Sales Tips

5 ways to handle objections in sales

The Savvy Sales Pro’s 5-Point Guide to Overcoming Objections

If you’re dealing with an objection, congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly where you want to be. A study from Gong.io shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is

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construct a sales pipeline now for future growth

What You Can do TODAY to Build Sales Pipeline This Quarter

Even if you hit your sales goal, the new quarter is still a great time to take stock of wins and losses ... AND start building your pipeline for a quota-crushing Q3. Refresh cold leads with web form go-backs - Plus 5 more things you can do TODAY to boost your sales pipeline and crush your (next) end-of-quarter goals. Your future self will thank you!

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3 ways sales can help marketing alignment

3 Ways Sales Can Help the Marketing Team (and Help Themselves)

Let’s agree that the goal of your marketing team should be to help your sales team. Sound good? Awesome! But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales?

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what 15k demos taught us about converting inbound sales leads

What 15K Demos per Year Taught Us About Converting Inbound Sales Leads

The fastest way to find our lead-quality sweet spot is to agree on lead Fit. These are firmographic and demographic identifiers - like industry, company size, and individual title - that we know our sales team can convert effectively. Once we identified what makes a lead a “good fit,” we addressed lead qualification.

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5 cold email plays for account-based selling

5 Cold Email Plays for Account-Based Sales

Account based sales development is a sales process specifically designed for selling to enterprise companies. The process for selling into enterprise accounts differs from selling to small and mid-sized businesses: The key difference is that with account-based selling, reps sell to the account as a whole – in other words, instead of selling to individuals,

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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.

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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.

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cold email sales prospecting

Don’t Push Your Luck: Guessing Email Addresses Just Ain’t Worth It

Prospecting is tough. There are a handful of components of cold email outreach, and each one is absolutely necessary to be successful. It’s hard enough to write an eye-catching message. Sending that email at a time when the prospect will read it, and respond to it – that’s really hard, too. Not to mention there’s

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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.

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