Outbound Selling

Give your outbound selling strategy a boost with these tactical tips & tricks.

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?

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What's wrong with salespeople?

[STUDY] 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.

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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

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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?

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A man opens a cold email not spam

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

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:

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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.

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what b2b buyers really want

[STUDY: PART 3] What Buyers Want from Salespeople

The survey shows 40% of study participants prefer a salesperson who listens, understands, then matches their solution to solve a specific problem. Another 30% prefer a salesperson who earns their trust by making them feel comfortable.

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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

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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:

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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.

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© 2017 DiscoverOrg, All Rights Reserved
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