Pitch Perfect: Selling into Human Resources (HR)

A candid interview with Jill Konrath and L. David Kingsley, Chief People Officer at Vlocity (via Salesforce and Mulesoft) Workplace services. Compensation. Recruitment. New employee orientation. Human Resources owns a...
November 6, 2018
Recruiting
7 min read

Whiteboard Wednesday: 3 Ways to Scale Your Inbound Sales Team (Chaz Knauft)

Welcome to another Whiteboard Wednesday! I’m Chaz Knauft, Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team –...
October 31, 2018
Sales and Marketing Alignment
7 min read

Whiteboard Wednesday: 5 Steps to Overcome Sales Objections (Steve Bryerton)

Remember that last sale that you made where you ran into an objection? It’s tough, right? Of course it is. We all know that selling doesn’t really start until we...
September 26, 2018
Outbound Selling
8 min read

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

Meet Salesforce’s own inside sales team, and see how they use … Salesforce. Hey, they single-handedly created the Burning Man of sales events, so it’s fair to say they’ve seen results. DO NOT miss this Dreamforce session!
September 17, 2018
Marketing
6 min read

[VIDEO] Whiteboard Wednesday: Sales Emotional Intelligence (Dave Sill)

If I think about social awareness, one of the disciplines there is the idea of transparency in sales. By transparency, I mean that as a seller you gain terrific credibility by just being just straight up and throwing your cards on the table. It’s a key advantage. Your time is valuable too, and it's fair play to ask the prospect: "Hey, what budget has been set aside for this?"
September 5, 2018
Sales
7 min read

9 B2B Sales Closing Techniques You Can Use Today

Don’t jump to discounts right away - then it becomes a price-based purchase, not value-based. We need to revert to value-based appeal. If you lead with price, you become a price-based purchase. So any discounts should be last.
September 4, 2018
How-to
8 min read

[VIDEO] Whiteboard Wednesday: 7 Cold Voicemail Do’s and Don’ts (Jake Shaffren)

Couple your voicemail with other touches. Send an email. Do social touches. Send more voicemails. Send a handwritten note. Within the voicemail itself, reference something else that you've done. For example, "Hey Susie, I sent you over a LinkedIn connection the other day, hope to have a live conversation. This is Jake with DiscoverOrg."
August 29, 2018
How-to
5 min read

Social Selling is Just ... Selling: A Contemporary Guide

The average American will spend up to 50 minutes browsing through social media today. This means the average user spends approximately 6 hours a week, or 303 hours a year,...
August 23, 2018
How-to
10 min read

What Makes an Award-Winning Sales Organization?

If you’re going to work one of the most difficult jobs out there, you might as well do so while sharing those valuable hours of your life with a company...
August 1, 2018
Awards
5 min read
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