You’re the New VP of Sales ... Now What?

A great VP of Sales views his role as the mechanic that ensures that each piece of the engine is working properly and in harmony
November 13, 2019
Outbound Sales
4 min read

5 Ways to Double Down on Sales Enablement

... it was found that 9% of sales organizations had not considered customer journey alignment, while 35% had an informal alignment, but no real implementation. In total, 44% of businesses have not aligned their sales processes to the customer journey in any meaningful way.
November 8, 2019
Lead Generation
3 min read

The ABM Cookbook: 5 "Recipes" to Keep Sales 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!
August 28, 2019
Outbound Sales
6 min read

Agile Project Management for Sales Development

Software development might not be the first place sales professionals look to improve their win rate, but it wouldn’t be the first time that blending expertise has produced positive results....
August 20, 2019
Sales Development
7 min read

How to Build a Successful Sales Team: VIDEO

Steven Bryerton explains how to structure a sales team to ensure you're getting the best out of all team members, in every role, all of the time.
August 1, 2019
Outbound Sales
3 min read

How to Create a Customer Insight Report Your Whole 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.
July 30, 2019
Sales and Marketing Alignment
6 min read

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
Load More