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Most sales leaders find themselves in an endless struggle to find time to coach and manage their teams. This leads to stalled deals, missed quota, and slowed growth. If this sounds like you, don’t worry; you’re not alone. The last generation of conversation intelligence solutions promised a way to fix this, but often fell short […]
Sales leaders want their sales coaching efforts to be scaled across their entire team, even the coaching and feedback they give to a single rep. After all, that’s how you build a culture of coaching so that your team is always improving, and this is one of the main benefits of having a conversation intelligence […]
1 min read - November 9, 2021
The Sales Coaching Code
Get the new framework for reinforcing training that actually works. Companies invest a fortune in sales training, but 87% of new sales training goes out the window in just a few short weeks. Sales training is virtually worthless unless there’s a clear plan to continuously reinforce it. But the good news is that it has […]
ringDNA has evolved immensely since we came up with the original concept.  The idea was conceived as a solution to problems we’d faced in my previous companies:  Buying experiences are notoriously bad, so how do we use science, technology, and the information we have about our buyers and customers to provide a better experience for […]
Somewhere, not too far from here, is an old house that creaks and moans. Ghosts drift along the floorboards and swoop through the windows, frightening anyone who dares come too close. The neighbors say they can occasionally hear mutters of: “…Went with a competitor…” “…Not ready to make a buying decision quite yet…” “…Champion went […]
A great discovery call can mean the difference between losing and winning the deal. In fact, every meeting with a prospect should be a discovery call, and the top reps know this. They take every opportunity to better understand their buyer and unearth the challenges they don’t want to admit even to themselves. Watch this […]
Retaining talent is one of the biggest challenges facing sales leaders. And research shows that the reason that 60% of reps leave jobs is because they “aren’t getting value from managers.” Retaining top talent and exceeding quota requires more than sales training, it requires building a culture of coaching. Join us for an on-demand webinar […]
Most sales leaders find themselves in an endless struggle to find time to coach and manage their teams. As a result, rep performance suffers, leading to stalled deals, missed quota, and slowed growth. If this sounds like you, don’t worry, you’re not alone. And it’s not your fault! Every sales leader these days struggles to […]
There’s a reason why we have mirrors in gyms: they provide instant feedback, letting us know if we have the right form while doing exercises. We can see if our bodies are making the wrong shape, and we can make adjustments accordingly. It’s a perfect feedback loop. The mirror helps us to correct every mistake, […]
Are you making the false choice between learning and doing? Many sellers do exactly that. I was once asked if the reason that more salespeople don’t invest in their own development was that it was difficult for them to make the connection between investing their time to learn and their professional successes. In other words, […]
Objections. They’re a pretty hot topic (did that sentence make you feel like you had on a Nirvana shirt?). The other day, I heard an ad on the radio from some guy who claimed to be “the world’s best sales trainer.” He was selling his sales program, and said he could teach you how to […]
Here’s something to ask yourself. Are you afraid to change? Consider this quote from WH Auden’s long poem The Age of Anxiety: “We would rather be ruined than changed. We would rather die in our dread Than climb the cross of the moment and see our illusions die.” Auden accurately captured the state of B2B […]