By Alex Laats | CEO | Rekener Zoom Video Communications (Zoom) makes video communications frictionless. Zoom’s cloud-native platform enables people to communicate over a distance with video, voice, chat and content sharing. In the prospectus for Zoom’s initial public offering in early 2019, Zoom described their goal as making Zoom…

By Alex Laats | CEO | Rekener Leads are valuable, and lead response is critical to make sure that the value isn’t wasted. Every lead that falls through the cracks is money that your company is kissing goodbye. And sales people never want to miss a possible opportunity. The problem…

By Alex Laats | CEO | Rekener At Saastr 2019, Mark Roberge (former CRO at HubSpot), defined Data-Driven Sales Coaching as (a) using data to diagnose skill deficiencies; and (b) customizing a coaching plan. Roberge encourages companies to “engineer a data-driven sales culture.” …

By Greg Keshian | COO | Rekener Sales leaders worldwide use Rekener’s Sales Rep Scorecards to get better results from their sales teams. I’m one of them. At Rekener, we generate a few dozen inbound leads every week, and they get routed to our sales. Our sales team follows up…

By Alex Laats | CEO | Rekener Sales and marketing alignment is crucial in the era of account based everything. If your marketing team is investing in account based marketing initiatives but your sales team isn’t taking advantage of it, then better alignment can be a big win. TOPO defines…

By John Byrne | Sr. BizOps Strategist | Rekener “It’s a combination of both art and science,” is a phrase you hear when someone is trying to describe a process that, while mostly based on facts or data, is infused with some other factors, most commonly human emotion. Using art…

By Alex Laats | CEO | Rekener Sales one on ones are the most important activity for sales leaders at every level. Sales managers need training and enablement to be great at one on ones. …

By Greg Keshian | COO | Rekener Effective one-on-one meetings are one of the highest value activities for any sales manager. …

By Alex Laats | CEO | Rekener Using account based sales for B2B has big potential. But it is also creates challenges for inside sales managers. The potential upside is significant. TOPO reported that account based selling produces a 75% increase in Average Contract Value (ACV) and a 150% increase…