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 […]

“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 […]

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, […]

There’s a reason why we have mirrors in gyms: they provide instant feedback, letting us know if we have the right form while doing exercises. We can see if our bodies are making the wrong shape, and we can make adjustments accordingly. It’s a perfect feedback loop. The mirror helps us to correct every mistake, […]

When you think about your future in sales, what do you see? You have the obligation to invest the time and† effort to think about your future and anticipate what it will hold for you. Henri Poincare, a famous physicist, said “It is far better to foresee, even without certainty, than not to foresee at […]

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.

“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. Not being “salesy” is something I’ve worked on my entire career. Truth be told, I’m not entirely certain what a […]

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. […]