Sales

selling power sales award winner 2018

What Makes an Award-Winning Sales Organization?

"If there's anything I've learned as an individual contributor on a successful sales team, it's that the magic happens in the 41st hour. That's probably the most difficult hour for some people, because it means missing a Friday happy hour. But some of the best conversations I've had happened outside of the 8 to 5."

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opportunity data is good for prioritizing sales outreach

How to Time Your Sales Outreach with Opportunity Data

“Opportunity” data simply means favorable conditions. These action-based signals, like leadership changes and funding events, mean the time is right for a purchase. In fact, 95% of all respondents in our predictive data survey found positive revenue gains when predictive indicators were present.

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5 ways to handle objections in sales

The Savvy Sales Pro’s 5-Point Guide to Overcoming Objections

If you’re dealing with an objection, congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly where you want to be. A study from Gong.io shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is

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outbound-sales-is-like-raising-a-baby-on-father's-day

Father’s Day Advice from a Dad and CEO: Your Baby WILL Sleep & Your Outbound Sales Efforts WILL Work

I celebrated my first Father’s Day as a dad two years ago. I’d be lying if I told you I wasn’t terrified. I worried about the success of our home life, and the success of the company. Everywhere I looked, something was about to slip and fail. But the idea of NOT being really great at any one of those things - dad, husband, or CEO - didn’t feel like an option at all. It turns out that being a dad and being a CEO have a lot in common.

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what 15k demos taught us about converting inbound sales leads

What 15K Demos per 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.

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7 Quick Wins for Sales and Marketing Alignment

Kill lead channels with low conversion. Kill ‘em dead. Even if they deliver tons of leads. That’s right: Marketers should drop the channels that deliver leads that don’t convert. If this sounds like a bad idea - your Marketing and Sales department are not aligned.

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don't scare off your prospect in a cold call

How to use Intent Data (Without Creeping Out Your Prospect)

“Hello, Kathy. It sounds like you’re struggling with email deliverability …” Stop. Put the phone down. How would you feel if your phone rang and the stranger at the other end said, “I know where you live, your dog’s name ... and what you’re doing right now. Should you be giving Fido more treats? He could lose a couple of pounds.”

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5 cold email plays for account-based selling

5 Cold Email Plays for Account-Based Sales

Account based sales development is a sales process specifically designed for selling to enterprise companies. The process for selling into enterprise accounts differs from selling to small and mid-sized businesses: The key difference is that with account-based selling, reps sell to the account as a whole – in other words, instead of selling to individuals,

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cold email sales prospecting

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. Sending that email at a time when the prospect will read it, and respond to it – that’s really hard, too. Not to mention there’s

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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.

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© 2018 DiscoverOrg, All Rights Reserved
© 2018 DiscoverOrg, All Rights Reserved
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