A Women in Sales Month Success Story: “Sales is the Great Equalizer”
It’s not because I am a woman. It’s because I work hard. Your gender doesn’t matter. Your age, and what your degree was in don’t matter. All that matters is: Are you good at your job? Do you like sales?
5 Steps to Overcome Sales Objections
Remember that last sale that you made where you ran into an objection? It’s tough, right? Of course it is. We all know that selling doesn’t really start until we...
VIDEO: 3 Ways to Scale Your Inbound Sales Team
Welcome to another Whiteboard Wednesday! I’m Chaz Knauft, Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team –...
9 B2B Sales Closing Techniques You Can Use Today
Don’t jump to discounts right away - then it becomes a price-based purchase, not value-based. We need to revert to value-based appeal. If you lead with price, you become a price-based purchase. So any discounts should be last.
How to Create an Ideal Customer Profile (ICP) to Target the Right Prospects
The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects - but how do you create an accurate ICP in the first place?
Adventures in Account-Based Marketing
I became interested in target account marketing, which I later learned to call ABM, while tying to efficiently grow a software business. The hypothesis was that if all of our time, energy, and money was spent on a focused sales and marketing effort to convert a list of target enterprise accounts, we could grow our average sales price (ASP) - without breaking the bank.
5 Mistakes Online Dating Can Teach Sales Prospecting
Prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads.
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:...
How to Get 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?