A Simple Lesson Very early in my sales career I made a cold call on the CEO of a large homebuilder in my territory. I was selling computers for what was at the time one of the larger computer companies. I was freshly trained in sales and computers, a newly minted sales rep ready to […]
There’s a new revolution in sales, and it’s moving quickly. Guided selling stands to change sales teams forever, and many of the most successful organizations are quickly employing it. In fact, Gartner found that 51% of sales teams have already deployed are plan to deploy guided selling software in the next five years. As B2B […]
ringDNA Agent-Only Call Recording Functionality Helps Businesses Expand Coachable Moments to Every Call DISCLAIMER: The information provided here does not, and is not intended to, constitute legal advice; instead, all information, content, and materials available are for general informational purposes only. Readers should contact their attorney to obtain advice with respect to any particular legal […]
Everyone feels the constant push-pull in sales. You want to make the big deal happen. However, the buyer isn’t yours to control. You want to push. You have to be patient. Pushy? Patient? You gotta be both. Being pushy is not about asking for the order. Buyers expect that from you. Though it has no […]
Experience is a great teacher. There’s a limit, however, to how much it can teach. Ben Franklin, one of the Founding Fathers, wrote, “Experience is a dear teacher, but fools will learn at no other.” Ben Jonson, the English playwright and poet who was a contemporary of Shakespeare, also chimed in on the subject. He […]
Sellers are learning to love metrics. You just have to be careful not to love them blindly. Let me give you an example. In any sales conversation with a buyer, such as a phone call. video call or in-person meeting, it is considered bad form if the salesperson monopolizes the conversation. Based on metrics about […]
Sellers Need To Know The “Why” Behind The “How” Sales reps and sales managers would benefit from more sales education and less sales training. There is a vital difference between sales training and sales education. Sales training is all about the “how.” Sales education is about the “why.” Sales education provides the context and framework […]
I know. It sounds like there should be a pill for that. Have you heard of the Dunning-Kruger effect? It’s a well-known phenomenon named after the social psychologists who first documented it. (That would be Prof Dunning and Prof Kruger from Cornell.) The first part of the Dunning-Kruger effect, to put it in sales terms, […]
I can’t count the number of times I’ve heard a frustrated seller complain about a prospect, “Sheesh, I’ve explained how we can help them a million times and he still doesn’t get it.” Uh, my friend…exactly who is it, that doesn’t get it? That would be you. Albert Einstein said “If you can’t explain it […]
ringDNA is incredibly excited to announce the Selling with Purpose Podcast. Hosted by bestselling author Andy Paul, this limited miniseries explores nuanced and inspired conversations about what it means and how to sell with purpose in the era of COVID-19 and beyond. Join Andy as he talks with the world’s leading enterprise sales executives about […]
Who’s responsible for margin shrinking discounting to win a deal: managers or sellers? The finger of blame for this is invariably pointed at the sales rep. In truth, the responsibility rests with sales managers. It certainly is easy to blame individual sellers for rampant end-of-period discounting. Reps seem like the obvious culprit. However, my experience […]
Pick up nearly any food product you can find on the shelves of your local supermarket and it will be stamped with an expiration date. Best-by date. Or sell-by date. This useful bit of regulation is designed to protect consumers from products that have sat unsold on the shelves for too long at the store. […]