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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, […]
Every day, someone somewhere is publishing a mediocre podcast episode about B2B sales. Look no further than your podcast app and social feeds for proof. If you listen closely enough, you can hear someone switching on their mic and hitting the record button. And for all those podcasts, there are listeners. In 2020, an estimated […]
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 […]
2 min read - March 1, 2021
The Process of Planning
“In preparing for battle I have always found that plans are useless, but planning is indispensable.” – General Dwight Eisenhower You’ll notice Eisenhower didn’t say you don’t need a plan. He said the process of developing a plan was essential. It’s crucial to invest the time to think in depth about strategies, tactics and to […]
“I spend 98% of my day sitting in my office and thinking about what I can do to get my team to play just 1% better.” – Pete Carroll (NFL Head Coach, Seattle Seahawks) I love this quote. It speaks to the reality of performance improvement. Especially for skill-based professions. Such as sales. Technology can […]
Before we get started, here’s a quote from Voltaire to help trigger some self-reflection: “Judge a man by his questions rather than his answers.” Actually, that pairs well with this wisdom from the Dalai Lama: “When you talk, you are only repeating what you already know. But if you listen, you may learn something new.” […]
Being fast with no value has no value to your buyer. Here’s a real life example from a former client: I worked with a client who was successfully generating a ton of targeted inbound leads. However, their follow-up stunk. They were taking three business days on average to follow up a lead. In other words, they […]
Don’t miss the upcoming webinar with AA-ISP and ringDNA. On Wednesday, October 21 at 2 PM EST, join Ray Rike, Founder & CEO of RevOps Squared, Andy Paul, Host of the Sales Enablement Podcast, William Tyree, CMO of ringDNA, and Howard Brown, Founder & CEO of ringDNA. The panel will cover how key metrics are […]
ringDNA Agent-Only Call Recording Functionality Helps Businesses Expand Coachable Moments to Every Call DISCLAIMER: The information provided here does not, and is not intended to, constitute legal advice; instead, all information, content, and materials available are for general informational purposes only. Readers should contact their attorney to obtain advice with respect to any particular legal […]
You work in cold calling driven sales long enough and you’re bound to hear it: that story about the salesperson who closed a six or seven figure deal from a cold call. In fact, I recently had dinner with a retired business to business (B2B) salesperson who had a stack of success stories that started […]
Update published 7/27/2018: Ringless voicemail is officially declared a “call” that falls under TCPA regulations according to the recent ruling of Saunders v. Dyck O’Neal. U.S. District Judge Gordon J. Quist is the first federal judge to declare ringless voicemail as a “call.” Click here to read the full opinion and ruling. You may have encountered […]