The DiscoverOrg Blog

best sessions at dreamforce 2018

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

Meet Salesforce’s own inside sales team, and see how they use … Salesforce. Hey, they single-handedly created the Burning Man of sales events, so it’s fair to say they’ve seen results. DO NOT miss this Dreamforce session!

recruitment and staffing blog

10 Must-Have Business Development Strategies for Staffing & Recruitment

Try this: "Hey, I understand you've got an open-rec for a VP of marketing. We have a large pool of people that we can pull from, including several who are Marketo-certified and have experience with Highspot. Can we set up a time to talk?"

Good data boosts retention and morale in sales

[VIDEO] Whiteboard Wednesday: Increase Retention in Sales – with Data (Steve Waters)

I think if you're asking for more from your sales team, you also have to give them the tools to achieve it without killing themselves - or your retention problem is going to go from bad to worse.

[VIDEO] Whiteboard Wednesday: Sales Emotional Intelligence (Dave Sill)

If I think about social awareness, one of the disciplines there is the idea of transparency in sales. By transparency, I mean that as a seller you gain terrific credibility by just being just straight up and throwing your cards on the table. It’s a key advantage. Your time is valuable too, and it's fair play to ask the prospect: "Hey, what budget has been set aside for this?"

b2b-sales-closing-techniques

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.

whiteboard wednesday jake shaffren voicemails

[VIDEO] Whiteboard Wednesday: 7 Cold Voicemail Do’s and Don’ts (Jake Shaffren)

Couple your voicemail with other touches. Send an email. Do social touches. Send more voicemails. Send a handwritten note. Within the voicemail itself, reference something else that you've done. For example, "Hey Susie, I sent you over a LinkedIn connection the other day, hope to have a live conversation. This is Jake with DiscoverOrg."

b2b email marketing subject lines

2018 B2B Email subject lines: What’s Hot, What’s Not

Should you be putting more thought into your email subject lines? Hell, yes. Do you have time to read through a million examples of email subject lines to find best? Hell, no. We sifted through top blogs the best email subject lines of 2018, plus some fresh, real-life examples from our own SMEs – and

Kenny Madden social selling social media phone

Social Selling is Just … Selling: A Contemporary Guide

This is not another blog about the basics of social selling, or the best time of day to post on LinkedIn, or popular hashtags. Instead, you’ll see how to integrate contemporary social selling into regular real life, in a way that is authentic - and VERRRY effective.

whiteboard wednesday ABM

[VIDEO] Whiteboard Wednesday: A Formula for ABM Resource Allocation (Katie Bullard)

Today we're going to walk through the four-step formula for deciding how you should allocate your marketing resources towards account-based marketing efforts. It's not the same for every company, and typically it doesn't mean abandoning inbound for ABM. Let's start with the first question: "Do you have a long and complex sales cycle?" This will affect your resource allocation.

DYI Data Segmentation needs granular data

7-Step DIY Data Segmentation for Account-Based Marketing

Sometimes, the best thing for your marketing (and for your business in general) isn’t just “get cash now.” Sometimes, it’s better to look for the best relationships you have and use that as a benchmark. These relationships can yield network effects and up-sell opportunities that lead to greater revenue down the road.

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© 2018 DiscoverOrg, All Rights Reserved
© 2018 DiscoverOrg, All Rights Reserved
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