Summary: Instead of analyzing the opportunities in your pipeline based on how far a buyer has progressed through your sales process, assess your chances of winning their order based on the depth of your understanding of their needs, their desired outcomes and where they stand in their decision-making process. As humans we feel a burning […]
Like many B2B companies, you’ve been running a disciplined account based marketing and sales program. To get there, you invested countless hours analyzing product market fit across industries, segments and individual companies. You relentlessly tested messaging across digital channels, SDR outreach initiatives and events, having little reason to doubt your conclusions. After all, recent headlines […]
Okay, Sales Friends. Our version of Madness is still in full swing! Have you cast your votes yet for the most influential sales book that you’ve read? The results from the first round matchups in the Sales Madness Bracket Challenge, sponsored by ringDNA, are in! There were a lot of upsets in this First Round. […]
There is no doubt that we are in unique times and some would even say uncharted territory. Never before in history have more office employees been asked to work from home across the globe than in recent weeks in response to the Coronavirus outbreak.  Tumultuous changes, both in the market and in social life make […]
In light of recent events, numerous companies are taking their teams remote. This means that many sales managers are either taking their sales reps remote, or are operating a geographically dispersed team for the first time. When you manage a remote sales team, there is an incredible amount of nuances to be considered. How do […]
In light of recent events, we’ve heard many questions from sales leaders regarding moving in-office sales teams to a remote model. Many of our customers were among the first companies to take their sales teams remote as a protective measure against the spread of Coronavirus. This was due in part to the fact that the […]
Email is one of the best tools a salesperson can have. It is highly efficient, can easily contact mass amounts of leads and prospects within minutes, and can be highly targeted to a sales reps’ most relevant audiences. Sales emails can also be used in conjunction with sales calls, as they increase the effectiveness of […]
Maya Angelou, the great American poet, famously wrote: “People will forget what you said. People will forget what you did. People will never forget how you made them feel.” This wisdom directly applies to how you sell, and is one of the keys to success in sales overall. There’s no escaping the reality that your […]
Enabled by modern technology, remote work is becoming more and more popular. Linked to an increase in employee happiness, work/life balance, productivity, and performance, many companies are exploring the option. Conflated by current events that have led to a massive cancellation of corporate travel, many companies are investigating the possibility of temporary remote work for […]
What are sales call analytics? Sales call analytics can refer to analytics that pertains to one of two separate components of sales calls. The first component is activity numbers and performance metrics surrounding the calls themselves. The second is a measurement and analysis of the actual sales conversation that occurs on the call. The former […]
Hot leads are the sales person’s holy grail. Hot leads can be defined as a high-value lead that is a qualified buyer, actively engaged with your company, is highly interested, and is ready to buy. Hot leads are like striking gold. A deal with a hot lead closes extremely quickly and typically requires little effort […]
ringDNA’s Founder and CEO Howard Brown was recently named as one of Comparably’s Top CEO’s for the third consecutive year. This year, Howard shares the award with leaders like Eric Yaun of Zoom, Brian Halligan of HubSpot, and Craig Jellinek of Costco. Perhaps what is most impressive about Comparably’s rankings, is that they are 100% […]