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Operations pros are often the unsung heroes of revenue teams. They help provide insights, optimize processes and align teams to provide customers with a unified experience across their journey. And they’re only becoming more indispensable as time goes on – according to research by Gartner, “more than half (53%) of Chief Sales Officers are executing […]
For the most part, there is no such thing as a good or a bad salesperson. Only one in the right or wrong system. You can possess all the capabilities you need to succeed in sales. And still come up short. Much of your success will depend on the circumstances you put yourself in. In […]
2 min read - December 2, 2021
You’re OK
Hey, I know you’re feeling a bit stressed. The end of the year is closing in. That can cause some anxiety. However, it’s important to keep in mind that you’re ok. You’re doing fine. You’re human. Life is hard work. You’re just normal if you feel it. The good and the bad. Stop and take […]
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 […]
1 min read - November 9, 2021
The Sales Coaching Code
Get the new framework for reinforcing training that actually works. Companies invest a fortune in sales training, but 87% of new sales training goes out the window in just a few short weeks. Sales training is virtually worthless unless there’s a clear plan to continuously reinforce it. But the good news is that it has […]
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 […]