sales strategies

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.

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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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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.

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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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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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© 2018 DiscoverOrg, All Rights Reserved
© 2018 DiscoverOrg, All Rights Reserved
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