I know. It sounds like there should be a pill for that. Have you heard of the Dunning-Kruger effect? It’s a well-known phenomenon named after the social psychologists who first documented it. (That would be Prof Dunning and Prof Kruger from Cornell.) The first part of the Dunning-Kruger effect, to put it in sales terms, […]
Contact tracing has become a necessity. Suddenly states, cities, and private organizations need help tracking exposure, and companies are answering the call. To meet this demand, health departments need both the people and technology to efficiently and effectively reach out to COVID positive or exposed individuals, interview them, document their answers, and while adhering to […]
I can’t count the number of times I’ve heard a frustrated seller complain about a prospect, “Sheesh, I’ve explained how we can help them a million times and he still doesn’t get it.” Uh, my friend…exactly who is it, that doesn’t get it? That would be you. Albert Einstein said “If you can’t explain it […]
When it comes to engaging with potentially infected individuals to curb the spread of COVID-19, voice, email and text messaging are all critical communication channels. But of the three, text messaging has the potential to be the most effective. Response rates from text messages can commonly be as high as 90%, while email and call […]
ringDNA is incredibly excited to announce the Selling with Purpose Podcast. Hosted by bestselling author Andy Paul, this limited miniseries explores nuanced and inspired conversations about what it means and how to sell with purpose in the era of COVID-19 and beyond. Join Andy as he talks with the world’s leading enterprise sales executives about […]
Who’s responsible for margin shrinking discounting to win a deal: managers or sellers? The finger of blame for this is invariably pointed at the sales rep. In truth, the responsibility rests with sales managers. It certainly is easy to blame individual sellers for rampant end-of-period discounting. Reps seem like the obvious culprit. However, my experience […]
The Moment of Discovery is Really the Discovery of the Question Jonas Salk was one of the greatest scientific minds in American history. He is most well known for discovering and developing the first safe and effective vaccine for polio. He once said “What people think of as the moment of discovery is really the […]
What does inbound sales mean in 2020? If you ask five different companies how they define inbound sales, you may just get five different answers. That’s because sales processes vary wildly from organization to organization. Some companies split salespeople into dedicated inbound and outbound sales development teams, while other companies task reps with both prospecting […]
By now we all know that things are, and likely will be different for some amount of time. But how will things actually be different? Sales and marketing teams had to first adapt to remote selling, managers had to learn to coach from afar as teams reshaped their messages, changed strategies, and found new ways […]
Pick up nearly any food product you can find on the shelves of your local supermarket and it will be stamped with an expiration date. Best-by date. Or sell-by date. This useful bit of regulation is designed to protect consumers from products that have sat unsold on the shelves for too long at the store. […]
Cold calls are one of the most ubiquitous, debated, and disliked activities within sales. It’s very rare when someone actually wants to be cold-called, and very few salespeople actually like making them. Because of this, cold calling is often overlooked or avoided. However, the truth is that cold calls are an essential (and powerful) lead […]
“Hey, could you be more salesy?” Never in my decades in sales has a customer ever asked me that. “Andy, we’d really like to buy your product. But, you’re just not salesy enough. Could you please be more salesy?” This is the one question a buyer will never ask you. That’s right. It’s the one […]