The DiscoverOrg Blog

salespeople should personalize sales pitch

3 Ways NOT to Sell B2B [NEW REPORT]

Exhibit A: The internet. Assume buyers use it. Furthermore, assume that they use it at least as much as you do - to research options, product features and specs, and, yes, product and business reviews. So where does that leave salespeople?

What's wrong with salespeople?

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

Obviously, a trusted advisor enjoys significant advantages over the competing salespeople. However, only 18% of the salespeople they met over the past year would be classified as trusted advisors whom they respect.

DiscoverOrg's Triggers predicted Chipotle malware attack

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

Too bad that rodents and food poisoning aren’t even the greatest threats facing Chipotle’s customers. Thousands of unsuspecting diners recently received a free side of cyber terror, thanks to point-of-sale malware. DiscoverOrg’s Triggers alert users to the story, which spans three years

template: cold voicemail combined with email

Cold Voicemails Work … Just Not How You Expected

While voicemail alone does not yield callbacks, it has the ability to increase response rates by over 11% when paired properly with targeted emails, according to TOPO’s Sales Best Practices: Voicemail Builder report. For something that takes less than 30 seconds, it seems like a no brainer, right?

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

The first time I heard of RainKing, I was in my law school apartment and stumbled upon their website. I was 23 years old, under $130,000 of college and law school debt - and I had just launched DiscoverOrg: a company with no brand recognition, no financing, no real experience behind it. But RainKing was a REAL company.

business to business sales and marketing

B2B is Dead – Long Live B2P

B2P removes the barriers created by the B2B mentality by placing the emphasis back on what people really care about and the stories that drive us.

Salesforce integration broad compatibility

Why is Everyone Talking About Integration? Introducing Enhancements to Our CRM Application – Salesforce® Edition

Remember when the “sales tech stack” was just a CRM? I do. It wasn’t long ago. Things have changed a lot in a decade. Today, the average organization has upwards of 20+ marketing and sales tools in their tech stack and many thousands more exist, all promising to boost ROI in their own way. But

A man opens a cold email not spam

How to Start a Conversation Using the “Foot-in-the-Door” Email Template

Why did this cold email work? It was insanely easy to say yes to. I mean, who would say no to someone asking to exchange a few emails with a fellow founder? Here's the 5-sentence template:

Which B2B buyers like salespeople

What do B2B Buyers Want (and Why Don’t They Like Salespeople)?

The study found an interesting correlation between the buyers’ perception of salespeople and their risk aversion: Those buyers in departments that do have a positive opinion of salespeople are more willing to take a chance.

[4 TIPS] Breaking onto the IT Staffing Approved Vendor List

Approved vendor lists may seem like a headache to the IT staffing firm that has yet to get their foot in the door with their target companies...

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