Pitch Perfect: Selling into Human Resources (HR)

A candid interview with Jill Konrath and L. David Kingsley, Chief People Officer at Vlocity (via Salesforce and Mulesoft) Workplace services. Compensation. Recruitment. New employee orientation. Human Resources owns a...
November 6, 2018
Recruiting
7 min read

DiscoverOrg Mad Libs: Filling in the Blanks on CEO and Culture

Study after study cites culture as a real competitive advantage. Peter Drucker, the father of modern management, famously said “Culture eats strategy for breakfast.” But where does culture come from?...
October 22, 2018
DiscoverOrg
6 min read

Whiteboard Wednesday: 5 Steps to a Killer Sales Demo

Hey, everyone! I’m Monica Stewart from Skaled: A modern sales-consulting firm that helps increase the efficiency and effectiveness of sales organizations through the use of sales technology. Welcome to another...
October 10, 2018
Best Practices
6 min read

Pitch Perfect: Selling to the Chief Marketing Officer

They delete your emails. They decline your invitations. They cut your calls short. What does it TAKE to sell to the Chief Marketing Officer? A candid interview with Jill Konrath...
October 3, 2018
Lead Generation
6 min read

Whiteboard Wednesday: 5 Steps to Overcome Sales Objections (Steve Bryerton)

Remember that last sale that you made where you ran into an objection? It’s tough, right? Of course it is. We all know that selling doesn’t really start until we...
September 26, 2018
Outbound Selling
8 min read

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

Meet Salesforce’s own inside sales team, and see how they use … Salesforce. Hey, they single-handedly created the Burning Man of sales events, so it’s fair to say they’ve seen results. DO NOT miss this Dreamforce session!
September 17, 2018
Marketing
6 min read

10 Essential Biz Dev Strategies for Staffing & Recruitment

Try this: "Hey, I understand you've got an open-rec for a VP of marketing. We have a large pool of people that we can pull from, including several who are Marketo-certified and have experience with Highspot. Can we set up a time to talk?"
September 13, 2018
How-to
12 min read

2018 B2B Email subject lines: What’s Hot, What’s Not

Should you be putting more thought into your email subject lines? Hell, yes. Do you have time to read through a million examples of email subject lines to find best?...
August 28, 2018
Best Practices
7 min read

Social Selling is Just ... Selling: A Contemporary Guide

The average American will spend up to 50 minutes browsing through social media today. This means the average user spends approximately 6 hours a week, or 303 hours a year,...
August 23, 2018
How-to
10 min read

7-Step DIY Data Segmentation for Account-Based Marketing

Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty gritty. When confronted with the details – database management, segmentation, and content creation –...
August 14, 2018
Account-Based Marketing
9 min read

The Ideal Customer Profile: Why is “Fit Data” so Important?

All organizations, even global brands, are limited in some way: by size of their sales and marketing teams, by budget – and, of course, by the finite number of hours...
July 25, 2018
Contact Data
5 min read

The New Purchasing Powerhouse: Operations

5 YEARS AGO: With the (abrupt) transition to digital media, marketing as a function became more sophisticated, more complicated, and just plain harder. Technological solutions emerged to make marketing more...
July 17, 2018
Operations
5 min read
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