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In October 2020 we set out on a singular mission: to find the greatest sales coach in the world, and award them a title they deserved. This wasn’t a simple mission – we wanted to find a way to represent the manner and methods that the best sales coaches use in such a way that […]
Sales coaching and sales training are both sales performance improvement methodologies that are here to stay. The benefits of both are obvious, but many teams question when to use one or the other. The truth is that for a sales organization to be truly successful, they must use both. But, it must be done properly. […]
What is a Sales Quota? Simply put, a sales quota is a specific target that sales reps need to hit within a given amount of time. Quotas are nearly always numerical, in that they must be a certain dollar amount of contracts signed, revenue generated, or count of goods sold. Sales reps, sales managers, and […]
Join ringDNA’s search for the greatest sales coach in the world. Sales coaches are among the single biggest drivers of success for any sales team and its time that they get the spotlight. In the age of data, metrics, KPIs, analysis, trends, and charts, sales is ultimately still a human endeavor. Numbers don’t sell, humans […]
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 […]
It’s a common refrain from salespeople. And it’s one I hear from people who are on a crusade to change what they feel are the unfairly held negative stereotypes of salespeople. It’s a common topic that people applying to be a guest on my podcast (Sales Enablement with Andy Paul) want to talk about. Which […]
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, […]
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 […]
A sales team cannot truly perform at its maximum without a sales playbook. The sales playbook contains everything your team needs to successfully close deals. This includes target prospects, buyer personas, their common pains and problems, call scripts, email templates, discovery questions, sample presentations, and competitor info. Reps use this information to understand the best practices, […]
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. […]
For remote sales managers, call recordings are critical to revenue success Forced remote work by virtue of the COVID-19 pandemic is accelerating sales management trends that were already underway. As a result of social distancing and remote work, many sales leaders are presented with a lower-fidelity picture of how their sales team is doing, what […]