[VIDEO] Whiteboard Wednesday: 7 Cold Voicemail Do’s and Don’ts (Jake Shaffren)

Couple your voicemail with other touches. Send an email. Do social touches. Send more voicemails. Send a handwritten note. Within the voicemail itself, reference something else that you've done. For example, "Hey Susie, I sent you over a LinkedIn connection the other day, hope to have a live conversation. This is Jake with DiscoverOrg."
August 29, 2018
How-to
5 min read

What is Intent Data? The Predictive Sales Trifecta

Your prospects are out there right now, hunting for a solution to a problem you can solve. They’re searching online, consuming content, learning about options to relieve their pain, and...
August 7, 2018
Contact Data
7 min read

The Startup's 4-step Guide to Building Strong Sales Pipeline

“Where should I start when I have limited resources? With inbound? With outbound? With ABM?” As an emerging business, you need to find the quickest, most efficient, and most sustainable route to growth. Regardless of your industry, your deal size, your sales cycle, or your buyer, there are 4 simple steps that will get you to that next chapter - wherever you are in your growth journey.
May 30, 2018
Outbound
7 min read

4 Ways to Move the Sales Performance Needle: An Interview with CEO Henry Schuck

“It’s not impossible to grow 40% or more year-over-year, in the first few years of business. But to maintain that level of growth when your company is worth $1 million, $10 million, $100 million? That’s crazy. That’s a whole different game.”
April 24, 2018
Interviews
7 min read

How to Create a Sales Territory Plan with a Buyer-Centric Approach

Understanding your Total Addressable Market (TAM) will help determine if a new region or vertical needs to be part of your sales territory plan. New General Data Protection Regulations (GDPR) is a great example of a location-bounded sea change. Market shifts like this present new growth segments for your sales team to target.
April 19, 2018
Best Practices
5 min read

Sales Acceleration on Demand: Outreach & DiscoverOrg

“Sales acceleration” is a good buzzword, but all it really means is “sell more, faster” … without saying anything about “How?” There are a lot of sales acceleration tools out...
April 3, 2018
Data Quality
6 min read

Don't Push Your Luck: Guessing Email Addresses Just Ain't Worth It

Prospecting is tough. There are a handful of components of cold email outreach, and each one is absolutely necessary to be successful. It’s hard enough to write an eye-catching message....
March 15, 2018
Email
6 min read

What Is Sales Intelligence? An Interview With DiscoverOrg CEO Henry Schuck

Without sales intelligence, the growth of your universe of accounts (and revenue potential) is left to chance. It’s like spraying a hose with an open nozzle or spraying with a closed nozzle: You’re going to get wet either way, but one is much more efficient than the other.
March 5, 2018
Interviews
3 min read

How to Leverage Competitive Intelligence to Win Deals

Intent and Opportunity data are hallmarks of sales intelligence, and they’re not part of a standard, raw data offering. Intent data is an interpretation of implied pain points, and it provides a stark advantage against a competitor: timing.
February 27, 2018
Account-Based Marketing
4 min read
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