How to Time Your Sales Outreach with Opportunity Data

Reading Time: 5 minutes“Let’s be real here,” says Brandon Battey, our Manager of Sales Development. “No sales team can touch every single account in their addressable market at once. In fact, you’re usually...
September 20, 2018
Best Practices
5 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

Reading Time: 10 minutesThe 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?

Reading Time: 5 minutesIf 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

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.
June 13, 2018
Best Practices
6 min read

5 Cold Email Plays for Account-Based Sales

Reading Time: 6 minutesAccount 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:...
May 1, 2018
Email
6 min read
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