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…
Like many people fresh out of college, I was excited for my future but also a bit unsure as to what my next steps should be. I had finally completed my four-year degree, a degree that I deliberately selected because of the various paths I could take following graduation. However, now that the moment of truth had arrived for me, the question still loomed, “What…
Over the years at Reveneer, I’ve had a lot of exposure to both the successes and failures of reps making outbound calls. With experience in the role myself, as well as listening to others around the office on the phones, I’ve noticed those who have excelled in this position have two characteristics in common; discipline and persistence. When combined, these two qualities can be very…
Reveneer Managed Services Partnering for Fast and Effective Sales Impact This Reveneer customer helps to keep our electricity on, our homes warm, our water running, and our trains, trucks, and planes moving. With its cyber security solutions, it protects the industrial systems that bring us the products and services we depend on every day. Designed specifically for industrial control systems and networks, the company’s solutions…
Over the past several years, I’ve trained hundreds of entry level BDRs who have come through our Reveneer training program how to sell. For the most part, these are new college grads with little or no sales experience. I like to start our training by asking the question “What does it mean to sell?”. The answers are predictable; they often describe selling as being persuasive or convincing, or I…