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Sales Academy

Learn about the strategies, tactics and technologies used by the world’s top sales teams.

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Podcast

More Than a Number: The Modern VP Sales Playbook, with Scott Leese [Episode 976]
Today Scott and I talk about his new book, More Than a Number: The Modern VP Sales Playbook.

eBook

10 Tips to Create a Coaching Culture that Drives Exponential Results
Hiring top sales talent is important, but once you have them, how do you get them to stay? Research shows that the reason that 60% of reps leave jobs is because they “aren’t getting value from managers.”

Podcast

Flip the Script Tour, with Becc Holland and Keenan [Episode 975]
In our conversation we discuss Becc and Keenan’s upcoming sales training tour.

Podcast

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.

Podcast

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.

Podcast

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.

Infographic

Massive Sales Time Wasters & How to Fix Them
Demands on the sales team’s attention are common and everywhere. The problem is, anything that takes the team away from prospects and customers is a drain on company revenue and potential. Precious hours every day add up over the course of a quarter, leading to underperforming teams.

Podcast

The 4-Question Go-To-Market Framework, with Sangram Vajre [Episode 972]
Today we discuss the problems caused by an ineffective GTM.

Podcast

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.

Podcast

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.

Podcast

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. […]