Prospecting

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 Plagued by incorrect, incomplete, and outdated information, these purchased lists typically led to a lot of time wasted calling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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account based marketing cookbook

The ABM Cookbook for Sales Teams: 5 recipes to keep Sales 100% focused on target accounts

If you want to distribute 30 key accounts to each, provide a list of 40 candidate companies. Ask the Account Executives to weed out poor prospects, and let them propose a few alternative names of their own. Now the AE owns the list!

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salespeople should personalize sales pitch

3 Ways NOT to Sell B2B [NEW REPORT]

Exhibit A: The internet. Assume buyers use it. Furthermore, assume that they use it at least as much as you do - to research options, product features and specs, and, yes, product and business reviews. So where does that leave salespeople?

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What's wrong with salespeople?

[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

Obviously, a trusted advisor enjoys significant advantages over the competing salespeople. However, only 18% of the salespeople they met over the past year would be classified as trusted advisors whom they respect.

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template: cold voicemail combined with email

Cold Voicemails Work … Just Not How You Expected

While voicemail alone does not yield callbacks, it has the ability to increase response rates by over 11% when paired properly with targeted emails, according to TOPO’s Sales Best Practices: Voicemail Builder report. For something that takes less than 30 seconds, it seems like a no brainer, right?

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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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© 2018 DiscoverOrg, All Rights Reserved
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