Sales Effectiveness

Cold Email, Warm Leads: Where Does Good Data Come From?

Are emails in DiscoverOrg really over 3.5 times cleaner than the typical email address used by sales professionals? The short answer is “Yes!” DiscoverOrg pumps over $15 million into our proprietary data gathering and cleansing process every year, with the sole purpose of providing our customers with quality data.

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how to prospect at trade shows

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 even enjoy the occasional sponsored concert or hosted bar. Yet through all the excitement, how do you connect with new contacts? We asked Jake Shaffren,

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predictive data points black box

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.

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A CEO Mind-shift for Scaling Growth: An Interview with Henry Schuck

Two years ago, I was meeting with CEOs of large companies, and they’d tell me that the stuff that they were focused on today wouldn't come to fruition for 12 to 24 months. And I remember thinking, "What a waste of time! I can’t imagine a world where I’m just thinking about the future." All that has changed.

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Maslow Hierarchy for Hiring

Maslow’s Hierarchy for Sales Development Teams

In the last year, we scaled our SDR team from 5 reps to over 20. As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well)...Here’s what I learned along the way.

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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.

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sell sales

7 Ways to Get More Women in the Sales Profession (and Keep Them)

While the issue may seem complicated, the outcome is simple: (1) Companies who recognize the importance of diversity and promote it actively are the inevitable winners in this equation. (2) Those who are unwilling to take an active stance on gender equality will suffer economic consequences.

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vp-of-sales-now-what

You’re the New VP of Sales … Now What?

A great VP of Sales views his role as the mechanic that ensures that each piece of the engine is working properly and in harmony

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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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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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© 2018 DiscoverOrg, All Rights Reserved
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