Email cadencing software is growing more and more prominent. How do I know? Because each day my inbox is inundated with more sales emails. The trouble is, very few of the sales emails I get are personalized. Reps are clearly just using set-and-forget email cadence software, throwing bad emails against the wall and seeing what sticks. […]
The Scout motto is “be prepared.” But perhaps that should also be the motto for SDRs. One of the biggest mistakes SDRs make is not adequately preparing for sales calls. Sure, there isn’t time to extensively research every sales prospect. But suppose that a key decision maker at one of your target accounts filled out a contact […]
We’ve all probably heard Peter Drucker’s famous quote “If you can’t measure it you can’t improve it.” One of the biggest mistakes sales leaders make is not tracking enough metrics. The days of waiting to see who hits and misses their quota should be long gone by now. The reason why? There’s just not time to wait. In […]
For SDRs, a great sales discovery call can add a valuable opportunity to your pipeline. But far too often, reps sabotage a fleeting opportunity to transform a hot lead into a loyal customer. Obviously, they don’t do it on purpose. In fact, they often walk away from the call thinking, “that went well!” and then be shocked when […]
Sales acceleration technology is a category of software that’s designed to maximize sales revenue by driving sales efficiencies and improving sales effectiveness. This involves not only automating sales processes, but also increasing the velocity of sales by helping reps identify the best prospects, connect with them more successfully and have more intelligent conversations during the […]
Here’s the continuation of our interview with ServiceNow’s sales development leader Ralph Barsi. You can read part one here. Boston VC David Skok estimates that it takes almost two years to get your hiring investment back for sales reps. How do you make sure you see ROI way before that? Ralph Barsi: Food for thought: More […]
Leaving voicemails can be one of the most powerful sales channels. I often get over 100 sales emails in my inbox a day. But I get very few voicemails from salespeople. A great voicemail can be an excellent way to cut through the noise and reach your prospect. And remember, that voicemails should only be […]
I’ve been hearing more and more sales leaders discussing the importance of sales enablement lately. Sure, hiring the right inside sales reps will always be important. But I think that more sales organizations are starting to get hip to the fact that—in this highly competitive market—sales talent alone isn’t close to enough. Beyond talent, hustle and other […]
If you’re like many sales leaders, you’re feeling the pressure to onboard and ramp up a sales team quickly. It can be tempting to hire any rep who seems reasonably intelligent and likable. And sure, the right sales coaching and sales tools can help most reps perform better. But that doesn’t mean you should hire every […]
What qualities make sales leaders successful? There are several different ways to successfully lead a sales team. Some sales managers are like drill sergeants, the ultimate task masters set on transforming each sales rep into a singular, elite force. Other sales managers lead from the trenches, taking calls right along with SDRs, and taking the […]
If you’re managing an inside sales team, you’re probably tracking at least a few sales metrics. But if you’re looking for new ways to have the best quarter of your career, try taking a deeper dive. Obvious metrics like revenue per rep and time to close are probably never not going to be in the must-track category. […]
Using email templates can be a great way to save time. Especially if you add personal touches to make them not seem like mindless form letters sent by credit card companies. But if you are going to use email templates, it’s absolutely vital to constantly adjust strategies. Because email templates that have, in the past, […]

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.