Prospecting

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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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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A Women in Sales Month Success Story: “Sales is the Great Equalizer”

It’s not because I am a woman. It’s because I work hard. Your gender doesn’t matter. Your age, and what your degree was in don’t matter. All that matters is: Are you good at your job? Do you like sales?

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The Power of Marketing and Sales Intelligence

Sales intelligence. Lead lists. Not sure where to start … or why you should care? You’re in the right place. For many years, sales and marketing teams turned to list providers for prospecting and lead generation. Plagued by incorrect, incomplete, and outdated information, these purchased lists typically led to a lot of time wasted calling

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love lessons for sales development

5 Mistakes Online Dating Can Teach Sales Prospecting

Prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads.

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Improve your click through rate

[VIDEO] How to Get 30% Response Rates with Prospecting Emails

The second prospecting email is even shorter, but I added a new value prop. We find these follow-up messages get 3-4 times the click-through rate that the first message does.

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buyer and vendor personalities

[STUDY] Bridging the Great B2B Vendor-Buyer Divide

"Salespeople are too pushy." Well, yes, PUSHY is the name of the game. You have to be pushy just to get in the door. But the fact that most buyers still identified this as the primary reason they don’t connect with salespeople (and there’s a lot of supporting evidence) means it's a problem.

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