All Posts By

Greg Casale

Three Simple Scatter Plots to Uncover Hidden SDR Performance Breakthroughs

By Sales Industry

Most SDR performance dashboards have the same KPIs.  Calls, Connects, Conversations, Meetings Scheduled and conversion rates for each over day, week and month. Nothing wrong with them.  We use them too for our outbound SDR teams and they are excellent for spotting ups and downs in trends over time to identify when something has changed.   But to find breakthroughs – really meaningful insights that point…

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The True Cost of an SDR

By Sales Industry

Building a small sales development team from scratch will cost your organization about $11K per SDR per month during the first year.  Most organizations underestimate the true cost of building this function, and overestimate productivity benchmarks and ramp time.  This happens most often due to lack of experience, or outdated ideas of what it takes to be successful today.   So, let’s look at the true…

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Why Outbound Sales?

By Sales Industry

One of the most basic truths of human behavior is that people take action to satisfy needs (thank you, Dr. Abraham Maslow). Whether or not a prospect chooses to take action to satisfy a need depends largely on the awareness they have of the need, and what relative priority that need has on their current list of needs to be satisfied.   When leads are generated…

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Why Pausing Your SDR Operation is a Terrible Way to Save Capital

By Sales Industry

Most business leaders today, particularly those heading up venture-backed startups or bootstrapped businesses, are looking to preserve capital.  None of us is sure how long this environment will last, and we may need to extend our cash reserves to be able to bridge to a point when we have more clarity. If you spend any time scrolling Linkedin these days, you will likely come across…

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It’s Time to Start Thinking About Lead Generation as Insight Generation

By Sales Industry

The number of leads generated every day, week, month by your sales development team is of course an important measure of the return you are getting for your investment in lead generation. But it’s not the most important measure. Too often I have seen heads of sales, sometimes CEOs, and even boards of directors, come to the conclusion that their lead generation ‘isn’t working’, and…

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Where There’s Quantification, There’s Gamification

By BDR Tips & Tricks, Sales Industry

Have you ever noticed that competition evolves naturally where there is quantification? Put up a fundraising goal and show the amount raised by each team, and they will likely compete to be the best.  Do the same for a weight loss goal, or consecutive days without an accident in the factory, or time to complete an obstacle course at the company picnic, and you will likely…

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Is This The End of Field Sales in Tech?

By Business, Sales Industry

“Houston, we have a problem.”   It’s a classic line delivered by Tom Hanks during a tense scene in the 1995 movie Apollo 13.  Astronaut Jim Lovell, played by Hanks, informs mission control that a cabin filter has failed.  The astronauts are breathing dangerous levels of CO2 and will die if nothing is done soon. Ed Harris’s character, in charge of the mission, pulls together the…

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Outbound Conversion Rates Before and During COVID-19

By Reveneer, Sales Industry

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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