The DiscoverOrg Blog

A man opens a cold email not spam

How to Start a Conversation Using the “Foot-in-the-Door” Email Template

Why did this cold email work? It was insanely easy to say yes to. I mean, who would say no to someone asking to exchange a few emails with a fellow founder? Here's the 5-sentence template:

Which B2B buyers like salespeople

What do B2B Buyers Want (and Why Don’t They Like Salespeople)?

The study found an interesting correlation between the buyers’ perception of salespeople and their risk aversion: Those buyers in departments that do have a positive opinion of salespeople are more willing to take a chance.

[4 TIPS] Breaking onto the IT Staffing Approved Vendor List

Approved vendor lists may seem like a headache to the IT staffing firm that has yet to get their foot in the door with their target companies...

5 things sales wishes marketing knew

5 Tips for Sales and Marketing Collaboration

Companies that still score success only by the number of leads generated aren’t benchmarking the right data. Marketing needs to work even harder to nurture leads once they’re in the funnel.

Tech-savvy business professionals.

4 Intelligence Styles of Successful Sales Professionals

It is essential that salespeople adapt quickly to working with machines. Salespeople can no longer afford to claim that they are “not computer savvy.” If you don’t get tech savvy - and quickly -, you will be left behind, and out of a job.

what b2b buyers really want

[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.

Marketers need better data management

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.

8 TED Talks All Sales People Should Watch

8 TED Talks All Salespeople Should Watch

We love the power of video to quench our thirst for knowledge and enlighten us in the field of sales. We’ve come across 8 TED talks that can do just that.

steve martin study vendors

[PART 2] What Buyers Want: The B2B Vendor Advantage

Buyers aren’t necessarily fixated on the market leader and are more than willing to select second-tier competitors than one might expect. In fact, only 33% of participants prefer the best-known brand with the highest functionality and cost.

[STUDY] What Do B2B Buyers Want?

A B2B buyers' higher negative rating of salespeople is inversely related to a department’s tolerance for risk; for example, IT buyers rated 37% of all salespeople as poor - higher than any other department - while their risk tolerance was a low 5 out of 10.

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© 2017 DiscoverOrg, All Rights Reserved
© 2017 DiscoverOrg, All Rights Reserved
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