What is the best time to make sales calls? We mined the 2019 call data from millions of sales calls to uncover which times of day are ideal for key sales activities, including the best time to make cold calls. The data in this post is based on connection rates – the percentage of all […]
Despite the changes of the last decade to the sales role, sales time management is still difficult. Reps face a ton of inputs – from Slack notifications to emails to calendar reminders and more. The tyranny of distraction makes it easy for reps to lose focus on what matters most very quickly: building customer relationships. […]
Sales management has been a data- and performance-driven profession for decades, but only recently has technology caught up to the real needs of sales managers. Today, true data collection and performance analytics can become a core part of the sales management process. Thanks to powerful CRM data capture technologies and sales dashboards, sales leaders have […]
Sales cadence: why does it matter? A sales cadence (also known as a sales sequence) is a scheduled set of engagements between a salesperson and a potential customer of a business. Some of the steps are automated, such as emails or text messages, while others are initiated by a salesperson, such as phone calls or […]
The onboarding of sales development representatives (SDRs) is one of the most challenging, and sometimes underserviced parts of a business. Sales development roles are commonly treated as entry-level positions. SDRs are given as little as a week of onboarding, and are expected to get by with on-the-job learning. This, combined with steep quotas, mean the […]
Scaling, or the stage that follows the growth phase of an organization, is especially hard on a sales team. At this point of growth, significant executive attention and pressure is placed on new revenue growth. Additionally, when selling a new product in an emerging market, freshly hired sellers & managers are tasked with testing messaging […]
We all know by now, how you speak on a sales call is absolutely crucial to success. But there are some intangible elements of successful sales calls. Only the most successful sales reps know these secrets. And they guard them closely. But today, despite protests from our resident data scientists, we are revealing our deepest, […]
How do you transition from a sales development role to an Account Executive role? This is likely the question of hundreds of SDRs or BDRs who are looking to move their career forward. Many likely have ambitions of becoming a sales leader, manager, or even starting their own business. But, at this stage of the […]
Top performing salespeople that improve faster than the rest in their phone sales skills do things a little bit differently. They find ways to coach themselves to success, and they learn the secrets to quickly identify and eliminate bad habits that turn off prospects. The evolution of call recording products has enabled salespeople to do […]
At ringDNA, we spend a lot of time with inside sales, sales development, and business development teams. Our product is core to their success, so we invest in these teams by listening to their problems, needs, and goals, and then maximizing their benefit from our solution. We keep a close watch on the trends across […]
On average, sales development reps (SDRs) must make 9.1 sales calls before they connect with a lead. Each connection is valuable, and a lot needs to happen in those first crucial moments of a cold call: The SDR must do some relating, and get the prospect to like them. The SDR needs to effectively communicate […]
According to a study by CSO Insights, sales organizations are using an average of 10 sales tech tools, with a plan to add another four in the next 12 months. Affectionately named the “sales stack,” these tools are all supposed to help a salesperson become more productive and yield metrics that managers can use to […]

About the Author

Alex Lamascus

Alex Lamascus is the Sales Content Manager at RingDNA. He has previously scaled and managed an inside sales team and has supported B2B sales in various industries for the past 5 years. When not writing or buried in the latest sales book, he can be found repairing vintage turntables in his garage or honing his grilling skills.