I read a lot of books. If a guest on my podcast, Sales Enablement with Andy Paul, has written a book, then I will read their book in preparation for our conversation. As a result, I read roughly 100 books per year on sales, sales leadership, sales enablement, marketing and related topics. In fact, I’ve […]

ringDNA has evolved immensely since we came up with the original concept.  The idea was conceived as a solution to problems we’d faced in my previous companies:  Buying experiences are notoriously bad, so how do we use science, technology, and the information we have about our buyers and customers to provide a better experience for […]

The case for how RevOps can help B2B companies has reached a fever pitch.  Sessions focusing on various aspects of the movement can be found at nearly every sales conference. Simultaneously, Forrester and Gartner—the analysts that advise all your customers on strategies and technology adoption—have also rolled out a steady drumbeat of RevOps research.  CEOs […]

Somewhere, not too far from here, is an old house that creaks and moans. Ghosts drift along the floorboards and swoop through the windows, frightening anyone who dares come too close. The neighbors say they can occasionally hear mutters of: “…Went with a competitor…” “…Not ready to make a buying decision quite yet…” “…Champion went […]

Has losing become a habit? We all know how hard it is to change a bad habit. So, let me ask you this: has losing become a habit for you? It’s easy to determine if that’s the case. What’s your win rate? What percent of the qualified opportunities in your pipeline do you win? Let’s […]

Do you understand what it takes to win a sale? Many sellers place a lot of blind faith in their sales process. They think that if they just follow the blueprint they’ve been given, they’ll be safe. Here’s the problem: “Safe” doesn’t win deals. Process doesn’t win deals. People do. There’s never just one factor […]

“If you focus on goals you may hit your goals, but it doesn’t guarantee growth. If you focus on growth, you will grow and you will meet your goals.” I love this quote from John Maxwell (the famous American business author.) For the metrics-obsessed in sales, take note of how Maxwell uses growth in this […]

“Well the buyers were just liars.” Once I was riding Amtrak from NYC to Boston when a cell-phone-toting salesperson sitting in the row of seats behind me uttered this deathless couplet. It was the last day of the sales month and my fellow passenger, who I will call Jon, clearly was attempting to rationalize his […]

Conversation Intelligence might just be the hottest thing in revenue right now. And it’s not hard to see why: Revenue teams are able to deliver more value and better brand experiences when they’re able to take action on the insights from their everyday conversations with buyers and customers. At Revenue.io, we’ve always believed in the […]

Sales is not purely about the numbers. Or your process. It’s about people and their time and attention. Are you so consumed with hitting your activity goals, that you forget about the human beings that are the objects of your sales efforts? By this I mean the buyers and stakeholders that you need to engage […]

Objection is a funny word as it’s applied to sales. The buyer objects to your price? Not really. The buyer has an objection to your product features? Not really. Your buyer doesn’t care enough to object. “I object!” The trouble with using the word “objection” is that it doesn’t accurately portray the buyer’s perspective. Objection […]

How do you build rapport with a prospect? Rapport is a central element of establishing a trusted-based connection with a buyer. Sometimes empathy is used as a synonym for rapport. However, I believe that empathy actually is a necessary prerequisite to rapport building. Whereas empathy is the ability to understand or share the feelings of […]