All Posts By

Greg Casale

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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three employees looking at charts

The Most Important Sales Metric No One’s Talking About

By Business

When it comes to sales, or more specifically, inside sales, there’s no shortage of things to measure.  Leads, calls, conversations, conversation rate, demos scheduled, opportunities created, and so on. What if none of that mattered if you didn’t nail this one metric?  What if you could do everything right, and still fail if this one, easy to calculate number, is out of whack? Well, that’s…

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