Prospecting

A man opens a cold email not spam

[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

Why did this cold email work? It was insanely easy to say yes to. I mean, who would say no to someone asking to exchange a few emails with a fellow founder? Here's the 5-sentence template:

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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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[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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A man opens cold email at the airport

How to Heat Up Cold Emails with Personalization

Since marketing judges success based on engagement, I used different language to create a marketing-specific, hyper-personalized value proposition. First, I referenced the locally famous “PDX carpet” background she used in her LinkedIn profile ...

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3 steps to create a value prop

[VIDEO] 4 Steps to Create a Winning Value Proposition

Value: You're defining it wrong. In these 4 steps, Justin Withers shows how to frame a winning value prop to address a real need. Convey value, close the sale.

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interviews from high-growth companies data democratization

How Data is Democratizing Growth and Driving Disruption: 15 Lessons from High-Growth Leaders

Rapid growth is a natural expectation for tech start-ups at a time when data is widely available to all businesses, from startup to blue chip. But the availability of data isn't a universal promise of success.

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LeadMD partner DiscoverOrg ebook, the ultimate ABE catch

The Ultimate Catch eBook

We know sales and marketing are more effective when they work together, but account-based everything requires even broader involvement, alignment, and all hands on deck. The Ultimate Catch, an ebook from LeadMD, charts your course.

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Are cold email campaigns spam?

The Truth about Cold Email

Sending unsolicited email to a commercial recipient in the United States is not illegal. However, email senders must follow rules when sending commercial email to recipients in the United States, starting with the CAN-SPAM Act.

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Unpacking loaded cost of sales intelligence

The Real Cost of List-Building: Buy or Build Your Own?

The real benefit of accurate sales intelligence, regardless of source, is time. Whether you buy a list or create one using in-house resources, sales teams should spend their time selling - not hunting down a phone number because of a transposed number or missing field.

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