Account-Based Sales Development: 8 Steps to Global Success

What is global account-based sales development? In short, it is an outbound sales campaign for a well-defined portion of a multinational account. It could be a target account you’re already prospecting,...
July 18, 2019
Account-Based Marketing
6 min read

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.
July 16, 2019
Business Contact Data
4 min read

What 15,000 Demos/Year Taught Us About Converting Inbound Sales Leads

The fastest way to find our lead-quality sweet spot is to agree on lead Fit. These are firmographic and demographic identifiers - like industry, company size, and individual title - that we know our sales team can convert effectively. Once we identified what makes a lead a “good fit,” we addressed lead qualification.
July 11, 2019
DiscoverOrg
6 min read

Want Better Lead Generation? Get Marketing & Sales in Line

Sales enablement really boils down to how marketing can help make sales more successful, and this can be accomplished through a range of program areas including technology, intelligence, content, analytics, training, and demand generation.
July 8, 2019
Sales and Marketing Alignment
4 min read

Embrace Outbound Sales Prospecting and Eat the Frog

Wouldn’t it be nice if every lead you got was a hot lead: a hand-raiser who converted on your website and requested more information or a call from the sales...
June 20, 2019
Cold Calling
5 min read

Specializing Inbound and Outbound Sales Teams: AJ's Story

There’s a reason that the average lifespan of an SDR is two years. Sales is hard. Anthony Johnson began his career with a lot of enthusiasm. But over the next two years, as one of just three SDRs, his enthusiasm faded. As a husband and father of infant twins, Johnson had a lot on the line - but he was burned out, and mentally checked out. And it showed.
June 10, 2019
Outbound Sales
6 min read

Trade Show Logistics 101: The Show Book

Trade shows are one of the fastest ways to generate great leads. They’re also crammed with thousands of 20-somethings who have flown across the country to exotic locations, armed with...
June 5, 2019
Outbound Sales
6 min read

Sales Coaching Culture: Putting Down Roots

Coaching is absolutely clutch. It’s gotta be there. It can’t take days off. It requires executive level sponsorship and involvement.
June 4, 2019
Sales Development
3 min read

4 Steps to Create a Value Proposition and Connect With Your Prospect

Value: You're defining it wrong. In these 4 steps, Justin Withers shows how to frame a winning value prop to address a real need. Convey value, close the sale.
June 3, 2019
Outbound Sales
7 min read
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