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!
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!
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.)
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.
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.
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).
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.
Meet 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.”
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.
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.
2017 has been the Year of the Data Breach. DiscoverOrg saw it coming.
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!