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.
How to Create an Ideal Customer Profile (ICP) to Target the Right Prospects
The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects - but how do you create an accurate ICP in the first place?
How Data Proliferation Enables Growth and Disruption
Historically, business relationships revolved more around golf-course deals and long-standing relationships: Good for incumbents, bad for newcomers. That’s changing.
Customer Success: What We're Thankful for This Season
We’re grateful for a lot of things this season – the incredible teammates around us, the opportunities we’ve had to grow, and our warm local community – and especially our...
2017’s Top Sales & Marketing Superstars - and Their Secret to Success
More pipeline, bigger deals, massive wins … DiscoverOrg customers are total superstars! Our mission is simple: to accelerate the pipeline and revenue growth of sales and marketing teams every day...
All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity
Even though SalesFolk used 3 times more leads from ZoomInfo, DiscoverOrg email addresses yielded almost 10 times more positive responses.
How Data is Democratizing Growth and Driving Disruption: 15 Lessons from High-Growth Leaders
Rapid growth is a natural expectation for tech start-ups at a time when data is widely available to all businesses, from startup to blue chip. But the availability of data isn't a universal promise of success.
Account-Based Customer Success: The Refrain Remains the Same
What does it look like to implement Account-Based methods for Customer Success? While there are nuances, some traditional hurdles still apply.
4 Steps to Expanding into Large Accounts
The technology field in particular is moving fast, meaning organizations that want to keep up are doing the same. That’s why IT staffing firms need to be agile and adaptive in their plans to expand into larger accounts.