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

TEMPLATE: A 30% Response Rate for 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.
September 5, 2019
Marketing and Sales Email
3 min read

The ABM Cookbook: 5 "Recipes" to Keep Sales Focused on Target Accounts

If you want to distribute 30 key accounts to each, provide a list of 40 candidate companies. Ask the Account Executives to weed out poor prospects, and let them propose a few alternative names of their own. Now the AE owns the list!
August 28, 2019
Outbound Sales
6 min read

True Love ... or Bad Data? (Database Dating Advice for the Brokenhearted)

Dear DiscoverOrg, I’m ashamed to admit it, but my database is very small. I don’t use it very often because I know the information I’m looking for probably won’t be there. Everyone talks about “data integrity” and “data health” ... but I don’t even have enough data to worry about problems like that! Searching my database is not a satisfying experience. I don’t know how to grow my database. Is it too late for me?
August 23, 2019
Sales and Marketing Data Quality
5 min read

Learning from Equifax - How Sales Can Anticipate (& Act On) 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.
August 22, 2019
Industry News & Scoops
7 min read

Agile Project Management for Sales Development

Software development might not be the first place sales professionals look to improve their win rate, but it wouldn’t be the first time that blending expertise has produced positive results....
August 20, 2019
Sales Development
7 min read

How to Start a Conversation Using the “Foot-in-the-Door” Cold Email Template

Why did this cold email work? It was insanely easy to say yes to. I mean, who would say no to someone asking to exchange a few emails with a fellow founder? Here's the 5-sentence template:
August 16, 2019
Marketing and Sales Email
5 min read

4 Ways to Get On the Approved Vendor List for IT Staffing

Getting on the IT Staffing Approved Vendor List will make your life a lot easier. But the process is a headache to the IT staffing firm that has yet to get their foot in the door with their target companies. So how can you get your staffing firm on the list?
August 15, 2019
Staffing and Recruiting
4 min read

Cold Voicemails Work ... Just Not How You Expected

While voicemail alone does not yield callbacks, it has the ability to increase response rates by over 11% when paired properly with targeted emails, according to TOPO’s Sales Best Practices: Voicemail Builder report. For something that takes less than 30 seconds, it seems like a no brainer, right?
August 13, 2019
Cold Calling
6 min read
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