The DiscoverOrg Blog

accounts-based sales development

Account-Based Sales Development: 10 Steps to Global Success

If you have one or more global accounts—large companies with a global footprint—it’s important to approach them globally – but this is a tall order for a busy sales department, especially among newer companies where any account-based approach has a learning curve. As described in my new book, Whale Hunting with Global Accounts, global account-based

Boost response rates role-based messages

How to Improve Response Rates with Account-Based Content

In B2B marketing, when you improve response rates, you tend to see better downstream results including: more qualified leads, more pipeline, and more deals won. But how do you achieve higher levels of engagement?

closed-loop sales communication is like a black hole

[5 IDEAS] How Data Fuels Closed-Loop Sales Communication

The manufacturing industry uses a concept, originating in Japan, called "kaizen": It refers to continually measuring and improving a process. As new ideas and processes are implemented, they, too, are measured; each iteration improves the product. Here's how that applies to sales:

What DiscoverOrg does

[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.

How to enliven cold leads with Patrick Purvis

[VIDEO] 3 B2B Sales Techniques to Close Cold Leads

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.

Splitting outbound inbound sales Anthony Johnson

AJ’s story – and the Split of Outbound and Inbound Sales Development

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.

The secret weapon in this sales competition is DiscoverOrg

[VIDEO] A Not-so-Friendly Cold Call Competition

What’s a little friendly cold call competition? It was an ordinary Tuesday morning for two salesmen … except that Robert is feeling a little extra competitive with his cold call skills. “Smell that?” he asks. “It smells like sales.” In fact, it smells like selling five deals by happy hour. The gauntlet is thrown down. Dan

Don't get caught in a spam trap

How to Avoid the Spam Trap

To make sure you never hit a spam trap, Hubspot suggests only sending to opt-in contacts and to avoid purchasing data from a data provider. That’s a great plan! … unless you want to generate new leads and increase sales:

Alignment between sales and marketing is a struggle

Want Better Lead Generation? Get Marketing & Sales in Line

Sales enablement really boils down to how marketing can help make sales more successful, and this can be accomplished through a range of program areas including technology, intelligence, content, analytics, training, and demand generation.

A man opens cold email at the airport

How to Heat Up Cold Emails with Personalization

Since marketing judges success based on engagement, I used different language to create a marketing-specific, hyper-personalized value proposition. First, I referenced the locally famous “PDX carpet” background she used in her LinkedIn profile ...

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