the community we’re building at RevGenius is RevLeague. With 300+ members, weekly programming, and big-name sponsors like Vidyard, t

Business stakeholders care about increasing their sales pipeline with more deals, larger deals, shorter deal cycles, and higher close rates. Each of these is a

Sales commission structures have long played a critical role in the realm of sales, driving performance, and serving as a pivotal motivational tool. Yet, like e

Price, without the context of value, is expensive no matter who you’re asking.If you’ve been in sales long enough, you’ve undoubtedly had a buyer tell you your

Sales and Pre-Sales Annual Planning: Two Approaches The approach is two-fold.  Bottoms-up forecasting, starting with people and ending with a Top line revenue

Have you ever read about how to write a sales breakup email? Someone in the RevGenius community asked how to write a great breakup email, which made me curio

Marketers are often focused on understanding customer behavior. They make assumptions about customer journeys based on what they can see in their analytics. But

As a high-volume and high-velocity team, Sales Development Representatives (SDRs) generate a substantial amount of data. Each month they engage with hundreds of

One of the questions I’m most frequently asked by salespeople as a marketer is how to write more effective messages. It’s a skill marketing professionals consta

Before diving into the five tips on using data to coach sales reps, I want to point out the biggest misconceptions organizations have when we talk about coachin

Sales fatigue happens to the best of us and doesn’t tend to wait around for when it would be least harmful; that’s why we will demystify this phrase and help eq

Let’s be honest with ourselves. The sales floor is not coming back.At least not in the way it once was: your whole team being in one office, sitting in the same

Think about your personal buying experiences day-to-day. Everything we buy is on-demand, easy to access, and predominantly frictionless, or we look elsewhere.

What drives our growth more than our experience? Where would we be without these moments of total failure? I remember those times when I felt utterly deva

There’s a story, possibly apocryphal, about Neil Armstrong visiting a class of Japanese students after visiting the moon landing. When a student asked what it w

We’ve all gotten that cold pitch. It starts off with something like “I hope this finds you well”. As you read it, your mind immediately dismisses the note.It hi

Today’s sales companies are struggling with competing in a new landscape, transformed by unexpected changes to buyer behavior and the economy. Since the pandemi

As it turns out, "sales enablement" is a surprisingly difficult phrase to define.If you ask someone what it is, chances are, they'll wave their hand at you dism

Day three of RevCon kicked off with John Barrows sharing how sales reps can use AI to get ahead. John’s session was packed with practical tips for sales pros, a

2020 was the kind of year that comes along once in a lifetime. It changed what we do in quite a few ways, especially with remote work becoming normalized. Right

Customers hate the traditional sales process that many SaaS companies still rely on. The process that do not increase value goes somehow like this: The

Every day you learn something new. It might be learning how to make a fantastic breakfast from YouTube, becoming more conscious about perceptions based on 360 f

Having been in sales, sales leadership, operations and enablement for the better part of 20 years, one thing that I’ve known to be true, remains true. Too of

Scoring consistent sales wins will always be one of the most difficult challenges for sales teams. Even the best-trained professionals will encounter the occasi

Forgive the leading question, but if you could put some awesome product, sales and marketing people on your team for free that could help you stand out against

What are B2B contact lists? B2B contact lists are just as the name suggests–compiled lists of contact information and details on individual target customers wo

Sales has always been a challenging game, but the proliferation of data, media channels and platforms, has made selling even more complex. The widening gap in e

“Never interrupt your enemy while they are making a mistake.” This quote has been attributed to Napoleon Boneparte since 1836, referencing his notes from a b

Automating data entry, AI-driven actionable insights, and the creation of dynamic playbooks can improve sales efficiencies, provide clearer pipeline visibility

As a sales leader, I've been involved in many company transitions from founder-led sales to dedicated sales teams. Each time, it feels like a moment of reckonin

You've been an AE or BDR for some time now; you’ve been brainwashed your entire career to think the next step is naturally becoming the manager. Maybe not. Lead

If the past ten years prove anything, it’s that sales and marketing methods are evolving rapidly. In fact, experts suggest that processes around sales and marke

During our recent webinar powered by Avoma, we dove into rookie mistakes sinking your inbound  — we had 3 experts sharing their insights: Erin Hartje, Senior Ma

Gartner's research reveals that organizations prioritizing Go-To-Market alignment are nearly three times more likely to exceed their new demand generation targe

Booking appointments is hard.If it was easy, then EVERYONE would destroy their quota.But the truth is, sales is a game of refinement. Little tweaks that can be

As sellers in a fast-paced, digital age, we have to do a better job of how we show up and where we show up. Pre-pandemic buyers were already telling us tha

Here’s the deal. Cold email, done correctly, is an amazing mechanism for starting a dialogue with a stranger. In sales, we love the cold. Cold calls. Cold email

The market disruptions during COVID-19 tipped the playbook for how SaaS companies go to market—including the role of data in marketing to potential customers.Th

Sending email represents one of the most successful methods of communication for sales and marketing teams alike. That fact became even more true after the coro

In 2023, B2B sales teams are no strangers to change. Three years ago, the dramatic onset of COVID-19 forced nearly every industry to pivot and transform its pra

It’s been a tough year in sales. All the key metrics are heading in the wrong direction, like generating leads, win rates, and sales cycles. As a result, demand

Nearly 600 people joined us live for this session, and it's no surprise why—it featured a stellar panel! Moderated by Leslie Venetz, with insights from Darren M