Sales is at an inflection point. Buyers are engaged later, sales reps are less experienced, and on average, they only make 68 percent of their quotas. This all means that sales coaching is absolutely critical to proper training reinforcement, skill building, knowledge development, accurate forecasting, and ultimately sales success. Top sales organizations excel by taking […]
The differentiation of data has transformed the sales process. We have technographic data to peer into the technical infrastructure our prospects use. We have behavioral and intent data to show us how our prospects interact with our brand and when they’re most likely to convert. We even have penetration data to see how conversation about […]
In B2B sales, selling into the C suite can be one of the most challenging, and the most rewarding strategies. Time with the C-level executives can result in a massive deal, but making and maintaining contact with them is incredibly difficult. You are constantly stopped by gatekeepers, calls go unanswered, and messages are never returned. […]
It happens to everyone, yet it seems to come without warning. You can be hitting goal after goal, crushing quota every quarter, then it suddenly seems to stop. The road gets bumpy, you lose speed, and everything seems a little bit harder. Maybe this was brought on by a recent change in companies, change in […]
In their 2018 buyer preferences study, CSO Insights found that salespeople ranked ninth out of the top ten ways buyers prefer to solve their business problems. “Vendor salespeople” placed below websites, peers, social networking groups, and web searches. In fact, only 23 percent of buyers named salespeople as one of their top three resources. This […]
At ringDNA, we spend a lot of time with inside sales, sales development, and business development teams. Our product is core to their success, so we invest in these teams by listening to their problems, needs, and goals, and then maximizing their benefit from our solution. We keep a close watch on the trends across […]
On average, sales development reps (SDRs) must make 9.1 sales calls before they connect with a lead. Each connection is valuable, and a lot needs to happen in those first crucial moments of cold calling: The SDR must do some relating, and get the prospect to like them. The SDR needs to effectively communicate value […]
What is a lead qualification framework and why is it important? We all have to make decisions. Some of these are easier than others. When it comes time to make a decision, whether it’s what shirt to purchase, if we should go to that expensive restaurant, if we should splurge on a new TV, or […]
How effective is your sales coaching? When is the last time you asked yourself this question? It goes without saying, sales coaching is important. Sales coaching differs from sales training in that it is the continuous reinforcement of skills to improve performance over time. If you aren’t sales coaching at all, we’ve covered in depth […]
There’s an ongoing debate about whether or not cold calling is dead. Regardless of what you’ve read or heard elsewhere, the truth is cold calling is alive and well. A recent study revealed that 71% of buyers want to hear from sellers when looking for new ideas to improve their business. In the same study, […]
According to a study by CSO Insights, sales organizations are using an average of 10 sales tech tools, with a plan to add another four in the next 12 months. Affectionately named the “sales stack,” these tools are all supposed to help a salesperson become more productive and yield metrics that managers can use to […]
Things are going great with your sales contact, you’re making steady progress towards a deal. You’ve had several excellent calls with them. They seem to be fully engaged and enthusiastic about your product. They asked lots of questions during a recent demo and appear to be very excited about your customized proposal. You’re expecting a […]