No matter how consistently you coach your reps or how well they’ve performed in the past, there are always times when sales teams struggle to hit their goals. This can be especially true at the end of a challenging quarter or year. Your reps may be giving it their all, but seem to be running […]
Modern sales reps have more communication channels available to them than ever before. SMS messages, email, social media, even video all provide a conduit to engage with contacts. However even today, the phone still prevails as the most effective sales communication tool. The phone is still the only communication method through which sales reps can […]
Sales professionals have one of the most straightforward job descriptions out there: sell. However salespeople only spend a third of their time selling, and sales managers spend twice as much time on administrative items than they do coaching their sales teams. Modern salespeople battle two main opponents for their time, communication channels and sales tools. […]
Sales automation is one of the key factors that will contribute to the success or failure of your team in the next few years. Sales teams require an ever-increasing amount of data in order to make themselves, as well as departments like marketing, support, and product successful. The majority of this data collection has fallen […]
According to CSO Insights, organizations are using an average of 10 sales tools and plan to add another four within the next 12 months. As teams pile on more and more applications in the hopes of finding that “magic bullet” that will let them decimate their quotas, sales technologies stacks continue to expand. But where […]
The day my team at a previous company started using local presence dialing was the day our numbers turned around for good. Before that, the caller ID displayed an 800 number to prospects. The connection rate was terrible. Prospects would assume that an 800 number meant a telemarketer was calling, and ignore us. Once we […]
The Best Response Time Wins A recent experiment revealed that only 42% of B2B companies responded to leads within 5 days (yes, you read that right — days). What’s even more shocking is the fact that the other 58% never bothered to respond. Given the fact that B2B marketers are projected to spend over $4.6 […]
We often are asked two related questions. First, does RingDNA work with existing phone systems? Next, what needs to be in place to use RingDNA? The answers are actually very simple: yes, and nothing. By design, RingDNA is extremely easy to implement and can be integrated with your existing framework in a number of ways. […]
Sales call recordings are an excellent tool for coaching reps. Not only are they beneficial for the sales department – marketing teams can gain plenty of insights from listening to these valuable real-life interactions. In fact, our sales team regularly shares calls with us (thanks Sam and Anna!) for all of the following reasons: Listening […]
The Patriots’ Bill Belichick is currently the NFL’s longest tenured coach, leading the team since January 2000. Over that period, the Patriots have won 15 AFC East championships, appeared in the Super Bowl seven times, and won five of them. He also holds the most wins of any active NFL coach. Obviously, the man knows […]
Coaching is a critical ability for sales managers to have because of its significant impact on sales performance. In fact, CSO Insights found that a dynamic coaching process improves win rates by 28% and quota attainment by 10%. It’s not just about the program though. Top coaches have certain characteristics that make them (and their teams) […]
The sales pitch is a cornerstone of the sales process. Whether it is on the phone, in person, or through email, your pitch is the crucial first impression. Sales organizations have perpetually devoted time, energy, and resources to improving their pitches, but you can take actions that help gradually improve your pitching over time. We’ve […]