Any successful business knows that an intentional and targeted sales strategy is foundational for growth. Cold calls and outreach emails, while still relevant, can be tiresome and fruitless if not backed by quality data and an alignment with your marketing efforts. We’ve made it our business to help your business grow. And as an organization that’s been named one of the fastest growing technology companies in North America, we’re confident we have some valid insight to share.

Read on for tips and tricks to writing that perfect email pitch. Learn some lessons in cold calling. And see how predictive sales intelligence can get you first in the door with your targeted buyers.

Top Sales Strategy Articles

9 B2B Sales Closing Techniques from Our Top Closers
How can you make sure your customer-to-be wins – and feels like they won – while winning business yourself?
VIDEO: Stitching Intent Data Into Your Sales Strategy
What our sales director’s quest to find a sewing machine for his fiancée can teach us about the B2B buyer journey and intent data.
8 TED Talks All Salespeople Should Watch
We love the power of video to quench our thirst for knowledge and enlighten us in the field of sales. We’ve come across 8 excellent TED talks that can do just that.

Pitch Perfect: Selling to Legal Operations

Legal Operations might work behind the scenes of the General Counsel … but ops wears the pants on tech purchase decisions. And we’ve got an insider’s look at how capture...
November 14, 2019
Outbound Sales
4 min read

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 Steps to Overcome Sales Objections

Remember that last sale that you made where you ran into an objection? It’s tough, right? Of course it is. We all know that selling doesn’t really start until we...
October 10, 2019
Outbound Sales
8 min read

VIDEO: 3 Ways to Scale Your Inbound Sales Team

Welcome to another Whiteboard Wednesday! I’m Chaz Knauft, Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team –...
October 1, 2019
Sales and Marketing Alignment
7 min read

9 B2B Sales Closing Techniques You Can Use Today

Don’t jump to discounts right away - then it becomes a price-based purchase, not value-based. We need to revert to value-based appeal. If you lead with price, you become a price-based purchase. So any discounts should be last.
September 30, 2019
Customer Success
8 min read

How to Create an Ideal Customer Profile (ICP) to Target the Right Prospects

The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects - but how do you create an accurate ICP in the first place?
September 26, 2019
Account-Based Marketing
4 min read

Adventures in Account-Based Marketing

I became interested in target account marketing, which I later learned to call ABM, while tying to efficiently grow a software business. The hypothesis was that if all of our time, energy, and money was spent on a focused sales and marketing effort to convert a list of target enterprise accounts, we could grow our average sales price (ASP) - without breaking the bank.
September 25, 2019
Account-Based Marketing
6 min read

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.
September 23, 2019
Lead Generation
5 min read

So, It’s Your First Day as the Chief Marketing Officer...

First days can be stressful. Especially if you’ve just been promoted to Chief Marketing Officer. Extending far beyond traditional marketing tactics, today’s CMO shoulders vast and complex responsibilities that now...
September 18, 2019
Marketing Strategies
5 min read
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