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Featured Podcast

758: What is Sales Enablement? with Howard Brown

Howard Brown is the Founder and CEO of ringDNA

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Raise Your Standards: The Definitive Guide to Building Seven-Figure Sales, with Mark Evans [Episode 974]
On today’s episode Mark and I talk about why he believes the “Old way” of selling is dead.
Growth and Transformation, with TIffani Bova [Episode 973]
In today’s conversation Tiffani and I talk about the impact that the pandemic is having, and will have, on the future of selling.
Priced to Win: How Pricing Can Make or Break Your SaaS Product [Ep. 12]
This week we are diving into a very interesting topic: pricing.
The 4-Question Go-To-Market Framework, with Sangram Vajre [Episode 972]
Today we discuss the problems caused by an ineffective GTM.
Why B2B Buyers’ Don’t Like Being Sold To, with Peter Strohkorb [Episode 971]
In today’s episode Peter and I talk about why he believes that modern B2B buyers don’t like being sold to any longer.
The Wentworth Prospect, with John Smibert [Episode 970]
Today John and I get into why buyers, as they have become more empowered, don’t value sellers and their advice like they used to.
The Importance of Pipeline Management [Ep. 11]
What is pipeline management? Good question. We would probably (if pressed) define it as the process of properly adding accurate information around close dates, qualification steps, and pipeline stages in order to provide Sales, Marketing, CS and Executive Leadership with reliable reporting as to what they can expect in projected revenue in the coming months. […]
Selling as a Process, with Mark Cox [Episode 969]
Mark Cox is the founder of In The Funnel, a sales consulting firm. On today’s episode we discuss why sellers need a repeatable process to convert prospects into paying clients. Because as Mark says, “In the absence of selling as a process, sales pursuits become a series of unrelated events.” Mark shares his 3 critical […]
A New Model for B2B Sales, with Jarron Vosburg [Episode 968]
Jarron Vosburg (Vice President of Sales at JumpCrew) and I talk about a new model for B2B sales. The model is outsourcing your sales function. Completely. Companies routinely outsource mission critical functions today. Why not sales? We dive into what that model looks like for a company that wants to go down that path. How […]
Speedos and Sales Coaching, with Marcus Chan [Episode 967]
Marcus Chan (Founder of the Venli Consulting Group) is one of the Top Sales Influencers to Follow in 2021 according to Salesforce. In our conversation today we cover a lot of ground. Beginning with how Marcus got his start in sales: selling Speedo swimsuits. We talk about our passion for sales coaching. And dive into […]
Social Selling: Be Responsible for the Dopamine Hit [Ep. 10]
Our producer “like” speaks up.
Coaching Sales Mindset, with Larry Long Jr. [Episode 966]
Today we dive into one of my favorite topics: sales mindset.