ringDNA has evolved immensely since we came up with the original concept.  The idea was conceived as a solution to problems we’d faced in my previous companies:  Buying experiences are notoriously bad, so how do we use science, technology, and the information we have about our buyers and customers to provide a better experience for […]

As companies and other organizations make swift operational changes during this global health crisis, Revenue.io is taking steps to help our customers put the safety of their employees first while continuing to operate normally. If your team is not already working remotely or distributed across multiple locations, we want you to know that we are […]

This past week was an incredibly exciting one at Revenue.io. First, we received national recognition for the amazing work environment and culture we strive to build each and every day. We then capped it all off with the announcement of our partnership with AWS and an appearance at AWS re:Invent in Las Vegas to launch […]

Ask yourself a question: how many of your sales reps are truly selling at their full potential? Sure, you may have reps that are hitting quota, even some outstanding reps on your team. But what if every member of your sales team could book even more meetings, close more deals and drive more revenue? As a […]

It’s almost time for Dreamforce again, and this year I’m honored to be moderating two panels that are filled with top sales experts from some of the world’s most successful enterprise and growth-stage companies. Both panels are scheduled for Tuesday October 4, with each addressing a vital challenge that sales teams face today. Our first session is called Selling Globally: […]

Even LeBron James was a rookie once. But before he ever played a professional game, I remember hearing stories that experts thought that, in high school, he was as good as Michael Jordan was at that age. Sure, you can’t always predict who will pan out to be an all-star (a lot of experts had high hopes […]

This column was originally published on Entrepreneur.com on June 16, 2016. As my company’s founder, I was essentially its first sales rep. But as we’ve grown, I’ve needed to scale sales and hire new reps. One of the most important lessons I’ve learned from growing a sales team is that spending time with newly hired […]

Tracking the right sales analytics does more than just tell the story of rep and team performance. Analytics also empower sales leaders to predict the future. While there are a lot of must-track sales metrics, there is one metric in crucial metric that I just don’t see enough sales teams tracking: abandoned call rate. Your most sales-ready leads are […]

Assembling the right team, creating an incredible sales playbook and ensuring that your sales reps always preach the right sales values are all essential. But even the best sales team won’t be competitive without the right sales tools. Whether you’re the new head of sales or have been in the role for some time, you should evaluate […]

In my last post, I discussed how traditional behavioral data analysis differs from contextual data, which I defined as information that is delivered to the right person at the right time within an actionable context. Today I’ll discuss the three broad types of data that matter most to sales agents. Prioritization Data In enterprise companies, […]

For sales teams, the data value chain has never been more promising than it is right now. As your prospects go about their day, interacting with websites, smartphones and the social web, the behavioral data profile about them continues to grow. It’s possible to know more than ever about their product preferences, usage, interactions, peer […]