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…

Read More

Secret Ingredient to Positive and Successful Teams

By BDR Tips & Tricks, Sales Industry

How do you get 150 SDRs out of the office, into their homes and producing at a high level? People often ask me what’s Reveneer’s secret? Or even more commonly what is Reveneer’s secret ingredient? Collaboration. Collaboration is what drives our reps to overcome the most complex challenges every day and weathering the virus is no different.  With our reps working 100% remote, we had…

Read More

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…

Read More

Fighting Fear & Building Pipeline – Part II

By Business, Sales Industry

In my last blog, I recommended that companies make sure that they continue to build pipeline during this Coronavirus hiatus, so that they are not caught flat-footed when this finally ends. But building new pipeline is hard work and it may seem to be a futile exercise when potential customers are understandably reluctant to make a purchase. Despite the reluctance, we’ve found our connect and…

Read More

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…

Read More

Fighting Fear & Building Pipeline

By Business, Sales Industry

Amid all the fear, anxiety, and uncertainty of the Coronavirus pandemic, only one thing is certain—this will end at some point and life and business will continue. Many companies are “sheltering in place” by marking time and putting much of their sales and marketing operations on hold. This is a big mistake. When we finally do come out of this crisis, companies who have stopped…

Read More

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,…

Read More

Reveneer Partners to Deliver DraftSales – a SaaS Platform for ‘Sales Gamification’

By Press Release

Reveneer, the leader in designing, building, and managing high-velocity inside sales operations has announced the availability of DraftSales – a SaaS platform for sales gamification. Reveneer, which employs over 150 inside sales reps at its Lexington MA-based headquarters, has been leveraging the DraftSales platform to drive friendly competition amongst sales teams, incentivize individual sales performance and increase overall production and energy. Based on a ‘fantasy…

Read More

Dealing With Rejection as a BDR

By BDR Tips & Tricks

Rejection is an inevitable and unfortunate reality in life.  When you were a little kid, did you ever try to get dessert before eating all of your broccoli and was immediately met with a stern “No” from Mom? How about asking your crush out on a date only to find out they are pursuing someone else? Or thought you aced your interview but never got…

Read More