The Sales Intelligence Blog

Over the last few years, there has been an unbelievable expansion in tech. Continued investment from venture capital and private equity, open-source code, infrastructure gains, and APIs have all created a “Cheesecake factory menu” of options in your software solutions. Take MarTech as an example – in 2016 there were nearly 4,000 MarTech solutions in […]

Selling is hard and is only getting more challenging. 93% of revenue leaders expect buyer objections to increase and many companies are reporting longer sales cycles. During those crucial initial discovery meetings, sellers routinely fail to meet buyers’ high expectations. As a result, 72% of sales leaders don’t expect their teams to hit quota. Many […]

Understanding how to attract, retain and expand customer relationships has become increasingly crucial as customer acquisition costs soar and conversion rates decline. In response to this pressing need, a movement called Revenue Operations (RevOps) has emerged in recent years. RevOps aims to unify marketing, sales, and customer service into a cohesive strategy and organization, helping […]

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. […]