What is Intent Data? The Predictive Sales Trifecta
Your prospects are out there right now, hunting for a solution to a problem you can solve. They’re searching online, consuming content, learning about options to relieve their pain, and...
The Power of Sales Intelligence #2: Creating an Ideal Customer Profile
Marketers, what kind of leads did you earn with your last whitepaper or e-book? Were they the warm leads you needed? Were you lucky enough to reel in brand champions? Such success is rare.
An Agile Process 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....
[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer
Obviously, a trusted advisor enjoys significant advantages over the competing salespeople. However, only 18% of the salespeople they met over the past year would be classified as trusted advisors whom they respect.
Why is Everyone Talking About Integration? Introducing Enhancements to Our CRM Application - Salesforce® Edition
Remember when the “sales tech stack” was just a CRM? I do. It wasn’t long ago. Things have changed a lot in a decade. Today, the average organization has upwards...
[STUDY: PART 3] What Buyers Want from Salespeople
The survey shows 40% of study participants prefer a salesperson who listens, understands, then matches their solution to solve a specific problem. Another 30% prefer a salesperson who earns their trust by making them feel comfortable.
Marketo Connector: Big Changes for a Favorite Data Management Tool
Our enhanced Marketo Append & Clean integration is about one thing: simplicity. You know that time you would have spent building and maintaining your database? Here’s your formal invitation to spend your time actually marketing instead.
[VIDEO] 4 Steps to Create a Value Prop Your Prospect Will Love
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.
How Data is Democratizing Growth and Driving Disruption: 15 Lessons from High-Growth Leaders
Rapid growth is a natural expectation for tech start-ups at a time when data is widely available to all businesses, from startup to blue chip. But the availability of data isn't a universal promise of success.
4 Sales Team Weaknesses that Inhibit Revenue Growth
Evaluating and hiring a winning Sales Team is not unlike the process of evaluating character attributes in a video game.
Introducing AccountView by DiscoverOrg
AccountView is an interactive dashboard that enables sales and marketing teams to identify new prospects based on attributes of their best customers.
Three Words that Will Fuel Growth for Your Company and Your People: Do Hard Things
What sets high-growth companies apart from the rest of the crowd? We dig into one of the key components. Hint: It's not as complicated as you think.