B2B Sales Insights

Blog posts focusing on the tips and tricks that alleviate challenges and provide a pathway to success for today’s B2B sales professional, SDRs, and teams focused on lead generation.

what b2b buyers really want

[STUDY: PART 3] What Buyers Want from Salespeople

The survey shows 40% of study participants prefer a salesperson who listens, understands, then matches their solution to solve a specific problem. Another 30% prefer a salesperson who earns their trust by making them feel comfortable.

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Marketers need better data management

Marketo Connector: Big Changes for a Favorite Data Management Tool

Our enhanced Marketo Append & Clean integration is about one thing: simplicity. You know that time you would have spent building and maintaining your database? Here’s your formal invitation to spend your time actually marketing instead.

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8 TED Talks All Sales People Should Watch

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.

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steve martin study vendors

[PART 2] What Buyers Want: The B2B Vendor Advantage

Buyers aren’t necessarily fixated on the market leader and are more than willing to select second-tier competitors than one might expect. In fact, only 33% of participants prefer the best-known brand with the highest functionality and cost.

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[STUDY] What Do B2B Buyers Want?

A B2B buyers' higher negative rating of salespeople is inversely related to a department’s tolerance for risk; for example, IT buyers rated 37% of all salespeople as poor - higher than any other department - while their risk tolerance was a low 5 out of 10.

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accounts-based sales development

Account-Based Sales Development: 10 Steps to Global Success

If you have one or more global accounts—large companies with a global footprint—it’s important to approach them globally – but this is a tall order for a busy sales department, especially among newer companies where any account-based approach has a learning curve. As described in my new book, Whale Hunting with Global Accounts, global account-based

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closed-loop sales communication is like a black hole

[5 IDEAS] How Data Fuels Closed-Loop Sales Communication

The manufacturing industry uses a concept, originating in Japan, called "kaizen": It refers to continually measuring and improving a process. As new ideas and processes are implemented, they, too, are measured; each iteration improves the product. Here's how that applies to sales:

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What DiscoverOrg does

[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.

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How to enliven cold leads with Patrick Purvis

[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.

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Splitting outbound inbound sales Anthony Johnson

AJ’s story – and the Split of Outbound and Inbound Sales Development

There’s a reason that the average lifespan of an SDR is two years. Sales is hard. Anthony Johnson began his career with a lot of enthusiasm. But over the next two years, as one of just three SDRs, his enthusiasm faded. As a husband and father of infant twins, Johnson had a lot on the line - but he was burned out, and mentally checked out. And it showed.

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© 2017 DiscoverOrg, All Rights Reserved
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