Where Politics & Business Collide: Political Donations of B2B Decision Makers
As the 2018 midterm election cycle heats up, demographic research and new insights about American voters has never been more in demand. We’ve taken DiscoverOrg’s available data on political donations...
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...
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...
Introducing the New DiscoverOrg
If you’ve noticed more bright colors and a lot less B.S. lately, there’s a reason: DiscoverOrg has a whole new look and feel! Goodbye, snoring-boring business-speak. Hello, straight talk (with...
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...
Growthbound: DiscoverOrg's Rebrand Story
Growth. By definition, it means increasing – in size, in maturity, in experience. It means that not only are you better than you were yesterday, you’re taking the future head-on....
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!
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?"
[VIDEO] Whiteboard Wednesday: Increase Retention in Sales - with Data (Steve Waters)
I think if you're asking for more from your sales team, you also have to give them the tools to achieve it without killing themselves - or your retention problem is going to go from bad to worse.
[VIDEO] Whiteboard Wednesday: Sales Emotional Intelligence (Dave Sill)
If I think about social awareness, one of the disciplines there is the idea of transparency in sales. By transparency, I mean that as a seller you gain terrific credibility by just being just straight up and throwing your cards on the table. It’s a key advantage. Your time is valuable too, and it's fair play to ask the prospect: "Hey, what budget has been set aside for this?"
9 B2B Sales Closing Techniques You Can Use Today
Don’t jump to discounts right away - then it becomes a price-based purchase, not value-based. We need to revert to value-based appeal. If you lead with price, you become a price-based purchase. So any discounts should be last.
[VIDEO] Whiteboard Wednesday: 7 Cold Voicemail Do’s and Don’ts (Jake Shaffren)
Couple your voicemail with other touches. Send an email. Do social touches. Send more voicemails. Send a handwritten note. Within the voicemail itself, reference something else that you've done. For example, "Hey Susie, I sent you over a LinkedIn connection the other day, hope to have a live conversation. This is Jake with DiscoverOrg."