(888) 815-0802Sign In
ringDNA - Home page(888) 815-0802
Every top sales professional I’ve worked with, shared that common trait. They broke the “rules.” I’m not talking about ethical violations. I’m referring to the rules defined by rigid sales processes and methods that are forced onto sellers. Rules typically that are established by managers and executives for their own convenience. Or to operate within […]
May is Mental Health Awareness Month. According to a recent Johns Hopkins study, 26% of US adults suffered mental illness in 2020. Research suggests that mental illness among sellers is even more prevalent. And it’s been compounded by the unprecedented stresses brought on by the pandemic. And by the transition to work from anywhere that […]
Sales has changed more in the last ten years than it did in the previous 100 years. As Marc Andreessen famously said, “Software is eating the world,” and sales is on the menu too. There has been a fundamental shift leading sales teams to embrace sales automation. However, this new technology is turning sales reps […]
“I’m sorry.” As a child, were you ever told to tell someone that? My guess is that you were. Do you remember how it felt? You probably didn’t mean it, so it didn’t feel genuine. See, telling someone exactly what to say never really works the way we’d like. It comes off as stale, and […]
Filling your brain with too much sales advice can make you choke when it matters most. It’s true. If you’re spending too much time on LinkedIn searching online for the latest bit of sales advice, I have my own advice for you. Stop it. The reason to stop is because there comes a point where […]
Have you ever wondered why some of your reps consistently outperform their peers, while others struggle to hit their quotas regularly? It’s the classic bell-curve problem, where 10-20% of sales reps simply seem to be better than others. There’s two ways to fix this: either figure out how to only hire the best reps in […]
There’s a lot to be said for luck… And the role it plays in your success in sales. And in your career overall. Here’s the secret: you can prepare for luck. You can increase your luck. Detractors will scoff and say that you can’t factor luck into your sales planning. Actually, yes, you can. And, […]
Telling stories is important in sales. But, not when you’re telling them to your sales boss. For instance, fiction doesn’t strengthen a forecast. As humans, we hate ambiguity. We feel a burning need to make sense out of uncertainty. So, in situations where we don’t have a complete set of facts, we take the limited […]
Do you coach using all three levels of discovery and understanding with the sellers on your team? Three? Yes, three. An individual salesperson is really three distinct entities rolled into one: a Person, a Seller and a Competitor. Each of these personas requires a different level of understanding and communication from a manager to help […]
Don’t let other people define you. You can achieve success on your own terms. Check out the evaluation of Tom Brady by NFL scouts prior to the NFL draft in 2000. “Poor build, Skinny, lacks great physical stature and arm strength, Lacks mobility and the ability to avoid the rush, lacks a really strong arm, […]
3 min read - February 15, 2021
Busy Much?
Being busy can create its own “busy-ness.” And distract you from the important things you need to accomplish. As Henry David Thoreau said, “It is not enough to be busy, so are the ants. The question is: What are we busy about?” Unnecessary busy work is where precious hours of every day evaporate. David Allen’s […]
I believe reading is still the most effective way to absorb new knowledge. While short form “how-to” posts on LinkedIn can have value, they are necessarily incomplete. They don’t tell the whole story. If you’ve become addicted to getting a quick “how-to” fix on LinkedIn, you’ve probably discovered that you’re missing a lot of context. Like […]