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There are many ways to define a “good” sales rep. It’s common to measure their value with factors like experience, performance record, prior companies, and network. There are also unquantifiable factors like personality, drive, character, temperament, and communication skills. Ultimately, your organization’s definition of a “good” sales rep may be very different than another. Your […]
Less than a decade ago, field sales teams were still norm. But the rise of technological advancements has led to a massive growth of inside sales teams. So much that inside sales recruiting now outpaces that of outside sales (learn the difference between inside sales and outside sales.) Now, rather than geographically spread teams of […]
In its sales operations optimization study, CSO Insights found that sales technology is a key differentiator of high performing sales organizations. In fact, Salesforce found that 88% of high performers use sales technology. It’s easy to see… without sales optimization tools, teams simply waste too much time and lack the capability to effectively sell in […]
Our Founder & CEO Howard Brown appeared on Bloomberg TV to discuss AI in the workforce, the future of labor, and how ringDNA is transforming the sales experience. Most of the news surrounding AI seems to be negative in terms of impact on the workforce, but Howard shares a more optimistic view. He discusses how […]
Sales coaching is most effective when a formal, well-defined coaching approach is implemented. CSO Insights even found that organizations with a random or informal sales coaching strategy attained win rates below the average of 51.8 percent. While coaching is critical for continuous performance and productivity improvement, it must be a regular, ongoing process. Obviously, sales […]
When it’s time to hire additional salespeople, it’s critical to include sufficient details to ensure you attract the best candidates. According to Gallup, today’s work environment means that you need to complete for employees as you do for customers. That’s why it’s important to focus on what potential new sales reps want from their work. […]
Sales managers must juggle many responsibilities, but out of all of them, coaching makes the greatest impact on an organization’s bottom line. After all, managers are responsible for the development, inspiration, and growth of their sales teams. None of this is easily accomplished without proper training. Sadly, 18.6 percent of sales organizations provide no training […]
Our Founder & CEO Howard Brown appeared on BNN Bloomberg to discuss AI in sales, the powerful sales data trapped inside of everyone’s sales calls, and his experience working with amazing investors like Goldman Sachs and Bryant Stibel. Howard covers how ringDNA began as a platform that increases the effectiveness of sales reps, and added […]
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 […]
Cold calling is undoubtedly challenging. You must master an array of skills like a natural sounding tone and sales script. You need to learn objection responses, develop product knowledge, and learn proper pre-call research. All of this adds up in a way that makes 48% of business-to-business salespeople afraid of making cold calls. It takes […]
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 […]
We all know by now, how you speak on a sales call is absolutely crucial to success. But there are some intangible elements of successful sales calls. Only the most successful sales reps know these secrets. And they guard them closely. But today, despite protests from our resident data scientists, we are revealing our deepest, […]