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.

predictions spending tech

What CIOs are Focused on in 2018: Predicting Top IT Initiatives and Spend

In Q3, we asked respondents to indicate which technology initiatives they’re focused on in the next 6-12 months. The clear priority for 2018?  DATA SECURITY - by a mile.

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sell sales

7 Ways to Get More Women in the Sales Profession (and Keep Them)

While the issue may seem complicated, the outcome is simple: (1) Companies who recognize the importance of diversity and promote it actively are the inevitable winners in this equation. (2) Those who are unwilling to take an active stance on gender equality will suffer economic consequences.

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vp-of-sales-now-what

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

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align sales process to customer journey

5 Ways to Supercharge Your Sales Enablement Efforts

... 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.

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demand generation mql

How to Use 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.

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Marketers re-target leads for better MQLs

Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

Coupons might feel like a B2C move, but the same idea works as a re-marketing tactic for B2B companies as well. How about a free month of service, a free sample, or a limited-time discount? You can add urgency (“This offer expires in 24 hours!”) social proof (“Check out all these 5-star reviews!”), or a time-based discount.

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Thanksgiving and Gratitude, in Our Own Words

We have much to be grateful for at DiscoverOrg. Before the rush of the holiday season, before the end-of-year hustle takes over completely, a few DiscoverOrg customers and employees have something to say. Here it is, in their own words.

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customer retention and success

Matt, Kyle, and the Less-Traveled Road to Customer Retention

Meet Matt Shephard and Kyle Ziegler, whose unique approach to customer retention and service has become a revenue-generating machine.

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The Power of Sales Intelligence #2: Creating an Ideal Customer Profile

Marketers, what kind of leads did you earn with your last whitepaper or e-book? Were they the warm leads you needed? Were you lucky enough to reel in brand champions? Such success is rare.

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agile sales

An Agile Process 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. (Where would we be without sporks?) Like software developers, salespeople face a high rate of failure. For every win there are many more losses. A

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© 2017 DiscoverOrg, All Rights Reserved
© 2017 DiscoverOrg, All Rights Reserved
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