sales strategies

How to Create a Sales Territory Plan with a Buyer-Centric Approach

Understanding your Total Addressable Market (TAM) will help determine if a new region or vertical needs to be part of your sales territory plan. New General Data Protection Regulations (GDPR) is a great example of a location-bounded sea change. Market shifts like this present new growth segments for your sales team to target.

Read full post
how to calculate total available market

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.

Read full post
DiscoverOrg CEO Henry Schuck

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.

Read full post
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,

Read full post
cold emails that work

A Winning Game Plan for Writing Cold Prospecting Emails That Sell

My love of all things sports (professional & collegiate) and outdoors comes in handy – even when it’s not in season. As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects. It works. I consistently get a response rate of 60% – and an engagement rate of

Read full post
ABM video series

[VIDEO] 7x more Demos & 2.5x bigger ACV: The Results of Our Account-Based Everything Experiment

Using the same data and fit criteria - with an ABM approach - we saw 7 TIMES more meetings set in our ABE target group even though both groups engaged with us at the same rate.

Read full post
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.

Read full post

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.

Read full post
predictions spending tech

What CIOs are Focused on in 2018: Predicting Top IT Initiatives and Spend

In Q3, we asked respondents to indicate which technology initiatives they’re focused on in the next 6-12 months. The clear priority for 2018?  DATA SECURITY - by a mile.

Read full post
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

Read full post
logo
© 2018 DiscoverOrg, All Rights Reserved
© 2018 DiscoverOrg, All Rights Reserved
logo