How to Operationalize Account-Based Marketing
In short, the first rule of account-based marketing is: know your target accounts. The second rule is: know your target accounts.
Inside Scoop: Learning from Equifax - How Sales Can Act on (and Anticipate) a Data Breach
With the right information in-hand, savvy sales and marketing pros might have seen it coming. Even now, we can find insights to better sell security products in a more timely and helpful way - both in response to Equifax, and in preparation for the next inevitable data security breach.
The Power of Marketing and Sales Intelligence
Sales intelligence. Lead lists. Not sure where to start … or why you should care? You’re in the right place. For many years, sales and marketing teams turned to list...
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.
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.
[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.
B2B is Dead - Long Live B2P
B2P removes the barriers created by the B2B mentality by placing the emphasis back on what people really care about and the stories that drive us.
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 TED talks that can do just that.