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The Peak-End Rule of Sales will transform how you visualize your selling process. In sales we increasingly acknowledge the importance of the buying experience as a key factor in a buyer’s decision about which seller to choose. Daniel Kahneman, the Nobel Prize winning economist, developed the Peak-End Rule (based on his research into how people […]
2 min read - November 16, 2021
Dual Meaning
I read so much nonsense about relationships in sales. The problem these people have is that they can’t get past a single definition of a “relationship” as an “emotional bond between people.” AKA a friendship. That’s such an archaic way of looking at relationships in sales. My friends, we are all reasonably sophisticated people. So, […]
2 min read - November 16, 2021
No One Can Stop You
No one can stop you. Except you. In your sales career, there will be no shortage of people with good intentions telling you what things you need to do. And how you need to do them. But, here’s the thing. None of those people are you. They don’t experience and navigate the world the way […]
I have a podcast. You might have heard of it. Or listened to it. Our 1000th episode is less than 3 weeks away. My podcast stands out in a crowded space because of the quality of the conversations I have with my guests on the show. The quality of those conversations is derived from my […]
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 […]