Building sales cadences in Salesforce is an effective way to streamline your lead response or prospecting efforts. To stay competitive, using a sales cadence (also called a sales sequence), or automation of sales messaging, is no longer just an option. Today, it takes an average of eight touches before a sales rep makes contact with […]
The average NBA player is 6 foot 7 inches and the typical NFL wide receiver can run a 40-yard dash in 4.48 seconds. While being tall or fast doesn’t necessarily qualify you to play professional sports, the basic skills and qualities are part of a foundation that makes these athletes successful. The same goes for […]
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 […]
Do you wish you had more time each month to hit your targets? Most Sales Development Reps (SDRs) would agree that time is one of their biggest challenges. According to Ralph Barsi, two of the five barriers that block reps from hitting sales quotas are lack of focus and inactivity. It’s not surprising with the […]
At ringDNA, we spend a lot of time with inside sales, sales development, and business development teams. Our product is core to their success, so we invest in these teams by listening to their problems, needs, and goals, and then maximizing their benefit from our solution. We keep a close watch on the trends across […]
According to a study by CSO Insights, sales organizations are using an average of 10 sales tech tools, with a plan to add another four in the next 12 months. Affectionately named the “sales stack,” these tools are all supposed to help a salesperson become more productive and yield metrics that managers can use to […]
Some advice just doesn’t work. New parents can relate – they constantly receive unsolicited advice, often based on old wives tales, on parenting from friends, family members, even random people in the grocery store. Smokers from the big tobacco era of yesteryear can relate too. “More Doctors Smoke Camels Than Any Other Cigarette” an ad […]
I recently read some psychology research that transformed what I thought I knew about multitasking. The article, published by Wharton researchers in the December 2018 issue of the journal Psychological Science is titled “The Illusion of Multitasking and Its Positive Effect on Performance.” Although it is about general human psychology, it has big implications for […]
Today’s sales reps are surrounded by distractions and faced with ever-increasing goals. There is something to do from the second you sit down at your desk until you leave the office, but there is also something to distract every time you set about to start something important. Psychology research is clear that there is a […]
One of the oldest principles of sales is the more time you spend selling, the more revenue you will generate. Unfortunately, as a sales rep, you can’t always focus purely on your sales efforts. Today, reps must juggle responsibilities, carry heavier workloads, and manage multiple sales channels including the phone, email, social, and even in-person […]
Don’t you hate it when you answer the phone and there’s a long pause before someone on the other end speaks? Not only is it confusing, but the lengthy silence followed by a rep launching into a scripted dialogue can be quite irritating and impersonal. This is a common occurrence when sales teams use predictive […]
According to The Bridge Group sales quotas have increased an average of 6% year-over-year since 2015. As a result, sales reps will need to hit these ever-increasing targets as well. What can you do to help your team reach their goals? The key is increasing your reps’ productivity through consistent coaching. Rep productivity is maximizing […]