The Peak-End Rule of Sales will transform how you visualize your selling process. In sales we increasingly acknowledge the importance of the buying experience as a key factor in a buyer’s decision about which seller to choose. Daniel Kahneman, the Nobel Prize winning economist, developed the Peak-End Rule (based on his research into how people […]

Revenue.io has been selected as a Revenue Operations & Revenue Intelligence Vendor as part of Forrester’s New Tech Revenue Operations and Intelligence Market Guide. This year, Revenue.io was also designated a Gartner Cool Vendor. Revenue.io Chosen By Forrester as a Revenue Operations and Intelligence Vendor As part of the 2021 New Tech Revenue Operations and […]

I read so much nonsense about relationships in sales. The problem these people have is that they can’t get past a single definition of a “relationship” as an “emotional bond between people.” AKA a friendship. That’s such an archaic way of looking at relationships in sales. My friends, we are all reasonably sophisticated people. So, […]

No one can stop you. Except you. In your sales career, there will be no shortage of people with good intentions telling you what things you need to do. And how you need to do them. But, here’s the thing. None of those people are you. They don’t experience and navigate the world the way […]

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 […]

I have a podcast. You might have heard of it. Or listened to it. Our 1000th episode is less than 3 weeks away. My podcast stands out in a crowded space because of the quality of the conversations I have with my guests on the show. The quality of those conversations is derived from my […]

I read a lot of books. If a guest on my podcast, Sales Enablement with Andy Paul, has written a book, then I will read their book in preparation for our conversation. As a result, I read roughly 100 books per year on sales, sales leadership, sales enablement, marketing and related topics. In fact, I’ve […]

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 […]

The case for how RevOps can help B2B companies has reached a fever pitch.  Sessions focusing on various aspects of the movement can be found at nearly every sales conference. Simultaneously, Forrester and Gartner—the analysts that advise all your customers on strategies and technology adoption—have also rolled out a steady drumbeat of RevOps research.  CEOs […]

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 […]

Has losing become a habit? We all know how hard it is to change a bad habit. So, let me ask you this: has losing become a habit for you? It’s easy to determine if that’s the case. What’s your win rate? What percent of the qualified opportunities in your pipeline do you win? Let’s […]

Do you understand what it takes to win a sale? Many sellers place a lot of blind faith in their sales process. They think that if they just follow the blueprint they’ve been given, they’ll be safe. Here’s the problem: “Safe” doesn’t win deals. Process doesn’t win deals. People do. There’s never just one factor […]