All Posts By

Greg Casale

Outbound Conversion Rates Before and During COVID-19

By Reveneer, Sales Industry No Comments

Over the past week, I’ve been asked quite a bit how COVID-19 has affected our ability to execute outbound B2B lead generation strategies on behalf of our customers, given that most of the companies we typically target have moved workers to the home.  We had some anecdotal evidence to suggest that, at least for some personas, the inability to travel might make them more accessible,…

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“I Have Plenty of Inbound Leads, Why Do Outbound?”

By Sales Industry

I was recently asked in a reply to one of my Linkedin posts about the need for SDR teams to engage in outbound calling, “What would you do if you literally had more marketing leads than you could handle?  How do you focus on these expensive leads full time without going completely away from OB (outbound)?” On the surface, the answer might be deceivingly simple. …

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Reveneer Team Holiday Group Photo

Reveneer Looks Back on 2018

By Reveneer

This month, Reveneer celebrated the end of 2018, another record year helping our customers transform how they sell.  Last year, we checked off several major milestones – more than doubling in size, being recognized as a best workplace by Inc. Magazine and Boston Globe, signing a lease on our huge new office, and becoming an employee-owned company. To recap our successful year, we held the first annual…

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Sales team sitting at their workstations

“No One’s Picking up Today!”

By BDR Tips & Tricks

Spend enough time on any sales floor, particularly those making outbound calls as we do at Reveneer, and you will likely hear the refrain “No one’s picking up today!”  Sometimes, added to this are further insights, such as… “No one’s picking up today because it’s Friday!” “No one’s picking up today because it’s Monday!” “No one’s picking up today because it’s summer!” We train new reps to…

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Ghost costume-sheet with two eye holes

“I Sent Pricing and the Prospect Ghosted.”

By BDR Tips & Tricks

Three Simple Steps to Avoid This Problem I was in a weekly huddle this week, and heard from one of our BDRs that he was trying to get a prospect back on the phone with no luck. He explained that after a successful demo, the prospect requested pricing. The sales rep on our client team agreed to send it after the call, and follow up later. After many…

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Team meeting

Stop Saying “That’s a Great Question”

By BDR Tips & Tricks

Maybe you’re on the phone with a prospect, perhaps you’re on an expert panel, or simply in a meeting.  You get a question, particularly one that you feel like you are prepared to answer, and without even thinking, you respond with “That’s a great question!”, and proceed with your answer. On the surface, this approach sounds reasonable.  You’re providing positive feedback to the one who…

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team party

When It Comes to Company Culture, This One Word Might Say It All

By Sales Industry

This was an exciting week at Reveneer. We were recognized by Inc. Magazine as a best workplace for 2018! This recognition got me thinking about employee engagement and company culture. It’s extremely difficult to get everything working the right way, where you can attract the right people, provide an environment where they stay, grow and develop, all while providing the right mix of challenging work,…

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man on laptop wearing earbuds

When Calling Outbound, Stop Asking for Permission!

By BDR Tips & Tricks

I see this advice frequently from sales trainers, seasoned cold callers, and LinkedIn posters: the first thing you should do when engaging your prospect over the phone, and after you introduce yourself, is to ask “Did I catch you at a bad time?“, or, stated in the positive, “Is this a good time to talk?“. Most common reason for this approach is that you must establish…

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Calendar pins

Say This and Increase Your Close Rate by as Much as 70%

By Business

The session went well.  You walked your prospect through the demo, using it as a tool for discovery, asking open-ended questions along the way.  Objections were raised.  You handled them perfectly. Together you discovered a need, and your prospect validated that your product could fill that need.  You quickly covered pricing, and qualified for budget.  The prospect said to give them a call next week…

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