No More Cold Calling

JUNE 15, 2025

Stop chasing strangers. Start getting introduced to decision-makers who trust you. Most sales teams think they’re already doing referrals well. They aren’t. They’re confusing potential with process. I often ask sales leaders three simple questions: How many referrals did your team generate last month? Who coached your reps on how to earn and ask for them?

Referrals 331

Referrals Scale Cold Calling System 331

Partners in Excellence

JUNE 15, 2025

All our customers are critical to our success. We strive to retain, renew, grow, and expand those we currently have. Every deal in our pipeline is important to us and our ability to achieve our goals. But what would happen if we were to disappear? In our current customers, what would happen if we disappeared? Would they just find a substitute product and move on with no impact?

Customer 82

Customer Enterprise Enterprise Cancellation 82

RingDNA

JUNE 15, 2025

The main difference between B2C and B2B sales strategies is the decision-making process. B2C sales focus on quick, emotionally-driven decisions, often influenced by personal desires or immediate needs. In contrast, B2B sales involve longer sales cycles , multiple stakeholders, and decisions driven by logic, ROI, and business impact. Understanding these dynamics is crucial to tailoring your approach and messaging for maximum effectiveness.

B2C 62

B2C B2B Strategy Lead Rank 62

Partners in Excellence

JUNE 15, 2025

For the past several weeks, I’ve been writing some fairly esoteric/philosophical things. Talking about entanglement, durable revenue, rethinking value, and that value is in the friction. But most of you know me as a “ruthless pragmatist.” You are probably confused–and you should be. So I’m embarking on a series of articles, moving from philosophy to practice, theory to execution.

Ideal Customer Profile 88

Ideal Customer Profile Buying Cycle Buyer Exercises 88

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

Sales