Sales Acceleration on Demand: Outreach & DiscoverOrg
“Sales acceleration” is a good buzzword, but all it really means is “sell more, faster” … without saying anything about “How?” There are a lot of sales acceleration tools out...
2 Simple Ways to Calculate Total Addressable Market (and how it will impact sales!)
Total Addressable Market (TAM) is the total available opportunity for your product or services. It’s typically measured in terms of revenue, but can also be thought of as the total population of organizations that could become your customers. So how do you calculate Total Addressable Market? Our VP of Product Marketing demonstrates the two most popular methods: Bottom-Up and Top-Down.
What Is Sales Intelligence? An Interview With DiscoverOrg CEO Henry Schuck
Without sales intelligence, the growth of your universe of accounts (and revenue potential) is left to chance. It’s like spraying a hose with an open nozzle or spraying with a closed nozzle: You’re going to get wet either way, but one is much more efficient than the other.
Trade Show Prospecting Toolkit: The Ultimate Collection
A handful of business cards doesn't cut it. To see strong ROI from trade show events, sales reps must align with Marketing well in advance - and create a plan of attack. Check out our Ultimate Trade Show Prospecting Toolkit for the step-by-step techniques that our reps use to get 30-100 warm & hot leads from every event we walk.
How to Prospect at Trade Shows: The Ultimate 10-Step Checklist
Trade shows are an exciting opportunity for sales professionals to develop relationships with prospects and show off the latest products and services. People can check out different demonstrations, network, and...
Breaking Open the Predictive Black Box: What Data Points Actually Predict a Purchase?
Over 85% of respondents said Job title are effective or very effective at predicting a prospect’s likelihood of predicting a purchase. This is because Job title is a basic, fundamental part of the Ideal Customer Profile. The least predictive Fit data point? Age.
What is 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.
The Sales Kickoff Blueprint: Learning, Culture, Celebration
Somewhere between the stuffy boardroom of a local Best Western and a weekend of company-sanctioned debauchery in the woods ... is the perfect Sales Kickoff (SKO). Our objectives always fall into three buckets: 1) Loyalty, morale, bond; 2.) improve product knowledge; 3.) improve soft sales skills.
Year-End Roundup: Top 10 Most Popular Blogs of 2017
If you spend a lot of time thinking about how to give that prospecting email a fresh spin, we’re right there with you. We’ve got the prospecting email down to a science. Try this email template, courtesy of Patrick Purvis, our Chief Revenue Officer: It’s short, sweet, and consistently gets a response rate of OVER 30%.