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 […]
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. […]
Sales has always involved a fair amount of stress, and now they are feeling more pressure than ever. Sales reps are at the front lines as they attempt to reshape selling strategies to meet demands and bring in revenue. Undoubtedly, this is a stressful time. Now, during Mental Health Month, Sales Expert Richard Harris and […]
There’s a lot of talk these days about the future. After all, we’re in the midst of a pandemic and we have a lot of scary issues confronting us. There’s also a lot of talk about the future of sales and what some are wrongheadedly calling “the new normal.” That’s all we’re hearing from talking […]
Back in February, we were elated to announce that we were teaming up with sales legend Andy Paul to expand the hugely popular Accelerate podcast to deliver best practices, stories and sales tips from a vast network of the world’s best and most influential sales leaders. Today we’re tremendously excited to reveal that the podcast […]
A couple important thoughts about Business Acumen for sellers. #1: Business acumen for sales is not about recognizing how one sales situation is similar to others you’ve encountered. Acumen is about understanding how it’s different. That’s how you uncover real opportunities in sales. The unexpected big deals. The opportunities that your competitors were too lazy […]
Summary: Instead of analyzing the opportunities in your pipeline based on how far a buyer has progressed through your sales process, assess your chances of winning their order based on the depth of your understanding of their needs, their desired outcomes and where they stand in their decision-making process. As humans we feel a burning […]
Like many B2B companies, you’ve been running a disciplined account based marketing and sales program. To get there, you invested countless hours analyzing product market fit across industries, segments and individual companies. You relentlessly tested messaging across digital channels, SDR outreach initiatives and events, having little reason to doubt your conclusions. After all, recent headlines […]
As nearly every industry vertical becomes more crowded, the cost of marketing increases, and competition heightens. To succeed in this environment it is absolutely crucial that your sales and marketing teams are aligned. Sales and marketing alignment leads to increased revenue, better win rates, and improved customer retention. In fact, a recent study found that […]
On sales calls, especially those that involve a competitor or require selling into a noisy space, one of the best ways to stand out is market differentiation. Market differentiation is a method through which a particular product or service is made to be distinguishable from others in a desirable manner so that it appears superior […]
Your sales pipeline is the fuel line that powers your sales process and turns leads into revenue. A pipeline typically consists of stages that sales prospects advance through as they become a customer. Beginning with your marketing team, your sales pipeline delivers contacts from your marketing team to sales development reps, who turn them into […]
Four of the most common terms you will hear anywhere in sales are prospect, lead, contact, and opportunity. Sometimes they are used interchangeably, but each has their own distinct meaning that directly refers to the sales process. So what exactly is a lead, a prospect, contact, and an opportunity? What do the terms mean, how […]