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If you’ve been following the evolution of B2B sales, you’ve likely encountered the term “revenue intelligence.” But you may be asking questions like, “what does that mean?”, “do I need a revenue intelligence platform” or “what should I be looking for in a revenue intelligence platform.  This post will demystify revenue intelligence and give you […]
When our VP of Sales was looking through our internal data recently, he stumbled on something remarkable. Deals in which an account executive was on a texting basis with a prospect were 5 times more likely to close. This makes sense. After all, many of us text with our friends and close acquaintances a lot […]
In highly competitive industries, real-time revenue intelligence has become critical to exceeding sales goals. Revenue intelligence reveals what’s working and what’s not, so revenue leaders can continuously optimize their team’s efforts. Successful revenue intelligence requires fully eliminating manual data entry in your CRM. By automatically logging activities like calls and emails in Salesforce and curating […]
Many of the sales managers we speak to have told us in no uncertain terms: it’s getting harder and harder to retain great sales talent. One of the best ways to retain talent is to hire the right candidates to begin with. But that’s easier said than done. Because of the strong competition to hire […]
As the cost to acquire customers continues to increase and conversion rates continue to decrease, it’s never been more important to understand how to win, keep and grow customers. This necessity has given rise to an important movement in the last handful of years called Revenue Operations.  What is Revenue Operations The definition of Revenue […]
Sales enablement has completely changed over the past several years. While the definition of the term sales enablement might have originally referred to functional processes like CRM optimization or providing reps with content, sales enablement has truly evolved into a movement.  This post will not only define what sales enablement means in 2022, but will […]
What’s the difference between an SDR, BDR, AE and CSM?  Sometimes it seems like the sales industry is full of more acronyms than the U.S. government. So if you’re confused about the differences between these roles, it’s understandable. To further confuse matters, if you go to two different companies, they might be calling the same […]
There has never been more pressure on revenue teams to drive pipeline than there is today. And to keep up with growing demands, sales teams are increasingly adopting multichannel, multitouch engagement with buyers.  Many companies are going one step further: using AI-based guided selling to determine who to reach out to and how to reach […]
When is the best time to make sales prospecting cold calls?  To find out, we launched a major study in 2019, mining call data from millions of sales calls to uncover which times of day are ideal for key sales activities, including the best time to make cold calls.  Below, we’ll reveal the results of […]
There has never been more pressure on revenue teams than now. To succeed, revenue teams need to know what works and then scale those best practices across the organization. In order to make success repeatable, teams need to use playbooks.  Just like no football team is going to win the Super Bowl without a book […]
Artificial intelligence is already being used by sales organizations of all sizes to provide salespeople and managers with real-time guidance, increase productivity, prioritize leads and a variety of other critical sales functions. While some salespeople might be apprehensive about AI, fearing that it’s a “job replacer,” AI has the potential to be used as a […]
Bestselling author Chris Voss has negotiated some of the most difficult deals in history. As a lead negotiator for the FBI, he found himself in more than a few life-and-death situations. From his career in the FBI to his transition to being a business consultant, Voss consistently used a tactic to gain a powerful edge […]

About the Author

Jesse WestDirector of Lifecycle MarketingringDNA

Jesse Davis West is Director of Lifecycle Marketing at ringDNA, focusing on improving the experience and maximizing the lifetime value for customers across their entire journey. Drawing on 9 years of B2B marketing experience, Jesse is passionate about communication, branding and strategic marketing. He also plays a mean lead guitar and can throw down at karaoke.