sales strategies

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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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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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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Triggers Scoops data breach Equifax

Inside Scoop: Learning from Equifax – How Sales Can Act on (and Anticipate) a Data Breach

With the right information in-hand, savvy sales and marketing pros might have seen it coming. Even now, we can find insights to better sell security products in a more timely and helpful way - both in response to Equifax, and in preparation for the next inevitable data security breach.

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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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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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Selling to CXO - prospect insight report

How to Build a Prospect Insight Report Your Entire Team Can Use

Include the customer's business strategy in your prospect insight report. I’ve seen a customer meeting end because sales couldn’t answer this opening question: “Can anyone here tell me what our business strategy is?” Not a pleasant memory.

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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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© 2017 DiscoverOrg, All Rights Reserved
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