13:["$","$L25",null,{"posts":[{"id":231,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"},{"id":10,"name":"Popular","slug":"popular"},{"id":3,"name":"Sales Culture","slug":"sales-culture"},{"id":6,"name":"Sales Tactics","slug":"sales-strategy"}],"date":"Aug 8, 2024","excerpt":"

”People buy from people they like.” It’s a sales adage that has been widely debated and dissected over the years. Some experts dismiss it as a superficial myth and others staunchly defend its validity. When buyers feel a personal connection with and “like” the salesperson, they are more likely to engage and consider the products… Continue reading People Buy from People They Like?

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/08/christina-wocintechchat-com-YCrgxs3e9lY-unsplash.jpg","slug":"people-buy-from-people-they-like","tags":[],"title":"People Buy from People They Like?"},{"id":230,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"},{"id":6,"name":"Sales Tactics","slug":"sales-strategy"},{"id":10,"name":"Popular","slug":"popular"}],"date":"Aug 6, 2024","excerpt":"

We’ve all been there: a prospect seems super interested, nodding along as you talk, and you start imagining your commission check. But not every enthusiastic nod is a done deal. Maybe the person you’re talking to doesn’t have the authority to make decisions, or they’re just being polite. Sometimes a prospect will say they like… Continue reading Do You Have a Deal — or “Happy Ears”?

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/08/ifer-endahl-vlZEh7SrOGQ-unsplash.jpg","slug":"do-you-have-a-deal-or-happy-ears","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"}],"title":"Do You Have a Deal — or “Happy Ears”?"},{"id":228,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":5,"name":"Advancing Your Sales Career","slug":"advancing-your-career"},{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Jul 29, 2024","excerpt":"

Whether you’re new to sales or have been in the industry for years, there’s always room for growth and improvement. So, let’s explore some of the best practices for becoming a better salesperson. Knowing Your Customer To become a better salesperson, you need to know your customer inside and out. This means understanding their needs,… Continue reading How to Be a Better Salesperson

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/07/austin-distel-4r72LPFh4Ik-unsplash.jpg","slug":"how-to-be-a-better-salesperson","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"How to Be a Better Salesperson"},{"id":86,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Apr 29, 2024","excerpt":"

Uncapped commission is a term that’s often used to entice salespeople to join a company or to motivate them to sell more. But what does it really mean? Are any sales compensation plans really uncapped? The short answer is yes and no. On one hand, there are sales compensation plans that truly have no caps… Continue reading Are Any Sales Compensation Plans Really Uncapped? Exploring the Limits of Sales Incentives

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/05/pexels-mikael-blomkvist-6476589.jpg","slug":"are-any-sales-compensation-plans-really-uncapped-exploring-the-limits-of-sales-incentives","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":3,"name":"Sales Leadership","slug":"sales-leadership"}],"title":"Are Any Sales Compensation Plans Really Uncapped? Exploring the Limits of Sales Incentives"},{"id":98,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Mar 26, 2024","excerpt":"

A sales quota is a target that’s set for you to achieve within a certain time frame. It could be a weekly, monthly, quarterly, or yearly goal. Quotas can be based on a variety of metrics, such as revenue, units sold, or number of new customers acquired. The quota attainment rate is the percentage of… Continue reading Quota Attainment Rate: Understanding Sales Performance

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/03/proxyclick-visitor-management-system-l90zRbWvCoE-unsplash-edited.jpg","slug":"quota-attainment-rate-understanding-sales-performance","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Quota Attainment Rate: Understanding Sales Performance"},{"id":99,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Mar 25, 2024","excerpt":"

We’ve never met a sales pro who just loves updating the notes in the CRM after a sales call. We get it. It can be tedious and annoying. Especially if you prefer taking notes on paper or keeping notes elsewhere on your computer. But it’s so important. It helps you and your sales manager remember… Continue reading Update Your Sales Call Notes in the CRM! How to be Effective and Streamline the Process

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/03/christina-wocintechchat-com-vLwH8bWoi_8-unsplash.jpg","slug":"update-your-sales-call-notes-in-crm-how-to-be-effective-and-streamline-the-process","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Update Your Sales Call Notes in the CRM! How to be Effective and Streamline the Process"},{"id":100,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":5,"name":"Advancing Your Sales Career","slug":"advancing-your-career"},{"id":4,"name":"Introduction to Sales","slug":"sales-101"},{"id":10,"name":"Popular","slug":"popular"}],"date":"Mar 25, 2024","excerpt":"

Sales is a highly competitive and constantly evolving field. And whether you’re just starting out or you’re a seasoned professional, you may have considered getting a sales coach to help you improve your skills and achieve your goals. Whether you should work with a sales coach will depend on a variety of factors, including your… Continue reading Should You Get a Sales Coach? What to Consider

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/03/linkedin-sales-solutions-6ie6OjshvWg-unsplash.jpg","slug":"should-you-get-a-sales-coach-what-to-consider","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Should You Get a Sales Coach? What to Consider"},{"id":107,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"},{"id":3,"name":"Sales Culture","slug":"sales-culture"},{"id":12,"name":"Sales Roles","slug":"sales-roles"}],"date":"Mar 18, 2024","excerpt":"

If you’re a Sales Development Representative (SDR), you know that your role is crucial to the success of your company’s sales team. As an SDR, you are responsible for generating leads and setting appointments for the Account Executives (AEs) to close. Working effectively with your AEs can make all the difference in achieving your sales… Continue reading Working with Account Executives as an SDR: Best Practices and Tips

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/03/priscilla-du-preez-6FtD8hXC91c-unsplash.jpg","slug":"working-with-account-executives-as-an-sdr-best-practices-and-tips","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Working with Account Executives as an SDR: Best Practices and Tips"},{"id":110,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":8,"name":"Hot Takes & Inside Scoops","slug":"hot-takes"},{"id":4,"name":"Introduction to Sales","slug":"sales-101"},{"id":10,"name":"Popular","slug":"popular"}],"date":"Mar 13, 2024","excerpt":"

A lot of people have asked whether they need a degree to get into sales. A whole lot. The short answer is no, you don’t necessarily need a degree to work in sales. While a degree can certainly be helpful, it’s not always a requirement for getting started in sales. That said, there are some… Continue reading Do You Need a Degree for Sales? Exploring the Importance of Higher Education in Sales Careers

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/03/pexels-emily-ranquist-1205651.jpg","slug":"do-you-need-a-degree-for-sales-exploring-the-importance-of-higher-education-in-sales-careers","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Do You Need a Degree for Sales? Exploring the Importance of Higher Education in Sales Careers"},{"id":114,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Mar 7, 2024","excerpt":"

Understanding the sales cycle is crucial for anyone in sales. By knowing where your potential customer is in the process, you can tailor your approach to their specific needs and increase your chances of closing the deal. The length of a sales cycle can vary depending on the product or service being sold, the target… Continue reading Sales Cycle: Understanding and Optimizing Your Sales Process

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/03/austin-distel-goFBjlQiZFU-unsplash-edited.png","slug":"sales-cycle-understanding-and-optimizing-your-sales-process","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Sales Cycle: Understanding and Optimizing Your Sales Process"},{"id":116,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Mar 4, 2024","excerpt":"

Working with the product team as an Account Executive can be a challenging task, but it is an essential part of the sales process. As an Account Executive, you are responsible for building and maintaining relationships with clients, understanding their needs, and providing them with solutions that meet their requirements. To do this effectively, you… Continue reading Working with the Product Team as an Account Executive: Tips and Best Practices

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/03/austin-distel-mpN7xjKQ_Ns-unsplash.jpg","slug":"working-with-the-product-team-as-an-account-executive","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"}],"title":"Working with the Product Team as an Account Executive: Tips and Best Practices"},{"id":120,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Feb 26, 2024","excerpt":"

Making a sale is about more than just having a great product or service. It’s about understanding your customers and what motivates them to buy. That’s where the psychology of sales comes in. By understanding the psychology of sales, you can connect with your customers on a deeper level and create a more meaningful buying… Continue reading Psychology of Sales: An Introduction

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Sales forecasting is a critical component of any successful sales strategy. And contrary to what some may think, sales forecasting is not just for Sales Managers and VPs of Sales.As an Account Executive, you also need to have a clear understanding of what sales forecasting is and how it can help you and your team… Continue reading Sales Forecasting: Understanding the Process and Why Its Useful for Every Sales Rep to Do

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/02/path-digital-tR0jvlsmCuQ-unsplash.jpg","slug":"sales-forecasting-understanding-the-process-and-why-its-useful-for-every-sales-rep-to-do","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":3,"name":"Sales Leadership","slug":"sales-leadership"}],"title":"Sales Forecasting: Understanding the Process and Why Its Useful for Every Sales Rep to Do "},{"id":132,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Feb 4, 2024","excerpt":"

An account executive is a sales professional inside of an organization that is tasked with selling the company’s product or service to potential customers. Most of the time account executives will be…

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2022/07/bruce-mars-8YG31Xn4dSw-unsplash.jpg","slug":"what-is-an-account-executive-and-how-much-do-they-make","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"}],"title":"Account Executive Career Guide: How to Become a Successful AE "},{"id":134,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"},{"id":12,"name":"Sales Roles","slug":"sales-roles"}],"date":"Feb 4, 2024","excerpt":"

Account Managers are primarily responsible for managing a company’s relationships with its clients. Your responsibilities include developing and maintaining long-lasting relationships with clients, ensuring their satisfaction with your company’s products or services, and identifying opportunities to upsell or cross-sell. You are the main point of contact for your clients, and it is your job to… Continue reading Account Manager Responsibilities: A Comprehensive Guide

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/02/linkedin-sales-solutions-Be5aVKFv9ho-unsplash.jpg","slug":"account-manager-responsibilities-a-comprehensive-guide","tags":[{"id":8,"name":"Account Manager","slug":"account-manager"}],"title":"Account Manager Responsibilities: A Comprehensive Guide"},{"id":135,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"},{"id":12,"name":"Sales Roles","slug":"sales-roles"}],"date":"Feb 2, 2024","excerpt":"

As an account executive, working closely with your SDR (or SDRs) is essential to ensure that they are setting you up for success. And by investing in your relationship with your Sales Development Rep, you can help them become more effective at generating leads and setting appointments — which will ultimately lead to more sales… Continue reading Working with Your SDR as an Account Executive: Best Practices and Tips

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/02/kenny-eliason-y_6rqStQBYQ-unsplash.jpg","slug":"working-with-your-sdr-as-an-account-executive-best-practices-and-tips","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Working with Your SDR as an Account Executive: Best Practices and Tips"},{"id":136,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Jan 30, 2024","excerpt":"

As a sales professional, your goal is to connect customers with solutions that not only meet their needs but also exceed their expectations. That’s obviously easier said than done, and it assumes the product you are selling aligns perfectly with the market it’s intended for. This alignment, known as product-market fit, is not just a… Continue reading Value of Product-Market Fit: Why It Matters to Salespeople

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/01/vardan-papikyan-DnXqvmS0eXM-unsplash.jpg","slug":"value-of-product-market-fit-why-it-matters-to-salespeople","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Value of Product-Market Fit: Why It Matters to Salespeople"},{"id":137,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"},{"id":12,"name":"Sales Roles","slug":"sales-roles"}],"date":"Jan 30, 2024","excerpt":"

If you’re looking to break into sales, becoming a Sales Development Representative (SDR) is a great way to get started. SDRs are responsible for identifying and qualifying potential customers, and then passing those leads on to the sales team. It’s a challenging job that requires a unique set of skills, but it can be very… Continue reading SDR Career Guide: How to Become a Successful Sales Development Rep

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/01/annie-spratt-AkftcHujUmk-unsplash.jpg","slug":"sdr-career-guide-how-to-become-a-successful-sales-development-rep","tags":[{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"SDR Career Guide: How to Become a Successful Sales Development Rep"},{"id":138,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"},{"id":12,"name":"Sales Roles","slug":"sales-roles"}],"date":"Jan 29, 2024","excerpt":"

A Sales Engineer is a professional who supports the sales team in selling complex, technical products to businesses through a consultative sales process. They work with prospects to understand their needs and advise the sales team to provide tailored solutions that meet the prospects’ goals. Sales engineers are responsible for bridging the gap between technical… Continue reading What is a Sales Engineer? Definition and Responsibilities

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/01/airfocus-wrdvOKfgzRo-unsplash.jpg","slug":"what-is-a-sales-engineer-definition-and-responsibilities","tags":[{"id":10,"name":"Sales Engineer","slug":"sales-engineer"}],"title":"What is a Sales Engineer? Definition and Responsibilities"},{"id":139,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Jan 27, 2024","excerpt":"

The Challenger Sales Model is based on the idea that sales reps should challenge customers and disrupt their current thinking to teach them something new. This involves a deep understanding of the customer’s business and unique perspective to deliver new insights and drive their thinking in new and different ways. The goal is to provide… Continue reading The Challenger Sales Model Explained: Insights and Benefits of a Modern Sales Approach

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/01/linkedin-sales-solutions-46bom4lObsA-unsplash.jpg","slug":"the-challenger-sales-model-explained-insights-and-benefits-of-a-modern-sales-approach","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"}],"title":"The Challenger Sales Model Explained: Insights and Benefits of a Modern Sales Approach"},{"id":140,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Jan 26, 2024","excerpt":"

The MEDDIC sales methodology was first developed in the 1990s by Jack Napoli and Dick Dunkel at PTC. Using the MEDDIC framework, they were able to increase sales from $300 million to $1 billion in just four years. Since then, MEDDIC has become one of the most popular and widely used sales methodologies in B2B… Continue reading MEDDIC Sales Explained: How To Use and Implement the Common B2B Sales Approach

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/01/linkedin-sales-solutions-7wyEG321GS0-unsplash.jpg","slug":"meddic-sales-explained-how-to-use-and-implement-the-common-b2b-sales-approach","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"}],"title":"MEDDIC Sales Explained: How To Use and Implement the Common B2B Sales Approach"},{"id":141,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"},{"id":12,"name":"Sales Roles","slug":"sales-roles"}],"date":"Jan 25, 2024","excerpt":"

Sales Engineers are an essential part of the sales process, especially in tech sales. They work closely with Account Executives to ensure that the products or services being sold meet the customer’s needs. As an Account Executive, it is essential to understand the role of the Sales Engineer and how they can help you close… Continue reading Working with Sales Engineers as an Account Executive: Tips and Best Practices

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/02/jason-goodman-LR5CYw3AQNo-unsplash.jpg","slug":"working-with-sales-engineers-as-an-account-executive-tips-and-best-practices","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":10,"name":"Sales Engineer","slug":"sales-engineer"}],"title":"Working with Sales Engineers as an Account Executive: Tips and Best Practices"},{"id":145,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Jan 11, 2024","excerpt":"

Months of emails and follow-ups. Several product demos that seemed to go really well. So many questions answered. But it never feels like you’re any closer to closing a deal. (And you probably never will.) Another “tire kicker.” Spending too much time on tire kickers can drain your resources and prevent you from focusing on… Continue reading Tire Kickers: How to Spot and Avoid Them

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/01/engin-akyurt-DYeP4W7RerM-unsplash.jpg","slug":"tire-kickers-how-to-spot-and-avoid-them","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"}],"title":"Tire Kickers: How to Spot and Avoid Them"},{"id":148,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Jan 5, 2024","excerpt":"

Because they’re both client-facing roles, the terms “account management” and “customer success” are sometimes used interchangeably. While there are similarities between the two roles, there are also key differences that set them apart. Understanding these differences can help you determine which role is the best fit for you or which role your organization needs to… Continue reading Account Management vs. Customer Success: What’s the Difference?

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/01/pexels-marcus-aurelius-4064227.jpg","slug":"account-management-vs-customer-success-whats-the-difference","tags":[{"id":8,"name":"Account Manager","slug":"account-manager"},{"id":9,"name":"Customer Success","slug":"customer-success"}],"title":"Account Management vs. Customer Success: What’s the Difference?"},{"id":153,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 29, 2023","excerpt":"

Working in tech sales can be an exciting and lucrative career path for those who enjoy working with people and technology. As a tech sales professional, you will be responsible for connecting customers with technology solutions that can help solve their problems. This can range from selling software, hardware, or IT services to clients across… Continue reading What is it Like to Work in Tech Sales? A Peek into the World of Sales in the Tech Industry

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/jason-goodman-bzqU01v-G54-unsplash.jpg","slug":"what-is-it-like-to-work-in-tech-sales-a-peek-into-the-world-of-sales-in-the-tech-industry","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"},{"id":5,"name":"Tech Sales","slug":"tech-sales"}],"title":"What is it Like to Work in Tech Sales? A Peek into the World of Sales in the Tech Industry"},{"id":155,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 27, 2023","excerpt":"

The rise of podcasts has made it easier than ever to get access to some of the top sales minds in the industry. Not only are podcasts a great way to stay up-to-date on the latest sales trends and techniques, but they’re also a convenient way to consume information on the go. Whether you’re a… Continue reading 29 Best Sales Podcasts: Resources for Boosting Your Sales Skills

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/pexels-mikhail-nilov-7989066.jpg","slug":"best-sales-podcasts","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"29 Best Sales Podcasts: Resources for Boosting Your Sales Skills"},{"id":156,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":18,"name":"Industry Guides","slug":"industry-guides"},{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 27, 2023","excerpt":"

Healthcare sales representatives sell medical products and services to healthcare professionals, hospitals, and other medical facilities. In this role, your job will be to build relationships with healthcare providers, understand their needs, and offer them the right products and services to meet those needs. One of the most challenging aspects of working in healthcare sales… Continue reading Healthcare Sales Career Guide: Opportunities and Insights

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/national-cancer-institute-NFvdKIhxYlU-unsplash.jpg","slug":"healthcare-sales-career-guide","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":7,"name":"Med Device & Pharma Sales","slug":"med-device-pharma-sales"}],"title":"Healthcare Sales Career Guide: Opportunities and Insights"},{"id":160,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 22, 2023","excerpt":"

Working in financial services sales can be a lucrative and rewarding career path for people passionate about finance and who enjoy building relationships with clients. In this field, you will be responsible for selling financial products and services to individuals and businesses, such as loans, insurance, and investment opportunities. As a financial services salesperson, you… Continue reading Working in Financial Services Sales: What is it Like?

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/tech-daily-ztYmIQecyH4-unsplash.jpg","slug":"working-in-financial-services-sales-what-is-it-like","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":6,"name":"Finance & Fintech Sales","slug":"finance-fintech-sales"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Working in Financial Services Sales: What is it Like?"},{"id":161,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 22, 2023","excerpt":"

Consumer Packaged Goods (CPG) sales involves selling products that are frequently consumed and replenished, such as food, beverages, and personal care items. As a CPG sales representative, you would be responsible for building relationships with retailers and distributors, promoting your company’s products, and meeting sales targets. Working in CPG sales can be challenging, but also… Continue reading Working in Consumer Packaged Goods Sales: What is it Like?

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/nathalia-rosa-rWMIbqmOxrY-unsplash.jpg","slug":"working-in-consumer-packaged-goods-sales-what-is-it-like","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Working in Consumer Packaged Goods Sales: What is it Like?"},{"id":162,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":5,"name":"Advancing Your Sales Career","slug":"advancing-your-career"},{"id":4,"name":"Introduction to Sales","slug":"sales-101"},{"id":10,"name":"Popular","slug":"popular"},{"id":3,"name":"Sales Culture","slug":"sales-culture"},{"id":6,"name":"Sales Tactics","slug":"sales-strategy"}],"date":"Dec 21, 2023","excerpt":"

Becoming a successful sales professional involves more than just charm and charisma. It requires a deep understanding of human interactions and relationships, a strategic approach to selling, and a commitment to continuous improvement. We’ve compiled a list of some of the most-recommended and best sales books, offering valuable insights and practical advice. Whether you’re a… Continue reading 39 of the Best Sales Books to Elevate Your Sales Game

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2022/08/shiromani-kant-mo3FOTG62ao-unsplash-e1703199451589.jpg","slug":"what-are-some-of-the-best-books-to-read-for-salespeople","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"39 of the Best Sales Books to Elevate Your Sales Game"},{"id":165,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 21, 2023","excerpt":"

Understanding the sales buying roles is crucial for salespeople to effectively navigate the sales process and close deals. One key role in the sales process is the gatekeeper, who acts as an initial intermediary between a salesperson and the decision-maker or a key influencer within an organization. Gatekeepers are responsible for screening who gets to… Continue reading Sales Buying Roles: Gatekeepers

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/pexels-photomix-company-518244.jpg","slug":"sales-buying-roles-gatekeeper","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Sales Buying Roles: Gatekeepers"},{"id":166,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 21, 2023","excerpt":"

One of the most important aspects of this sales process is identifying who is the ultimate decision-maker. The decision-maker is the person who has the authority to make the final decision on whether or not to purchase your product or service. Identifying decision-makers can be difficult, especially in enterprise B2B sales where there are often… Continue reading Sales Buying Roles: Decision-Makers

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/scott-graham-OQMZwNd3ThU-unsplash.jpg","slug":"sales-buying-roles-decision-maker","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Sales Buying Roles: Decision-Makers"},{"id":167,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 21, 2023","excerpt":"

Understanding the influencer buyer role is crucial for sales professionals to effectively sell their products or services. Sales professionals need to identify the influencers and decision-makers within an organization and understand their specific needs and preferences. By doing so, they can tailor their sales pitch to meet the needs of each individual and increase their… Continue reading Sales Buying Roles: Influencers

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/pexels-kampus-production-8636603.jpg","slug":"sales-buying-roles-influencer","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Sales Buying Roles: Influencers"},{"id":168,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 21, 2023","excerpt":"

Understanding the different buying roles is crucial to closing enterprise sales deals. It’s important to identify who the decision-makers are as quickly as possible, but the first buying role you’ll likely work with is the champion — in many cases this person will also be the “initiator” — or the person who reaches out to… Continue reading Sales Buying Roles: Champions

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/amy-hirschi-K0c8ko3e6AA-unsplash.jpg","slug":"sales-buying-roles-champion","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Sales Buying Roles: Champions"},{"id":169,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 21, 2023","excerpt":"

If you’re in SMB, mid-market or enterprise sales, you know that the buying process can be complex and involve multiple stakeholders. Understanding the different buying roles is essential to your success. Each person involved in the buying process has unique responsibilities and priorities that must be taken into account to close the deal. One way… Continue reading Sales Buying Roles: Understanding the Different Stakeholders and Personas

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/memento-media-2pPw5Glro5I-unsplash.jpg","slug":"sales-buying-roles-overview","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Sales Buying Roles: Understanding the Different Stakeholders and Personas"},{"id":172,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 16, 2023","excerpt":"

Working in B2B sales can be a rewarding career path for those who enjoy building relationships and closing deals. As a B2B salesperson, you will be responsible for selling products or services to other businesses rather than individual consumers. This can involve a variety of tasks, such as identifying potential clients, making sales pitches, negotiating… Continue reading Working in B2B Sales: What is it Like?

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/mimi-thian-VHQ0cw2euA-unsplash.jpg","slug":"working-in-b2b-sales-what-is-it-like","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Working in B2B Sales: What is it Like?"},{"id":174,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 14, 2023","excerpt":"

Sales is often subdivided into different segments. Enterprise sales refers to those salespeople who sell to large prospects and customers. It is a complex process that requires a different approach than selling to smaller customers . Enterprise sales typically involves long sales cycles, multiple decision makers, and a higher level of risk than traditional sales.… Continue reading What is Enterprise Sales? Key Characteristics, Challenges, and Strategies for Success

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/rodeo-project-management-software-ONe-snuCaqQ-unsplash.jpg","slug":"what-is-enterprise-sales","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"}],"title":"What is Enterprise Sales? Key Characteristics, Challenges, and Strategies for Success"},{"id":175,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 13, 2023","excerpt":"

SMB stands for Small and Medium-sized Businesses, which make up the majority of businesses in the world. These businesses have unique needs, and if you want to sell to them, you need to know what they are looking for. SMB sales are different from enterprise sales. They require a different approach, different tactics, and a… Continue reading What is SMB Sales? Key Differences and How to Succeed in the SMB Market

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/desola-lanre-ologun-IgUR1iX0mqM-unsplash.jpg","slug":"what-is-smb-sales","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"What is SMB Sales? Key Differences and How to Succeed in the SMB Market"},{"id":177,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 12, 2023","excerpt":"

Many people new to sales are unsure what’s meant by on-target earnings or OTE, which is often used in job postings and employment contracts. Essentially, on-target earnings refers to the total amount of compensation you can expect to receive if you meet your performance targets. For example, if you’re a salesperson, your OTE might include… Continue reading On-Target Earnings (OTE): What It Is and How It Is Calculated

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/afif-ramdhasuma-RjqCk9MqhNg-unsplash.jpg","slug":"on-target-earnings-ote-what-it-is-and-how-its-calculated","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"On-Target Earnings (OTE): What It Is and How It Is Calculated"},{"id":178,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 11, 2023","excerpt":"

Many people are not familiar with presales and may confuse it with sales — or even think it’s the same thing. In reality, presales is a set of activities that occur as part of the sales cycle. It involves customer research, data analysis, lead qualification, solution design and detailed demos. Definition of Pre-sales Presales is… Continue reading What is Presales? A Deep Dive into Pre-Sale Activities and Their Impact on Sales Outcomes

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/mimi-thian-lp1AKIUV3yo-unsplash.jpg","slug":"what-is-presales","tags":[{"id":10,"name":"Sales Engineer","slug":"sales-engineer"}],"title":"What is Presales? A Deep Dive into Pre-Sale Activities and Their Impact on Sales Outcomes"},{"id":179,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 11, 2023","excerpt":"

Tech sales is the process of selling technology as software, hardware, or an IT service. As a tech sales representative, you might be selling only one kind of tech product, such as a cloud CRM platform. Or, you might sell a product that combines different components, like a wearable tech device with embedded software. Whatever… Continue reading What is Tech Sales?

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/headway-5QgIuuBxKwM-unsplash.jpg","slug":"what-is-tech-sales","tags":[{"id":5,"name":"Tech Sales","slug":"tech-sales"}],"title":"What is Tech Sales?"},{"id":180,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"},{"id":12,"name":"Sales Roles","slug":"sales-roles"}],"date":"Dec 7, 2023","excerpt":"

When considering a role in tech sales, it’s critical to understand the terminology used within the industry for different jobs so that you can evaluate which role best fits your skill set. There are several different factors to consider. but the most important is to understand the responsibilities of each role and what level of… Continue reading Common Tech Sales Roles: Understanding Key Positions, Skills, and Compensation in the Industry

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/annie-spratt-sggw4-qDD54-unsplash.jpg","slug":"common-tech-sales-roles","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":8,"name":"Account Manager","slug":"account-manager"},{"id":9,"name":"Customer Success","slug":"customer-success"},{"id":10,"name":"Sales Engineer","slug":"sales-engineer"},{"id":3,"name":"Sales Leadership","slug":"sales-leadership"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"},{"id":5,"name":"Tech Sales","slug":"tech-sales"}],"title":"Common Tech Sales Roles: Understanding Key Positions, Skills, and Compensation in the Industry"},{"id":183,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Dec 4, 2023","excerpt":"

A tiered commission structure is an incentive compensation system in which the earnings calculation changes at different performance levels. Let’s explore some examples to illustrate how different sales compensation models work. Basic Commission Structure Example We’ll start with a basic commission structure. Let’s assume that we have two sales reps — Jim and Dwight —… Continue reading What is a tiered commission structure?

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/morgan-housel-PcDGGex9-jA-unsplash.jpg","slug":"what-is-a-tiered-commission-structure","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"What is a tiered commission structure?"},{"id":185,"author":"Ryan Walsh, CEO","author_image":"https://secure.gravatar.com/avatar/aaa0952f23c6eb65e1e6e1be93212d2f?s=96&d=identicon&r=g","categories":[{"id":5,"name":"Advancing Your Sales Career","slug":"advancing-your-career"},{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Nov 7, 2023","excerpt":"

Sellers often ask me how to break into tech sales. So often, in fact, that I already wrote about it. That article includes a lot of great info about what tech sales is, the skills you need to be good at it, and how to get started. However, I haven’t covered the different paths your… Continue reading Tech Sales Career Paths

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/11/graeme-worsfold-324nknuhxDg-unsplash.jpg","slug":"tech-sales-career-paths","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"},{"id":5,"name":"Tech Sales","slug":"tech-sales"}],"title":"Tech Sales Career Paths"},{"id":186,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Nov 3, 2023","excerpt":"

Sandbagging in sales refers to withholding information about potential deals or deliberately delaying deal closures to manipulate quotas. It’s a symptom of a poorly structured compensation plan. To prevent sandbagging, sales organizations should align their compensation plans with both the company’s and sales representatives’ interests. This includes applying accelerators to bookings over quota to deter deal delays.

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/12/ideadad-SoMHwovUDqA-unsplash-613360949-e1701702560744.jpg","slug":"sandbagging-in-sales","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":3,"name":"Sales Leadership","slug":"sales-leadership"}],"title":"Sandbagging in Sales: Why It Happens and How Effective Comp Plans Can Help"},{"id":187,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Oct 31, 2023","excerpt":"

Sales is a difficult and stressful job. So why do it? To put it bluntly, sales is one of the best ways to make a six-figure income early in your career. And top earners can make well into seven figures. This is because of the way sales reps are rewarded for their hard work: sales… Continue reading 8 Common Sales Commission Structures

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/10/microsoft-365-oubzu87d1gc-unsplash.jpg","slug":"8-common-sales-commission-structures","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":3,"name":"Sales Leadership","slug":"sales-leadership"}],"title":"8 Common Sales Commission Structures"},{"id":188,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Oct 25, 2023","excerpt":"

Sales and business development are distinct but complementary functions within a company, focusing on revenue generation. While sales focuses on immediate revenue through solutions for current customer needs, business development takes a future-focused approach, nurturing relationships for long-term growth. The difference between the roles can also be seen as tactical vs. strategic. Another differentiator is the type of interactions, with sales being transactional and business development being relational. Understanding these nuances is crucial for effective customer acquisition and long-term growth.

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/10/jens-lelie-u0vgcioqg08-unsplash.jpg","slug":"sales-vs-business-development-key-differences","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Sales vs. Business Development: Key Differences"},{"id":192,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Sep 28, 2023","excerpt":"

Whether you’ve just become an account executive or you’re a seasoned sales professional, understanding the sales cycle is crucial. In this comprehensive guide, we’ll explore the seven key stages of the sales cycle, providing valuable insights into modern sales strategy. What is the Sales Cycle? The sales cycle is the series of stages that sales… Continue reading The Seven Sales Cycle Stages

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/09/andreas-klassen-gzb-i-da6ns-unsplash.jpg","slug":"the-seven-sales-cycle-stages","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"The Seven Sales Cycle Stages"},{"id":195,"author":"Ryan Walsh, CEO","author_image":"https://secure.gravatar.com/avatar/aaa0952f23c6eb65e1e6e1be93212d2f?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Sep 13, 2023","excerpt":"

Here’s a fairly common situation: a company hits their number but only 25% of the team hit goal. I know you’re not surprised. But what you may not know is how it happens. I’ve been on both sides, and I’ll share it with you. If you’re in tech sales you definitely need to know. It’s… Continue reading How AE Sales Quotas are Set

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2023/09/towfiqu-barbhuiya-jhevwhcbvyw-unsplash.jpg","slug":"how-ae-sales-quotas-are-set","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":3,"name":"Sales Leadership","slug":"sales-leadership"}],"title":"How AE Sales Quotas are Set"},{"id":214,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":4,"name":"Introduction to Sales","slug":"sales-101"}],"date":"Sep 15, 2022","excerpt":"

Medical device sales reps play an important role between companies and clients, and it can be a great role to be in. Want to know what it is like? Find out below.

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/06/national-cancer-institute-GcrSgHDrniY-unsplash.jpg","slug":"what-is-it-like-working-in-medical-device-sales","tags":[{"id":7,"name":"Med Device & Pharma Sales","slug":"med-device-pharma-sales"}],"title":"What is it like working in medical device sales?"}],"meta":{"page_info":{"page":1,"per_page":50,"total_pages":2,"total_count":54,"next_page":2,"prev_page":null}},"category":{"slug":"sales-101","name":"Introduction to Sales"},"popular":[{"id":319,"author":"RepVue Team","author_image":"https://secure.gravatar.com/avatar/8849830b53109332fbb18f82a7fb9e33?s=96&d=identicon&r=g","categories":[{"id":5,"name":"Advancing Your Sales Career","slug":"advancing-your-career"},{"id":10,"name":"Popular","slug":"popular"},{"id":1,"name":"RepVue Statistics","slug":"repvue-statistics"}],"date":"Dec 12, 2024","excerpt":"

When it comes to choosing or advancing in a sales career, understanding your actual earning potential is key. That’s why we’ve compiled this comprehensive sales salary guide based on real salary data shared by sales professionals across various industries, experience levels, and regions. Unlike the estimates or generic figures available elsewhere, RepVue data offers an… Continue reading Sales Salary Guide: What Sales Reps Should Earn in 2025

\n","featured_image":"https://repvue.wpcomstaging.com/wp-content/uploads/2024/12/2025-SalesSalaryGuide_pexels-john-guccione-wwwadvergroupcom-7904953.jpg","slug":"sales-salary-guide","tags":[{"id":1,"name":"Account Executive","slug":"account-executive"},{"id":8,"name":"Account Manager","slug":"account-manager"},{"id":9,"name":"Customer Success","slug":"customer-success"},{"id":10,"name":"Sales Engineer","slug":"sales-engineer"},{"id":3,"name":"Sales Leadership","slug":"sales-leadership"},{"id":2,"name":"SDR / BDR","slug":"sdr-bdr"}],"title":"Sales Salary Guide: What Sales Reps Should Earn in 2025"},{"id":285,"author":"Ryan Walsh, CEO","author_image":"https://secure.gravatar.com/avatar/aaa0952f23c6eb65e1e6e1be93212d2f?s=96&d=identicon&r=g","categories":[{"id":8,"name":"Hot Takes & Inside Scoops","slug":"hot-takes"},{"id":10,"name":"Popular","slug":"popular"}],"date":"Dec 3, 2024","excerpt":"

Feel like you’re selling something your customer doesn’t really need? Ever feel like you’ve exhausted your ideal customer profiles (ICPs) and are now dipping into non-ICP prospects? The number one issue of struggling sales orgs is this: CAPACITY > TAM. The Importance of Balancing Capacity-to-TAM I’ll give you a three-minute crash course: Everything goes really… Continue reading The Biggest Problem for Reps at Struggling Sales Orgs

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The last couple of years have been quiet for IPOs. Collapsing revenue multiples, rising interest rates, and an unpredictable economy made it hard for companies to go public. Many promising tech companies chose to wait it out, leading to some of the slowest years for IPOs in recent memory. In fact, 2023 and 2024 saw… Continue reading 32 IPO Candidates for 2025

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Applying for a sales job right now? Here’s the real talk. If all you are doing is applying to sales jobs by submitting an application online you have no chance. I’ve talked to soo many salespeople recently that can’t find jobs. Sales is one of the lowest barrier-to-entry jobs out there. One of the only… Continue reading Just Applying Isn’t Enough to Land a Sales Role. (And What You Should Be Doing.)

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