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.
What is Buyer Intent Data? A Guide for 2019
Intent data is online behavior-based activity across the internet (not just on your website) that links buyers and accounts to a topic. It helps predict purchase intent for timing marketing and sales outreach - and it's the hottest sales and marketing tool of 2019.
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....
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.
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.
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.