Great salespeople all seem to have one thing in common: they are fiercely dedicated to self-improvement. The best sellers I’ve ever worked with are never content with just making quota. They are willing to do whatever it takes to hit their numbers out of the park. And while salespeople have a responsibility to self-educate and […]
The sales industry is known for using a variety of acronyms in their day-to-day communications. So much so that it can be quite confusing. Further complicating matters, there are abbreviations for different sales job titles too, which can mean different things in different companies and verticals. If you are struggling to know who’s who in […]
Since the beginning of the COVID shutdown period, I’ve read 33 business books. Reading is part of my job. I interview a ton of authors on my podcast “Sales Enablement with Andy Paul.” And, unlike most podcast hosts, I pay my guests (and listeners) the respect of actually reading their books, cover to cover, before […]
The sales industry standard is that it takes up to eight attempts to contact a prospect. This best practice should be baked into any outbound sales prospecting cadence. For your sales development reps (SDRs) to hit their goals, they need to reach out to prospects with a regular cadence. For the unfamiliar, a sales cadence […]
On Thursday, June 18, Join ringDNA’s CEO Howard Brown, as well as the host of The Sales Enablement Podcast, Andy Paul for their session at the Tenbound Virtual Sales Development Conference. The talk, titled The New Sales Enablement Formula: Empowering SDRs to Ramp Faster and Sell More will feature new data about how to ramp […]
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 […]
September 2020 note: this post is related to our Selling Forward virtual event that was attended by several thousand sales leaders in June 2020. The event may be over, but you can still watch all of the the great content at www.ringdna.com/webinars By now we all know that things are, and likely will be different […]
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. […]
The Sales Process: What it is and why you need one The sales process is one of the most determining factors of success within every organization. Furthermore, every sales organization has one, whether they know it or not. At its core, the sales process is the roadmap for the route that sellers bring buyers through […]
The ability to track sales metrics and KPIs is the closest thing that sales leaders get to having a crystal ball. The right metrics can instantly reveal which reps are most active, which are most efficient and which need additional coaching in order to hit goals. But beyond merely revealing insight into reps’ performance, tracking […]
I’m admit to being kind of a data geek. I love KPIs, metrics and stats that reveal something new about process and the behaviors of both sellers and buyers. While I appreciate the value of data, I’ve learned the importance of keeping data in perspective. I’m aware of the limitations of data. And I’m aware […]
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 […]