What 15,000 Demos/Year Taught Us About Converting Inbound Sales Leads
The fastest way to find our lead-quality sweet spot is to agree on lead Fit. These are firmographic and demographic identifiers - like industry, company size, and individual title - that we know our sales team can convert effectively. Once we identified what makes a lead a “good fit,” we addressed lead qualification.
3 Sizzlin' Sales Tips to Use When All Your Prospects Are OOO
We know more than most that “time truly is money” – especially when you’re making every effort to move your end-of-summer deals along.
Want Better Lead Generation? Get Marketing & Sales in Line
Sales enablement really boils down to how marketing can help make sales more successful, and this can be accomplished through a range of program areas including technology, intelligence, content, analytics, training, and demand generation.
7 Best Blogs for B2B Marketers (Bring Your A/B Game!)
“A good curator is an information chemist,” says blogger and technology evangelist Robert Scoble. “He or she mixes atoms together in a way to build an info-molecule. Then adds value...
Top 10 Do's and Don'ts for Selling to CIOs
Imagine your inbox on an average Monday morning. Now quintuple it. Yeah, CIOs get a lot of email. One CIO said that over 50% of his inbox was communication from vendors! How can a great solution stand out when the inbox is standing-room only?
How to Boost Email Response Rates with Account-Based Content
In B2B marketing, when you improve response rates, you tend to see better downstream results including: more qualified leads, more pipeline, and more deals won. But how do you achieve higher levels of engagement?
How to use Intent Data (Without Creeping Out Your Prospect)
“Hello, Kathy. It sounds like you’re struggling with email deliverability …” Stop. Put the phone down. How would you feel if your phone rang and the stranger at the other end said, “I know where you live, your dog’s name ... and what you’re doing right now. Should you be giving Fido more treats? He could lose a couple of pounds.”
Selling to Operations: The New Purchasing Powerhouse
The Operations department is emerging as a major buying center. If you’re not considering Operations when you identify target accounts and contacts, you’re missing out on 21% of a company’s annual...
Embrace Outbound Sales Prospecting and Eat the Frog
Wouldn’t it be nice if every lead you got was a hot lead: a hand-raiser who converted on your website and requested more information or a call from the sales...
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.
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...
[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.