So, It’s Your First Day as the Chief Marketing Officer...
First days can be stressful. Especially if you’ve just been promoted to Chief Marketing Officer. Extending far beyond traditional marketing tactics, today’s CMO shoulders vast and complex responsibilities that now...
How to Use Employee Location Data to Boost Sales Pipeline: VIDEO
Hi there! I’m Steve Waters, Sr. Director of Commercial Sales, and I’m here to show you how to maximize pipeline and revenue by using B2B location data in the following ways:...
TEMPLATE: A 30% Response Rate for Prospecting Emails
The second prospecting email is even shorter, but I added a new value prop. We find these follow-up messages get 3-4 times the click-through rate that the first message does.
The ABM Cookbook: 5 "Recipes" to Keep Sales Focused on Target Accounts
If you want to distribute 30 key accounts to each, provide a list of 40 candidate companies. Ask the Account Executives to weed out poor prospects, and let them propose a few alternative names of their own. Now the AE owns the list!
True Love ... or Bad Data? (Database Dating Advice for the Brokenhearted)
Dear DiscoverOrg, I’m ashamed to admit it, but my database is very small. I don’t use it very often because I know the information I’m looking for probably won’t be there. Everyone talks about “data integrity” and “data health” ... but I don’t even have enough data to worry about problems like that! Searching my database is not a satisfying experience. I don’t know how to grow my database. Is it too late for me?
Learning from Equifax - How Sales Can Anticipate (& Act On) a Data Breach
With the right information in-hand, savvy sales and marketing pros might have seen it coming. Even now, we can find insights to better sell security products in a more timely and helpful way - both in response to Equifax, and in preparation for the next inevitable data security breach.
Agile Project Management for Sales Development
Software development might not be the first place sales professionals look to improve their win rate, but it wouldn’t be the first time that blending expertise has produced positive results....
How to Start a Conversation Using the “Foot-in-the-Door” Cold Email Template
Why did this cold email work? It was insanely easy to say yes to. I mean, who would say no to someone asking to exchange a few emails with a fellow founder? Here's the 5-sentence template:
4 Ways to Get On the Approved Vendor List for IT Staffing
Getting on the IT Staffing Approved Vendor List will make your life a lot easier. But the process is a headache to the IT staffing firm that has yet to get their foot in the door with their target companies. So how can you get your staffing firm on the list?
Cold Voicemails Work ... Just Not How You Expected
While voicemail alone does not yield callbacks, it has the ability to increase response rates by over 11% when paired properly with targeted emails, according to TOPO’s Sales Best Practices: Voicemail Builder report. For something that takes less than 30 seconds, it seems like a no brainer, right?
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 –...
How to Find Event Leads (Without Blowing Your Budget)
Events are expensive, even if you’re not a sponsor. But they’re still one of the best ways to get your product in front of a crowd of likely prospects: a captive audience already interested in a subject related to your product.