High performing inside sales teams are also high tech. Want proof? Look no further than Salesforce’s recent State of Sales report. According to the report, which surveyed over 2,300 global sales leaders, “High-performing sales teams use nearly 3x more sales tech than underperforming teams, freeing them from process-heavy tasks and giving them more time to […]
Salesforce recently polled over 2,300 global sales leaders. The result: one of the deepest dives I’ve seen yet into the factors that are making and breaking today’s inside sales teams. One of the most interesting things in Salesforce’s State of Sales 2015 report are the major challenges according to Salesforce customers. This is a subject that I’ve been especially interested in […]
For years, pundits were predicting “the death of the phone call.” In fact, nothing could be further from the truth.. According to BIA/Kelsey, $64.6 billion is spent each year across media just to generate calls to businesses.  More data from BIA/Kelsey reveals that 66.4% of companies surveyed report calls as a high-quality lead source—higher than any other […]
One of the biggest mistakes that marketers make is not going deep enough into the sales cycle their content efforts. Marketers spend valuable time and resources creating amazing blog posts, videos, eBooks and other resources. But far too often, they assume that this amazing educational content should only be used to generate leads or raise brand […]
We’ve entered a new era of sales and marketing alignment. According to The Bridge Group’s Sales Development Metrics and Compensation Report nearly one half of inbound-focused inside sales reps now report directly to Marketing. While this may seem counter-intuitive to some, it actually makes a lot of sense. Marketing already owns much of the technology that can […]
Q2 has officially come to a close and we’re making our way into the second half of 2015. If you’re like me, you’ve probably been reflecting on the first half of 2015, assessing what went well as well as areas for improvement. To help launch me into a great Q3, so I took a look […]
James Cash Penney, the wildly successful businessman who founded the J.C. Penney chain of stores, once remarked, “The art of effective listening is essential to clear communication, and clear communication is necessary to management success.” Penney’s words are just as true today, and highly applicable to inside sales. To be successful, sales managers need the ability to […]
The desk phone was once an omnipresent in any work environment. But now, more and more companies are making the switch to VoIP. There can be several advantages to using browser-based telephony, including eliminating hardware costs and reducing telephony costs. One of the most frequent questions that our customers ask us is whether their networks […]
Prospecting for new leads can be a thankless task. According to research from TOPO, call back rates are south of 1%, and only 24% of emails are ever opened. That’s why it’s so important for sales development reps (SDRs) to use every tool at their disposal to connect with new leads. Here at RingDNA, we offer […]
Are you still waiting around for all your leads to find you? If so, you may be making a grave mistake. Because most purchases aren’t planned. Your best leads aren’t necessarily going to find you. And without a fully equipped outbound prospecting team, you could be leaving thousands of dollars in potential revenue on the table. Not […]
The sales technology stack has arrived! According to TOPO’s Sales Development Technology Report, which interviewed more than 130 sales leaders across a variety of industries, a whopping 72.4% of companies plan to invest in technology that makes their sales development team more successful this year. What is the Sales Technology Stack? For the uninitiated, the sales technology […]
Jonathan Swift once wrote that “vision is the art of seeing what’s invisible to others.” I love this quote because it so succinclty reveals how to succeed in sales. At each meeting you have to do more than just facilitate a buying decision. The best salespeople can identify opportunities that might not be initially perceived […]

About the Author

Jesse WestDirector of Lifecycle MarketingringDNA

Jesse Davis West is Director of Lifecycle Marketing at ringDNA, focusing on improving the experience and maximizing the lifetime value for customers across their entire journey. Drawing on 9 years of B2B marketing experience, Jesse is passionate about communication, branding and strategic marketing. He also plays a mean lead guitar and can throw down at karaoke.