RepVue
Articles
54
People Buy from People They Like?
People Buy from People They Like?

”People buy from people they like.” It’s a sales adage that has been widely debated and dissected over the years. Some experts dismiss ...

By RepVue Team
|
Aug 8, 2024
Do You Have a Deal — or “Happy Ears”?
Do You Have a Deal — or “Happy Ears”?

We’ve all been there: a prospect seems super interested, nodding along as you talk, and you start imagining your commission check. But ...

By RepVue Team
|
Aug 6, 2024
How to Be a Better Salesperson
How to Be a Better Salesperson

Whether you’re new to sales or have been in the industry for years, there’s always room for growth and improvement. So, let...

By RepVue Team
|
Jul 29, 2024
Are Any Sales Compensation Plans Really Uncapped? Exploring the Limits of Sales Incentives
Are Any Sales Compensation Plans Really Uncapped? Exploring the Limits of Sales Incentives

Uncapped commission is a term that’s often used to entice salespeople to join a company or to motivate them to sell more. But wha...

By RepVue Team
|
Apr 29, 2024
Quota Attainment Rate: Understanding Sales Performance
Quota Attainment Rate: Understanding Sales Performance

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...

By RepVue Team
|
Mar 26, 2024
Update Your Sales Call Notes in the CRM! How to be Effective and Streamline the Process
Update Your Sales Call Notes in the CRM! How to be Effective and Streamline the Process

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....

By RepVue Team
|
Mar 25, 2024
Should You Get a Sales Coach? What to Consider
Should You Get a Sales Coach? What to Consider

Sales is a highly competitive and constantly evolving field. And whether you’re just starting out or you’re a seasoned prof...

By RepVue Team
|
Mar 25, 2024
Working with Account Executives as an SDR: Best Practices and Tips
Working with Account Executives as an SDR: Best Practices and Tips

If you’re a Sales Development Representative (SDR), you know that your role is crucial to the success of your company’s sal...

By RepVue Team
|
Mar 18, 2024
Do You Need a Degree for Sales? Exploring the Importance of Higher Education in Sales Careers
Do You Need a Degree for Sales? Exploring the Importance of Higher Education in Sales Careers

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 necessari...

By RepVue Team
|
Mar 13, 2024
Sales Cycle: Understanding and Optimizing Your Sales Process
Sales Cycle: Understanding and Optimizing Your Sales Process

Understanding the sales cycle is crucial for anyone in sales. By knowing where your potential customer is in the process, you can tailo...

By RepVue Team
|
Mar 7, 2024
Working with the Product Team as an Account Executive: Tips and Best Practices
Working with the Product Team as an Account Executive: Tips and Best Practices

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 a...

By RepVue Team
|
Mar 4, 2024
Psychology of Sales: An Introduction
Psychology of Sales: An Introduction

Making a sale is about more than just having a great product or service. It’s about understanding your customers and what motivat...

By RepVue Team
|
Feb 26, 2024
Sales Forecasting: Understanding the Process and Why Its Useful for Every Sales Rep to Do 
Sales Forecasting: Understanding the Process and Why Its Useful for Every Sales Rep to Do 

Sales forecasting is a critical component of any successful sales strategy. And contrary to what some may think, sales forecasting is n...

By RepVue Team
|
Feb 15, 2024
Account Executive Career Guide: How to Become a Successful AE 
Account Executive Career Guide: How to Become a Successful AE 

An account executive is a sales professional inside of an organization that is tasked with selling the company’s product or service to ...

By RepVue Team
|
Feb 4, 2024
Account Manager Responsibilities: A Comprehensive Guide
Account Manager Responsibilities: A Comprehensive Guide

Account Managers are primarily responsible for managing a company’s relationships with its clients. Your responsibilities include...

By RepVue Team
|
Feb 4, 2024
Working with Your SDR as an Account Executive: Best Practices and Tips
Working with Your SDR as an Account Executive: Best Practices and Tips

As an account executive, working closely with your SDR (or SDRs) is essential to ensure that they are setting you up for success. And b...

By RepVue Team
|
Feb 2, 2024
Value of Product-Market Fit: Why It Matters to Salespeople
Value of Product-Market Fit: Why It Matters to Salespeople

As a sales professional, your goal is to connect customers with solutions that not only meet their needs but also exceed their expectat...

By RepVue Team
|
Jan 30, 2024
SDR Career Guide: How to Become a Successful Sales Development Rep
SDR Career Guide: How to Become a Successful Sales Development Rep

If you’re looking to break into sales, becoming a Sales Development Representative (SDR) is a great way to get started. SDRs are ...

By RepVue Team
|
Jan 30, 2024
What is a Sales Engineer? Definition and Responsibilities
What is a Sales Engineer? Definition and Responsibilities

A Sales Engineer is a professional who supports the sales team in selling complex, technical products to businesses through a consultat...

By RepVue Team
|
Jan 29, 2024
The Challenger Sales Model Explained: Insights and Benefits of a Modern Sales Approach
The Challenger Sales Model Explained: Insights and Benefits of a Modern Sales Approach

The Challenger Sales Model is based on the idea that sales reps should challenge customers and disrupt their current thinking to teach ...

By RepVue Team
|
Jan 27, 2024
MEDDIC Sales Explained: How To Use and Implement the Common B2B Sales Approach
MEDDIC Sales Explained: How To Use and Implement the Common B2B Sales Approach

The MEDDIC sales methodology was first developed in the 1990s by Jack Napoli and Dick Dunkel at PTC. Using the MEDDIC framework, they w...

By RepVue Team
|
Jan 26, 2024
Working with Sales Engineers as an Account Executive: Tips and Best Practices
Working with Sales Engineers as an Account Executive: Tips and Best Practices

Sales Engineers are an essential part of the sales process, especially in tech sales. They work closely with Account Executives to ensu...

By RepVue Team
|
Jan 25, 2024
Tire Kickers: How to Spot and Avoid Them
Tire Kickers: How to Spot and Avoid Them

Months of emails and follow-ups. Several product demos that seemed to go really well. So many questions answered. But it never feels li...

By RepVue Team
|
Jan 11, 2024
Account Management vs. Customer Success: What’s the Difference?
Account Management vs. Customer Success: What’s the Difference?

Because they’re both client-facing roles, the terms “account management” and “customer success” are sometimes u...

By RepVue Team
|
Jan 5, 2024
What is it Like to Work in Tech Sales? A Peek into the World of Sales in the Tech Industry
What is it Like to Work in Tech Sales? A Peek into the World of Sales in the Tech Industry

Working in tech sales can be an exciting and lucrative career path for those who enjoy working with people and technology. As a tech sa...

By RepVue Team
|
Dec 29, 2023
29 Best Sales Podcasts: Resources for Boosting Your Sales Skills
29 Best Sales Podcasts: Resources for Boosting Your Sales Skills

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...

By RepVue Team
|
Dec 27, 2023
Healthcare Sales Career Guide: Opportunities and Insights
Healthcare Sales Career Guide: Opportunities and Insights

Healthcare sales representatives sell medical products and services to healthcare professionals, hospitals, and other medical facilitie...

By RepVue Team
|
Dec 27, 2023
Working in Financial Services Sales: What is it Like?
Working in Financial Services Sales: What is it Like?

Working in financial services sales can be a lucrative and rewarding career path for people passionate about finance and who enjoy buil...

By RepVue Team
|
Dec 22, 2023
Working in Consumer Packaged Goods Sales: What is it Like?
Working in Consumer Packaged Goods Sales: What is it Like?

Consumer Packaged Goods (CPG) sales involves selling products that are frequently consumed and replenished, such as food, beverages, an...

By RepVue Team
|
Dec 22, 2023
39 of the Best Sales Books to Elevate Your Sales Game
39 of the Best Sales Books to Elevate Your Sales Game

Becoming a successful sales professional involves more than just charm and charisma. It requires a deep understanding of human interact...

By RepVue Team
|
Dec 21, 2023
Sales Buying Roles: Gatekeepers
Sales Buying Roles: Gatekeepers

Understanding the sales buying roles is crucial for salespeople to effectively navigate the sales process and close deals. One key role...

By RepVue Team
|
Dec 21, 2023
Sales Buying Roles: Decision-Makers
Sales Buying Roles: Decision-Makers

One of the most important aspects of this sales process is identifying who is the ultimate decision-maker. The decision-maker is the pe...

By RepVue Team
|
Dec 21, 2023
Sales Buying Roles: Influencers
Sales Buying Roles: Influencers

Understanding the influencer buyer role is crucial for sales professionals to effectively sell their products or services. Sales profes...

By RepVue Team
|
Dec 21, 2023
Sales Buying Roles: Champions
Sales Buying Roles: Champions

Understanding the different buying roles is crucial to closing enterprise sales deals. It’s important to identify who the decisio...

By RepVue Team
|
Dec 21, 2023
Sales Buying Roles: Understanding the Different Stakeholders and Personas
Sales Buying Roles: Understanding the Different Stakeholders and Personas

If you’re in SMB, mid-market or enterprise sales, you know that the buying process can be complex and involve multiple stakeholde...

By RepVue Team
|
Dec 21, 2023
Working in B2B Sales: What is it Like?
Working in B2B Sales: What is it Like?

Working in B2B sales can be a rewarding career path for those who enjoy building relationships and closing deals. As a B2B salesperson,...

By RepVue Team
|
Dec 16, 2023
What is Enterprise Sales? Key Characteristics, Challenges, and Strategies for Success
What is Enterprise Sales? Key Characteristics, Challenges, and Strategies for Success

Sales is often subdivided into different segments. Enterprise sales refers to those salespeople who sell to large prospects and custome...

By RepVue Team
|
Dec 14, 2023
What is SMB Sales? Key Differences and How to Succeed in the SMB Market
What is SMB Sales? Key Differences and How to Succeed in the SMB Market

SMB stands for Small and Medium-sized Businesses, which make up the majority of businesses in the world. These businesses have unique n...

By RepVue Team
|
Dec 13, 2023
On-Target Earnings (OTE): What It Is and How It Is Calculated
On-Target Earnings (OTE): What It Is and How It Is Calculated

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 contr...

By RepVue Team
|
Dec 12, 2023
What is Presales? A Deep Dive into Pre-Sale Activities and Their Impact on Sales Outcomes
What is Presales? A Deep Dive into Pre-Sale Activities and Their Impact on Sales Outcomes

Many people are not familiar with presales and may confuse it with sales — or even think it’s the same thing. In reality, presale...

By RepVue Team
|
Dec 11, 2023
What is Tech Sales?
What is Tech Sales?

Tech sales is the process of selling technology as software, hardware, or an IT service. As a tech sales representative, you might be s...

By RepVue Team
|
Dec 11, 2023
Common Tech Sales Roles: Understanding Key Positions, Skills, and Compensation in the Industry
Common Tech Sales Roles: Understanding Key Positions, Skills, and Compensation in the Industry

When considering a role in tech sales, it’s critical to understand the terminology used within the industry for different jobs so that ...

By RepVue Team
|
Dec 7, 2023
What is a tiered commission structure?
What is a tiered commission structure?

A tiered commission structure is an incentive compensation system in which the earnings calculation changes at different performance le...

By RepVue Team
|
Dec 4, 2023
Tech Sales Career Paths
Tech Sales Career Paths

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 gre...

By Ryan Walsh, CEO
|
Nov 7, 2023
Sandbagging in Sales: Why It Happens and How Effective Comp Plans Can Help
Sandbagging in Sales: Why It Happens and How Effective Comp Plans Can Help

Sandbagging in sales refers to withholding information about potential deals or deliberately delaying deal closures to manipulate quota...

By RepVue Team
|
Nov 3, 2023
8 Common Sales Commission Structures
8 Common Sales Commission Structures

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 earl...

By RepVue Team
|
Oct 31, 2023
Sales vs. Business Development: Key Differences
Sales vs. Business Development: Key Differences

Sales and business development are distinct but complementary functions within a company, focusing on revenue generation. While sales f...

By RepVue Team
|
Oct 25, 2023
The Seven Sales Cycle Stages
The Seven Sales Cycle Stages

Whether you’ve just become an account executive or you’re a seasoned sales professional, understanding the sales cycle is crucial...

By RepVue Team
|
Sep 28, 2023
How AE Sales Quotas are Set
How AE Sales Quotas are Set

Here’s a fairly common situation: a company hits their number but only 25% of the team hit goal.  I know you’re not su...

By Ryan Walsh, CEO
|
Sep 13, 2023
What is it like working in medical device sales?
What is it like working in medical device sales?

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 ...

By RepVue Team
|
Sep 15, 2022