When you’re reaching out to new prospects via telephone, there is little room for error. You only have, at most, a minute to convince a prospect to stay on the phone. So how can you get prospects to not only stay on the phone, but engage them enough to convert them into buyers? The answer is that […]
Let me ask a question that I hope you can answer honestly. How much time are you really spending personalizing each sales email you send? If you’ve been noticing a drop in email response rates (or if they were never exactly soaring to begin with), you’re not alone. Across the board, sales reps are having […]
Well 2016 is half-over. And I have to say that—already—it’s been my favorite year working on the RingDNA blog. While we have always had some awesome one-off guest posts here and there, this year we’ve really tried to highlight thought leadership from some of today’s most prominent and up-and-coming sales professionals and entrepreneurs. I’ve been so […]
Are your reps having trouble connecting with prospects? Are they having to dial over a hundred prospects to have a single meaningful conversation? If so, your sales technology stack just might not be cutting it. A lot of sales managers set strict dialing quotas. Sometimes reps need to dial 70 prospects daily. Often it’s even more. In […]
Have you noticed a sharp uptick in sales emails appearing in your email and LinkedIn inboxes? I know I have. According to the Email Statistics Report from the Radicati Group, there has been a steady increase in the number of business emails both sent and received. As of last year, the average employee receives a whopping 84 […]
The most important rule in sales isn’t always be closing (ABC), it’s always be helping (ABH). And in order to help prospective clients, you need to ask a variety of questions. Without asking questions, it can be impossible to know how best to help a prospect, or if you are even the right vendor to […]
Imagine you’re an inbound sales rep. You get a call from a lead that is not yet in Salesforce (if they were in Salesforce, RingDNA would automatically show you who they are, how they’ve engaged with your company in the past, and what to say to them). They’ve never filled out a form before. They […]
Not long ago, when we were putting together our eBook The Complete Guide to Inside Sales Analytics, I reached out to several sales experts and asked them what they thought the most underrated sales metric was. One of the sales leaders I spoke with was Doug Landis, VP of Sales Productivity over at Box. He mentioned that not nearly enough sales […]
The days of long ramp periods for sales reps are coming to an end. In this highly competitive sales landscape, there’s little time to wait. That’s why it’s absolutely vital for sales managers to help reps drive pipeline and win revenue as fast as humanly possible. So how can inside sales managers help reps hit the ground running? In […]
Opportunities form the lifeblood of a sales organization. Your sales development reps (SDRs) spend their days trying to source opportunities. While your account executives spend their days trying to transform opportunities into customers. As an inside sales manager, you need to keep a close eye on opportunity metrics. Because if your SDRs aren’t sourcing enough […]
When you get on the phone with prospects, you are the front-line emissary for your brands. With the right knowledge and attitude, your prospects will see you as an ally who is helping them solve problems. But far too often, sales reps and SDRs strike out during sales calls. Why do they strike out? Usually it comes down to the […]
Great sales operations managers are always on the lookout for new ways to enable reps to sell better. According to TOPO HQ, high growth teams are leveraging an average of five technologies in their sales stack. However, before adding a new tool, it’s important to make sure it will play well with your other applications. Here are seven […]

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.