HOW TO EVALUATE A DATA PROVIDER FOR REVENUE GROWTH
Data impacts all aspects of sales and marketing efforts. Does YOUR data rise to the challenge? We surveyed top sales and marketing consultants to find out how they evaluate data providers and asked them to rank in order of importance: Verified contact info, Firmographics (public, private, government, and 501c), Reporting hierarchy, and Personnel and project changes
Timing is Everything: How to Identify, Engage & Win More Target Accounts
Fortune 500 companies trust Deal IQ to negotiate significant savings on technology contracts. But when it came to targeting and seizing its own business opportunities, Deal IQ had hit a roadblock.
7 SECRETS TO SDR SUCCESS
In this webinar, Dan Gottlieb, Senior Sales Development Analyst at TOPO, and Steve Bryerton, VP of Sales at DiscoverOrg, will walk through seven tools and methods proven to help sales development reps generate a consistent volume of quality pipeline. Backed by proprietary research from TOPO, each play corresponds to a specific action that each sales development rep must take in order to be effective.
Beyond The Meeting Matters: Getting the ROI out of the Sales Funnel
Getting your prospects to a meeting is only half the battle, what happens beyond the meeting matters. 80% of deals require at least 5 more calls after the first meeting, and 44% of reps give up after the first follow up.
Birst, MongoDB, Cloudera & Actifio: Case study
This quartet of IT case studies demonstrate how sudden, ubiquitous access to sales intelligence makes it easier than ever for start-ups and mid-sized companies to disrupt established industries and displace legacy vendor relationships.
Purposeful Voicemails: Best practices to increase email response rates
In today’s culture of digital communication, how does voicemail fit into the landscape of multi-touch engagement? The typical organization reports call-back rates of 0% on outbound voicemails. When used strategically with other modes...
Research & Reports
Why Didn't They Buy? A Deep Dive Into Buyer Preferences - And The Implications For Salespeople
Past experiences with salespeople affect buyers a lot - as does the industry and department they work in. DiscoverOrg partnered with sales researcher Steve W. Martin to do a comprehensive study of 230 business decision-makers and got their candid thoughts about how they made their decisions - and why they select the vendors they do.
B2B Sales Myths BUSTED!
Join us as DiscoverOrg's, Patrick Purvis sits down with Mark Birch, Founder of Enterprise Sales Forum to hear a fresh perspective on dated sales myths that could be limiting your sales efforts. He will tackle 8 tactics that sales leaders tend to hold on to and show you how to address them with a new strategy that will increase your sales trajectory.
Sales EQ: Do You Think Like the World's Top Sales Performers?
Senior VP of Customer Success, David Sill and Sales Acceleration Strategist, Jeb Blount discuss Jeb's new book SALES EQ: a new psychology of selling. Jeb discusses this modern perspective to keep prospects engaged, create true competitive differentiation, and shape and influence buying decisions. Jeb will identify specific behaviors, techniques, frameworks and secrets of Utra-High Performing (Top 1%) Sales Professional.