How to Time Your Sales Outreach with Opportunity Data
Reading Time: 5 minutes“Let’s be real here,” says Brandon Battey, our Manager of Sales Development. “No sales team can touch every single account in their addressable market at once. In fact, you’re usually...
The New Purchasing Powerhouse: Operations
Reading Time: 5 minutes5 YEARS AGO: With the (abrupt) transition to digital media, marketing as a function became more sophisticated, more complicated, and just plain harder. Technological solutions emerged to make marketing more...
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!
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?"
[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.
19 Must-Have Sales & Marketing KPIs for Working the Sales Funnel
Reading Time: 6 minutesI 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?"
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.
[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."
2018 B2B Email subject lines: What’s Hot, What’s Not
Reading Time: 7 minutesShould 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?...