Blogs

There’s more pressure on revenue teams today than ever before. To keep up with growing demands, teams are relying more and more on outbound sales. And with this growing reliance on outbound sales, new tools and technologies appear to make connecting with buyers easier.  But we wouldn’t be good data-driven revenue professionals if we didn’t […]

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 fact that we have different conversations with different people is an accepted fact. The way you talk to your kids is different from the way you talk to your coworkers, which is also different from how you would talk to your barista at the local coffee shop. The amount of time that we talk, […]

Break free from the vicious sales cycle of bad habits and subpar results. Embrace a virtuous cycle with best practices to deliver value and win more consistently.

What does inbound sales mean in 2025? You may get five different answers if you ask five different companies how they define inbound sales. That’s because sales processes vary wildly from organization to organization. Some companies split salespeople into dedicated inbound and outbound sales development teams, while others task reps with prospecting and responding to […]

“I’m sorry.” As a child, were you ever told to tell someone that? I guess that you were. Do you remember how it felt? You probably didn’t mean it, so it didn’t feel genuine. See, telling someone exactly what to say never works how we’d like. It comes off as stale and feels constraining for […]

“He doesn’t sound like a salesperson.” The organizer of an event at which I was speaking overheard one audience member say this to another about me. This is one of the greatest compliments I’ve received. I’ve worked on not being “salesy” my entire career. Truth be told, I’m not entirely sure what a salesperson sounds […]

Remember Goldilocks and the Three Bears? Goldilocks found the balance between her porridge being too hot and too cold. Sellers are similarly challenged to strike the right balance between being overconfident and being less than confident. Researchers have found that being overconfident has its benefits. It also has downsides that can leave you in the […]

The main difference between a Shift Response and a Support Response is who the conversation centers on. A Shift Response redirects the focus to you, often unintentionally, while a Support Response keeps the focus on the other person, showing empathy and encouraging them to share more. Shift Responses can break connection; Support Responses build it. […]

Coaching The main difference between coaching and mentoring is focus. Sales coaching is about improving specific skills or behaviors tied to immediate performance—handling objections, closing deals, or perfecting a pitch. It’s tactical and often situational. Mentoring Mentoring, on the other hand, takes a broader, long-term view. It’s about guiding someone’s overall growth, helping them align […]

You’ve probably heard the common myth: “December is a bad time for B2B sales.” The assumption goes that businesses are winding down, decision-makers are out of office, and purchasing decisions are postponed until the new year. But here’s the reality: with the right strategy and mindset, the holiday season can be one of the most […]

If you are in sales, chances are you’ve been on a video conference. Video conferencing applications have become a necessity in the business world and are a staple in every company’s technology stack. Conversation intelligence platforms have become a key way of transforming the value of virtual selling and calls. The prevalence of video is […]