What is warm calling? The definition of warm calling is an outbound sales strategy that focuses on dialing, connecting with, and having sales conversations on the phone with sales leads who have been “warmed up” with some kind of prior activity. Warm leads can be defined as prospects that have previously engaged with your company […]
“Any fool can turn a blind eye but who knows what the ostrich sees in the sand.” Samuel Beckett. In school I was taught that ostriches buried their heads in the sand to avoid danger. It’s a great visual. But, it’s untrue. When ostriches encounter danger they can’t escape, they don’t bury their heads in […]
The ringDNA Selling Forward Conference brought together the world’s top sales and marketing thought leaders, attracting thousands of executives, managers, and reps from across the tech landscape. In over 20 sessions across two days, the speakers discussed the strategies, tactics and technologies needed for “the next normal.” They covered how sellers can expect to succeed […]
The Moment of Discovery is Really the Discovery of the Question Jonas Salk was one of the greatest scientific minds in American history. He is most well known for discovering and developing the first safe and effective vaccine for polio. He once said “What people think of as the moment of discovery is really the […]
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 […]
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 […]
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 […]
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 […]
We’re experiencing a time of unprecedented turmoil. A time of chaos. Everything feels out of control right now. Especially out of your control. It’s natural to feel anxious. I normally spend a good chunk of my life traveling for business and pleasure. Instead of catching frequent JetBlue transcontinental flights, I’m staring out the window of […]
A couple important thoughts about Business Acumen for sellers. #1: Business acumen for sales is not about recognizing how one sales situation is similar to others you’ve encountered. Acumen is about understanding how it’s different. That’s how you uncover real opportunities in sales. The unexpected big deals. The opportunities that your competitors were too lazy […]
Day 6 of WFH. Well, that’s not entirely accurate. I’ve largely WFH the last 20 years since starting my company in 2000. It can be incredibly isolating to work on your own. Since salespeople tend to be social animals this can be a hard period. The initial transition period is usually not so bad. It’s […]