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Business

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…

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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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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…

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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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Man studying and drinking coffee

Chronicles of the BDR Overlord, Volume I

By Business

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…

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People at a farm

Traits of a Successful BDR

By Business, Sales Industry

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…

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employees looking at iPad

What does it mean to sell?

By Business

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…

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