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REVENUE INTELLIGENCE BLOG

What You Need to Know About Sales AI

By Jonathan Costet, September 28, 2022

Artificial intelligence (AI) is all around us.  If you’ve ever used a smart assistant on your phone to ask a question, a chatbot to check up on an order, or social media to browse your feed, you’ve benefited from AI. More companies are leveraging AI to analyze data and uncover new insights. But they’re not […]

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13 Sales KPIs to Measure Team Performance

By Jonathan Costet, September 21, 2022

Tracking sales performance is the only way to know how well you and your team are doing. But the thing is, simply asking, “how much did we sell this month?” isn’t enough. Many aspects influence revenue growth – average sales cycle length, churn rate, and customer acquisition cost, to name just a few. So, to […]

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The Sales Cycle: A Complete Breakdown

By Jonathan Costet, September 12, 2022

What rules your sales team – order or chaos? Do your reps follow a consistent and repeatable process that makes it easy to predict quarterly sales? Or are they flying by the seat of their pants, following their own playbooks, and sending your metrics all over the place? There’s no shame if your team aligns […]

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How to Create Your Sales Forecast in 6 Steps

By Jonathan Costet, August 24, 2022

If you’ve worked more than one month in sales, you know that the new quarter starts the minute after the last one ends. And most sales teams consistently measure throughout the quarter how their performance is tracking to their goals. We call this process sales forecasting. Sales forecasting is critical for setting revenue and sales […]

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How to Create a Sales Report (With Examples)

By Jonathan Costet, August 22, 2022

How do you know who’s meeting their quotas and who’s falling short? Do you have enough opportunities in your pipeline to meet your targets this quarter? What’s your win rate? And how is it trending over time? Answering these questions is key to growing your revenue. But without the right data, you’ll be left in […]

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5 Best Sales Enablement Tools on the Market in 2022

By Jonathan Costet, August 17, 2022

By ignoring sales enablement, 65% of the sales content you’ve painstakingly developed to close deals will sit on your servers or computers unused. That’s hundreds of working hours wasted for nothing. Investing in a sales enablement tool and using it effectively ensures that no case study or white paper sits around unused.  Not only that, but you can […]

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Our Complete Guide to Gap Selling

By Jonathan Costet, August 1, 2022

Close the gap, and you’ll close the deal. That’s the basis behind Gap Selling — a sales methodology developed by Keenan, CEO and president of A Sales Growth Company. The “gap” refers to the space between where a prospect is now and where they want to be in the future. Your goal as a seller […]

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The Sandler Pain Funnel: Complete Breakdown

By Jonathan Costet, July 25, 2022

“People love to buy, but hate to be sold to.” It sounds nice, but that doesn’t really solve our dilemma as salespeople because, obviously, it’s our job to sell to people. So, this leaves a pretty big question on the table: How can we sell to a prospect without them feeling like they’re being sold to? One answer to […]

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