[VIDEO] Whiteboard Wednesday: Increase Retention in Sales - with Data (Steve Waters)
I think if you're asking for more from your sales team, you also have to give them the tools to achieve it without killing themselves - or your retention problem is going to go from bad to worse.
[VIDEO] Whiteboard Wednesday: Sales Emotional Intelligence (Dave Sill)
If I think about social awareness, one of the disciplines there is the idea of transparency in sales. By transparency, I mean that as a seller you gain terrific credibility by just being just straight up and throwing your cards on the table. It’s a key advantage. Your time is valuable too, and it's fair play to ask the prospect: "Hey, what budget has been set aside for this?"
[VIDEO] Whiteboard Wednesday: A Formula for ABM Resource Allocation (Katie Bullard)
Today we're going to walk through the four-step formula for deciding how you should allocate your marketing resources towards account-based marketing efforts. It's not the same for every company, and typically it doesn't mean abandoning inbound for ABM. Let's start with the first question: "Do you have a long and complex sales cycle?" This will affect your resource allocation.
[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.
An Inside Look Premiere: A True Story of Executing Account-Based Everything
“It’s not old wine in a new bottle,” says Dave Sill, our Senior VP of Sales. “It's an old idea that technology has just empowered - which is really cool.” Join DiscoverOrg as we step through the planning and execution of a true account-based everything strategy.
[VIDEO] Real People, Real Sales Intelligence
Our gracious host is determined to show two newcomers - from sales and marketing, respectively - how the DiscoverOrg platform powers a bigger pipeline, more appointments, and faster revenue growth.
[VIDEO] 3 B2B Sales Techniques to Close Cold Leads
Our B2B win rate on companies that we re-engage with and get the second opportunity with is much, much higher than our win rate on companies where we're going through our first opportunity with them.
[VIDEO] A Not-so-Friendly Cold Call Competition
Reading Time: 2 minutesWhat’s a little friendly cold call competition? It was an ordinary Tuesday morning for two salesmen … except that Robert is feeling a little extra competitive with his cold call...
[VIDEO] 4 Steps to Create a Value Prop Your Prospect Will Love
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.