3 Sales Techniques to Convert Leads that Went Cold

Our B2B win rate on companies that we re-engage with and get the second opportunity with is much, much higher than our win rate on companies where we're going through our first opportunity with them.
June 18, 2019
Outbound Sales
6 min read

Father’s Day Wisdom from the Dads Who Hustle!

Who taught you hustle and grind? Who showed you how to work hard and keep your word even when no one was looking? For many of us, that was our...
June 16, 2019
DiscoverOrg
13 min read

[VIDEO] Real People, Real Sales Intelligence

Our gracious host is determined to show two newcomers - from sales and marketing, respectively - how the DiscoverOrg platform powers a bigger pipeline, more appointments, and faster revenue growth.
June 13, 2019
DiscoverOrg
3 min read

3 Ways Sales Can Help Marketing (and Help Themselves)

The goal of your marketing team is to help your sales team. Agreed? OK – great. But marketers need the insights only salespeople can provide. Since sales is so much...
June 11, 2019
Marketing Strategies
5 min read

Specializing Inbound and Outbound Sales Teams: AJ's Story

There’s a reason that the average lifespan of an SDR is two years. Sales is hard. Anthony Johnson began his career with a lot of enthusiasm. But over the next two years, as one of just three SDRs, his enthusiasm faded. As a husband and father of infant twins, Johnson had a lot on the line - but he was burned out, and mentally checked out. And it showed.
June 10, 2019
Outbound Sales
6 min read

7 Ways to Recruit Great Passive Candidates (You Haven't Tried Yet)

Once you’ve gotten a candidate on the phone, ask questions about the their career goals and interests. Be honest in what you have to offer. If it’s not a fit now, that’s okay. That’s what these early conversations are meant for. Inquire about their satisfaction with their current job. Ask what’s missing. Ask what would it take for them to consider new opportunities?
June 6, 2019
Business Contact Data
8 min read

Trade Show Logistics 101: The Show Book

Trade shows are one of the fastest ways to generate great leads. They’re also crammed with thousands of 20-somethings who have flown across the country to exotic locations, armed with...
June 5, 2019
Outbound Sales
6 min read

Sales Coaching Culture: Putting Down Roots

Coaching is absolutely clutch. It’s gotta be there. It can’t take days off. It requires executive level sponsorship and involvement.
June 4, 2019
Sales Development
3 min read

4 Steps to Create a Value Proposition and Connect With Your Prospect

Value: You're defining it wrong. In these 4 steps, Justin Withers shows how to frame a winning value prop to address a real need. Convey value, close the sale.
June 3, 2019
Outbound Sales
7 min read

The Startup's 4-step Guide to Building Strong Sales Pipeline - FAST!

“Where should I start when I have limited resources? With inbound? With outbound? With ABM?” As an emerging business, you need to find the quickest, most efficient, and most sustainable route to growth. Regardless of your industry, your deal size, your sales cycle, or your buyer, there are 4 simple steps that will get you to that next chapter - wherever you are in your growth journey.
May 30, 2019
Outbound Sales
7 min read

7 Sales Demo Tips for Selling Software

Your SaaS product is new! Exciting! It will save future customers time and money! So why doesn’t anyone want a demo? “It’s like trying to schedule a meeting for buying...
May 29, 2019
Outbound Sales
8 min read

Sales and Marketing Alignment: 6 Quick Wins

Kill lead channels with low conversion. Kill ‘em dead. Even if they deliver tons of leads. That’s right: Marketers should drop the channels that deliver leads that don’t convert. If this sounds like a bad idea - your Marketing and Sales department are not aligned.
May 28, 2019
Lead Generation
8 min read
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