IT Selling

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.

Read full post
ATS CRM Integration | Bullhorn & DiscoverOrg

Taking ATS to New Levels: A Bullhorn & DiscoverOrg Partnership

We’re guessing your current book of business is quite extensive, and who has the time (or energy) to make sure all those records are updated on a regular basis?

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
Expand Into Large Accounts Using Sales Intelligence | Discoverorg

4 Steps to Expanding into Large Accounts

The technology field in particular is moving fast, meaning organizations that want to keep up are doing the same. That’s why IT staffing firms need to be agile and adaptive in their plans to expand into larger accounts.

Read full post
Cold Calling DiscoverOrg

Three Ways to Turn Up the Heat on Cold Calling

Sales professionals need to know the types of technology their prospects use. It comes down to this – there’s no point trying to sell a business something that it can’t use.

Read full post
IT Industry Moves DiscoverOrg

What’s Happening Now? Last Week’s Biggest IT Industry Moves

Each week we report on the biggest happenings in the IT industry. From major leadership changes to initiatives and pain points, DiscoverOrg is working to show you where the most prime selling opportunities are. With Forrester reporting that anywhere from 2/3 to 90% of the buyer’s journey is already complete by the time they speak

Read full post
Tradeshow Triggers DiscoverOrg

How to Leverage IT Industry News at Trade Shows

It is trade show season! Your booth is set up, your demos and collateral are all ready and you’re raring for the show to start. You’re likely to be meeting hundreds of people each day of the show – some prospects, some customers, and some folks who are just looking for a toy to bring

Read full post
16 Ventures DiscoverOrg

Sixteen Ventures Consultant, Lincoln Murphy, Shares the Real Meaning of Ideal Customer Profiling

Lincoln Murphy of Sixteen Ventures explains that the ideal customer should be ready, willing, and able to benefit from your solution.

Read full post
Death of Salesman DiscoverOrg

Prospecting Fatigue: The True Death of a Salesman

You just spent 30 minutes researching your prospect; calling him and leaving him a voice message, then you sent THE PERFECT EMAIL. It was so perfect that the prospect has to respond- you talked about what their CEO said in his annual report, you knew a project he was currently working on, and you outlined

Read full post
b2b Inside Sales DiscoverOrg

3 Reasons 2015 is the Year of B2B Inside Sales

Sales 2.0 expert Anneke Seley shares new data pointing to the increasing investment in — and effectiveness of — B2B inside sales. This post originally appeared on OpenView’s Sales Lab Blog.  In 2013, InsideSales.com hosted its first Inside Sales Virtual Summit, one of the biggest gatherings of sales experts, presentations, and discussions online. TeleSmart Communications President

Read full post