December 28th, 2017 | by

An acquisition, sales and marketing tips, and thought leadership that often bucks the trend.

Check out our most-read and most-shared blogs from 2017!

1. 10 Years of Competition: The Story and Future of RainKing and DiscoverOrg

The story of how DiscoverOrg acquired RainKing, our biggest competitor (who once showed our CEO and co-founder the door), was definitely the year’s biggest headline at our offices.

Read the emotional, much-shared story, by our CEO Henry Schuck.

We’re glad this one topped the list!

2. [VIDEO] How to Get 30% Response Rates with Prospecting Emails

Improve your click through rateIf you spend a lot of time thinking about how to give that prospecting email a fresh spin, we’re right there with you. We’ve got the prospecting email down to a science.

Try this email template, courtesy of Patrick Purvis, our Chief Revenue Officer: It’s short, sweet, and consistently gets a response rate of OVER 30%.

(If you rely on email for sales and marketing, it might be reassuring to know that cold email isn’t usually considered SPAM … except when it is. Learn The Truth About Cold Email from our resident expert.)

3. [SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

What's wrong with salespeople?We got a few surprises when we partnered with noted sales linguist Steve W. Martin for two buyer persona studies:

  • Just 18% of buyers trust and respect salespeople.
  • There’s a lot salespeople can do to change that perception … if they understand it.

Many of these 30 findings involve boil down to a fundamentally human challenge: authenticity. For the complete study, download The B2B Buyer Persona here.

4. 8 TED Talks All Salespeople Should Watch

Sales TED Talks to motivate salespeopleWe weeded out the boring videos, so you don’t have to.

From the likes of Richard St. John and Angela Lee Duckworth, check out the short list of TED Talks that are just the right blend of inspiration, pro tips, strategy, and creativity to keep you going when cold calling gets you down.

See the list of our favorite sales TED Talks here.

5. A Woman in Sales Success Story: Sales is the Great Equalizer

“[I’m not successful] because I’m a woman. It’s because I work hard.”

This statement from Jessica Rogers, one of our account executives, became a touchpoint for a lot of women in the notoriously male-dominated sales industry. Amid a watershed moment for female empowerment across the country, Rogers describes her journey to stand-out success. (Join the conversation in the comments!)

We also love the follow-up piece from DiscoverOrg account exec Carolyn Murray: 7 Ways to Get More Women in the Sales Profession (and Keep Them).

6. [EXAMPLES] How to Heat Up Cold Emails with Personalization

A man opens cold email at the airport“Hey, Kara, I listened to you on the Sales Acceleration podcast on my way to work this morning, and loved your insight on the future of sales development…”

Sr. Sales Development Rep Josh Sutton reveals his cold email secrets, in the form of real-life email examples – and our readers couldn’t get enough! His secret? Ultra personalization. Turns out, prospects really like to feel special. (Who knew?)

Here’s Kara’s reply:

“Josh – Well I have to admit, I get about 10 basho emails a week, and in the last 2 years, I’ve only responded to 2 … this being the second. Well done!!”

See Josh’s emails, and his prospects’ replies (anonymized, of course) in this popular post.

7. [TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

cold-email-that-sells-Jack-JeremyMeet Jack Reamer. Jack is a salesman who has landed in Tokyo with the goal of booking 10+ meetings in 2 weeks … with zero connections, and without speaking a word of Japanese.

Ten days and 19 meetings later, Jack has it nailed down to a science.

Now say hello to Jack’s “foot-in-the-door email.”

8. [STUDY] What Do B2B Buyers Want?

Sales professionals, for all their research and hard work, often fail to address the one verbotten thing their prospects want to avoid above all else: RISK.

The second of two buyer persona studies, this piece is based on surveys of over 270 professionals who control the purse strings of their organization.

Read the blog, and download the full research study here.

9. [VIDEO] How to Structure a Successful Sales Team

how-to-structure-an-effective-sales-teamWhen you grow your sales team 50% year-over-year for 3 straight years (and maintain a 40% conversion rate) like we have, you have to manage growth – fast!

This short video from our VP of Sales, Steve Breyerton, explains how to boost specialization on your team.

For the whole story, check out AJ’s story – and the Split of Outbound and Inbound Sales Development.

10. The Inside Scoop: Chipotle’s Big Burrito Breach – Malware with a Side of Chips

2017 has been the Year of the Data Breach. DiscoverOrg saw it coming.

#discoverorgsuccess discoverorg reviews

One of our research analysts, Dorie Phillips, examines the Chipotle “Scoops” available in our platform: personalized alerts for insider information such as funding events, personnel moves … and security issues.

We trace these Scoops, going back to 2014, which clearly tell the story of a company plagued by security issues.

A keen salesperson armed with this insight (like Jason King; see his LinkedIn story, right) might have been able to get in front of the beleaguered company with the right security solution.

In the future, this insight can be used to prevent pain points like these from happening in the first place.

(If we said “data breach” and you thought Equifax – we’ve got the Inside Scoop on that, too.)

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What have you learned about your craft this year? What insights will you carry with you into the new year? What tired old tricks will you leave behind?

DiscoverOrg is proud to be THE premier resource for our sales and marketing community. For sales tips, marketing tricks, and top-quality content, subscribe to our bi-weekly blog and connect with us on LinkedIn.

Cheers to your stand-out success in 2018!

Charity Heller
About the author

Charity Heller

Content Strategist, DiscoverOrg

Charity Heller is DiscoverOrg's content strategy manager. She has 15+ years' experience developing and creating content in range of B2B, B2C, and creative industries; previously she founded and operated a book editing company. Charity earned a B.A. in English, Project Management certification, and Professional Editing Certification from U.C. Berkeley.