Pitch Perfect: Selling to Legal Operations

Legal Operations might work behind the scenes of the General Counsel … but ops wears the pants on tech purchase decisions. And we’ve got an insider’s look at how capture...
November 14, 2019
Outbound Sales
4 min read

You’re the New VP of Sales ... Now What?

A great VP of Sales views his role as the mechanic that ensures that each piece of the engine is working properly and in harmony
November 13, 2019
Outbound Sales
4 min read

5 Ways to Double Down on Sales Enablement

... it was found that 9% of sales organizations had not considered customer journey alignment, while 35% had an informal alignment, but no real implementation. In total, 44% of businesses have not aligned their sales processes to the customer journey in any meaningful way.
November 8, 2019
Lead Generation
3 min read

How to Use Data Intelligence for Event Lead Generation

Suppose there’s a sales development conference in San Francisco. I’ll look at the event roster and at social media to see who else will be there - plus companies who have a nearby office but aren’t going to the conference. Next, I identify which of those are a good fit for my solution.
November 5, 2019
Lead Generation
4 min read

Pitch Perfect: Selling into Human Resources (HR)

Workplace services. Compensation. Recruitment. New employee orientation. Human Resources controls a growing piece of the budget. But how do you break in? HR leaders have one customer – and that’s...
October 29, 2019
Staffing and Recruiting
6 min read

The Silent Killer: Your Garbage Sales & Marketing Data (Eeek!)

"One vendor who uses a 600-person team in India, listed a CEO’s wife as the company’s ‘Head of IT,’ even though she had not worked for the company for more than 30 years. Other contacts they identified as corporate CIOs were, instead, dentists, actors, and aircraft maintenance technicians."
October 23, 2019
Sales and Marketing Operations
5 min read

A Women in Sales Month Success Story: “Sales is the Great Equalizer”

It’s not because I am a woman. It’s because I work hard. Your gender doesn’t matter. Your age, and what your degree was in don’t matter. All that matters is: Are you good at your job? Do you like sales?
October 17, 2019
DiscoverOrg
5 min read

5 Steps to Overcome Sales Objections

Remember that last sale that you made where you ran into an objection? It’s tough, right? Of course it is. We all know that selling doesn’t really start until we...
October 10, 2019
Outbound Sales
8 min read

VIDEO: 3 Ways to Scale Your Inbound Sales Team

Welcome to another Whiteboard Wednesday! I’m Chaz Knauft, Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team –...
October 1, 2019
Sales and Marketing Alignment
7 min read
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