Sales Development

Improve sales development efforts from DiscoverOrg’s knowledge on the phone based sales teams identifying and qualifying leads.

love lessons for sales development

5 Mistakes Online Dating Can Teach Sales Prospecting

Prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads.

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Improve your click through rate

[VIDEO] How to Get 30% Response Rates with Prospecting Emails

The second prospecting email is even shorter, but I added a new value prop. We find these follow-up messages get 3-4 times the click-through rate that the first message does.

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buyer and vendor personalities

[STUDY] Bridging the Great B2B Vendor-Buyer Divide

"Salespeople are too pushy." Well, yes, PUSHY is the name of the game. You have to be pushy just to get in the door. But the fact that most buyers still identified this as the primary reason they don’t connect with salespeople (and there’s a lot of supporting evidence) means it's a problem.

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Selling to CXO - prospect insight report

How to Build a Prospect Insight Report Your Entire Team Can Use

Include the customer's business strategy in your prospect insight report. I’ve seen a customer meeting end because sales couldn’t answer this opening question: “Can anyone here tell me what our business strategy is?” Not a pleasant memory.

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account based marketing cookbook

The ABM Cookbook for Sales Teams: 5 recipes to keep Sales 100% focused on target accounts

If you want to distribute 30 key accounts to each, provide a list of 40 candidate companies. Ask the Account Executives to weed out poor prospects, and let them propose a few alternative names of their own. Now the AE owns the list!

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DiscoverOrg features for sales development

Alert Subscriptions – A Magic 8 Ball for Outbound Sales Development

If the subscription alert revealed a plan to hire 15 new sales reps, I know my target company wants to grow. That’s a significant investment, and management will want to see ROI right away. I’d call first, then put the prospect in a very specific nurture email campaign.

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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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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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[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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5 things sales wishes marketing knew

5 Things Sales Wish Marketers Knew

Companies that still score success only by the number of leads generated aren’t benchmarking the right data. Marketing needs to work even harder to nurture leads once they’re in the funnel.

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