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When sales reps are skilled at selling and targeting the right prospects, having more conversations almost always powers pipeline and revenue growth. But that doesn’t necessarily mean you need to go hire a lot of sales reps. The reps you have can do far better with the right tools and strategy. According to TOPO’s Sales Development Technology Report, that […]
Do you recall a time, not so long ago, when sales reps kept notes on post it notes or spreadsheets? When they dialed leads manually? When they knew little-to-nothing about the prospects they were calling? Luckily, those days are gone. Why? Because tools like intelligent dialers, email templates, local presence dialers, and screen sharing have transformed the […]
It’s difficult to keep pace with the whirlwind changes that are transforming sales processes each year. New sales acceleration tools and controversial selling methodologies (The Challenger Sale comes to mind) have made the sales profession radically different from when I took my first inside sales job seven years ago. Back then I didn’t even have a CRM […]
High performing inside sales teams are also high tech. Want proof? Look no further than Salesforce’s recent State of Sales report. According to the report, which surveyed over 2,300 global sales leaders, “High-performing sales teams use nearly 3x more sales tech than underperforming teams, freeing them from process-heavy tasks and giving them more time to […]
The sales technology stack has arrived! According to TOPO’s Sales Development Technology Report, which interviewed more than 130 sales leaders across a variety of industries, a whopping 72.4% of companies plan to invest in technology that makes their sales development team more successful this year. What is the Sales Technology Stack? For the uninitiated, the sales technology […]
Here at RingDNA, our continuing mission is to help inside sales teams automate and optimize sales activities so they can grow revenue. To that end, we’re always trying to improve our dialer with new capabilities that can help both sales reps and managers. One such feature is call barging. Though the name may sound intrusive, this feature actually […]
I’ll admit right off the bat that the title of this article is a trick question. Because the majority of reps are not going to update their CRMs consistently. Why? Because reps view updating Salesforce as burdensome. As Andreesen Horowitz’s Scott Weiss rightly pointed out in a recent article, “The words ‘I need you to update Salesforce’ […]
Years from now, when you look back on your career in sales, perhaps you’ll remember 2015 as the year you transformed the way you sell. Why? Because sales acceleration technology now offers forward-thinking salespeople what once would have seemed like superpowers. Make no mistake about it – solid sales skills, the right sales process, and CRM are […]
The best sales teams are have experienced a profound revelation: without sales acceleration tools, reps are going to leave a lot of revenue on the table.  And by sales acceleration tools, I’m not talking about CRM. CRMs like Salesforce help keep your data organized and are great for crunching out reports, but sales acceleration tools […]
Depending on your price point, business-to-business (B2B) sales cycles can be long. And sure, it probably will take your reps longer to sell a marketing automation system than a TV — much more is at stake. But I can say with almost 100% certainty that your sales cycles are longer than they need to be. In my experience, the number […]
When TechCrunch erroneously declared that “the phone call is dead” way back in 2010, we knew something they didn’t. While personal call volume was declining in lieu of text messaging, we were certain that business calls were actually becoming more important. And like so many substantially premature death declarations (email, SEO, American manufacturing and the Twinkie), reports of […]
Visual search and knowledge platform Docurated has released a new infographic detailing the state of sales productivity for 2015. The infographic, which stems from the visual search and knowledge platform’s survey of 127 sales and marketing executives, highlights the importance of improving sales productivity. We also think it reveals some powerful opportunities for sales teams to drive more revenue this year. […]