Selling to Operations: The New Purchasing Powerhouse
The Operations department is emerging as a major buying center. If you’re not considering Operations when you identify target accounts and contacts, you’re missing out on 21% of a company’s annual...
Embrace Outbound Sales Prospecting and Eat the Frog
Wouldn’t it be nice if every lead you got was a hot lead: a hand-raiser who converted on your website and requested more information or a call from the sales...
3 Sales Techniques to Convert Leads that Went Cold
Our B2B win rate on companies that we re-engage with and get the second opportunity with is much, much higher than our win rate on companies where we're going through our first opportunity with them.
Father’s Day Wisdom from the Dads Who Hustle!
Who taught you hustle and grind? Who showed you how to work hard and keep your word even when no one was looking? For many of us, that was our...
[VIDEO] Real People, Real Sales Intelligence
Our gracious host is determined to show two newcomers - from sales and marketing, respectively - how the DiscoverOrg platform powers a bigger pipeline, more appointments, and faster revenue growth.
Sales Intelligence: What to Expect When You're Prospecting
Sales intelligence is much more than contact data. It also includes powerful predictive algorithms that can streamline your sales cycle. And it gets more intelligent by the day! Yet a lot of marketing, sales, and recruiting professionals don’t know how much data has changed. Read on to see how data has evolved to drive specific business functions and drive revenue in four main areas.
3 Ways Sales Can Help Marketing (and Help Themselves)
The goal of your marketing team is to help your sales team. Agreed? OK – great. But marketers need the insights only salespeople can provide. Since sales is so much...
Specializing Inbound and Outbound Sales Teams: AJ's Story
There’s a reason that the average lifespan of an SDR is two years. Sales is hard. Anthony Johnson began his career with a lot of enthusiasm. But over the next two years, as one of just three SDRs, his enthusiasm faded. As a husband and father of infant twins, Johnson had a lot on the line - but he was burned out, and mentally checked out. And it showed.
7 Ways to Recruit Great Passive Candidates (You Haven't Tried Yet)
Once you’ve gotten a candidate on the phone, ask questions about the their career goals and interests. Be honest in what you have to offer. If it’s not a fit now, that’s okay. That’s what these early conversations are meant for. Inquire about their satisfaction with their current job. Ask what’s missing. Ask what would it take for them to consider new opportunities?
Trade Show Logistics 101: The Show Book
Trade shows are one of the fastest ways to generate great leads. They’re also crammed with thousands of 20-somethings who have flown across the country to exotic locations, armed with...