IT Decision Maker

[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.

Read full post
accounts-based sales development

A 10-Step Plan for Global Account-Based Sales Development

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

Read full post
DiscoverOrg Offers More Than IT Sales Intelligence

BEYOND IT: The Breadth of DiscoverOrg’s Sales & Marketing Intelligence

Why are we jumping into these other markets with such fervor? We see significant indicators that industries like marketing and human resources are ready for an explosion.

Read full post
7 influencers in the IT staffing industry

7 People to Know in the IT Staffing Industry

These people top seven to know in IT staffing and recruiting industry, and know it cold. Having them on speed dial is a must.

Read full post
Overcoming-Sales-Objections-DiscoverOrg

3 Sales Tactics for Creating a Sense of Urgency by Asking the RIGHT Questions

Sales Objections are your friend. You want to deal with them head on & give the prospect the opportunity to tell you their objections while you’re on the call.

Read full post
Notable Women CIOs - Women's History Month - DiscoverOrg

3 Notable Women CIOs Transforming their IT Departments

In honor of Women' History Month, we highlighted a few of the most innovative Women CIOs in the United States today.

Read full post
How to Get on an Approved Vendor List

IT Staffing Approved Vendor Lists: 4 Things to Remember

Approved vendor lists may seem like a headache to the IT staffing firm that has yet to get their foot in the door with their target companies...

Read full post
Sales Taco Analogy | DiscoverOrg

Why Sales Is Like a Taco

No matter where the idea originated, for several months the analogy of “sales is like a taco” has stuck in my head like a delicious kernel of elote.

Read full post
Keeping Staffing Professionals Motivated | DiscoverOrg

New Ideas for Motivating Your IT Staffing Salespeople

Demand for top IT talent is ever-growing, so how can IT staffing firms motivate their salespeople to meet that need successfully?

Read full post
The Risks and Roles of CISOs in 2016

The Evolving Risks and Roles of CISOs in 2016

Many of the issues Chief Information Security Officers faced in 2015 will carry into 2016. IT security vendors are wise to recognize and capitalize on emerging trends.

Read full post
800.914.1220
805 Broadway, Suite 900, Vancouver, WA 98660
logo
© 2017 DiscoverOrg, All Rights Reserved
© 2017 DiscoverOrg, All Rights Reserved
logo