IT Sales

Higher Sales Commissions

[PODCAST] How Good Data Equals Higher Sales Commissions with Brian Burns

Building relationships out of thin air is a tall order for those in sales, and it can't be done on a whim with a quick once-over of the prospect's website.

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Client Pain Point Profile

Discovery, Demo, or Disconnect?

Sales people have been giving tech demos for a long time. Are we getting any better at it?

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5 Books & Blogs That Will Make You Better at Inside Sales

Yes, best performing salespeople learn from experience and develop “grit”... But a commitment to lifelong learning is just as important

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DiscoverOrg & HG Data Integration: Interview with Henry Schuck & Mark Godley

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.

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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...

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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.

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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?

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6 Common Cold Calling Misconceptions

Working in Sales isn’t exactly a cakewalk. Even if you have the most killer marketing team, it is highly unlikely that you just sit back in your big, cushy office and wait for the leads to come in.

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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.

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