Sales Leadership Skills

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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steve martin study vendors

[PART 2] What Buyers Want: The B2B Vendor Advantage

Buyers aren’t necessarily fixated on the market leader and are more than willing to select second-tier competitors than one might expect. In fact, only 33% of participants prefer the best-known brand with the highest functionality and cost.

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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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Splitting outbound inbound sales Anthony Johnson

AJ’s story – and the Split of Outbound and Inbound Sales Development

There’s a reason that the average lifespan of an SDR is two years. Sales is hard. Anthony Johnson began his career with a lot of enthusiasm. But over the next two years, as one of just three SDRs, his enthusiasm faded. As a husband and father of infant twins, Johnson had a lot on the line - but he was burned out, and mentally checked out. And it showed.

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what fuels high growth companies?

[VIDEO] Top Qualities of High-Growth Companies: A Conversation with Henry Schuck

Our CEO, Henry Shuck, discusses our Growth Drivers Survey and reveals what fuels high-growth companies. The results may surprise you.

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What Inhibits Sales Team Growth

4 Sales Team Weaknesses that Inhibit Revenue Growth

Evaluating and hiring a winning Sales Team is not unlike the process of evaluating character attributes in a video game.

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Creating Relationships Through Professional Communication

Putting the Human Back in Sales Conversations

The TiLT Sales Development Challenge was created to empower reps with both the knowledge and expertise needed for to make every interaction personalized.

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hate bad data

12 Memorable Memes for Salespeople

Sales is hard. Not hard in the standard sense - sales requires emotional fortitude to survive the daily barrage of objections and quotas. We have a soft spot for sales reps at DiscoverOrg because we sell too.

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The Most Untapped Leverage Point For B2B Growth

In B2B, there’s one commonly overlooked weakness that, if cultivated, can be converted into invincible, hulk-like strength — the quality of your data.

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Coachin Culture: Growing Roots by David Sill

Coaching Culture: Putting Down Roots

Coaching is absolutely clutch. It’s gotta be there. It can’t take days off. It requires executive level sponsorship and involvement.

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© 2017 DiscoverOrg, All Rights Reserved
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