A Women in Sales Month Success Story: “Sales is the Great Equalizer”

It’s not because I am a woman. It’s because I work hard. Your gender doesn’t matter. Your age, and what your degree was in don’t matter. All that matters is: Are you good at your job? Do you like sales?
October 17, 2019
DiscoverOrg
5 min read

5 Steps to Overcome Sales Objections

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...
October 10, 2019
Outbound Sales
8 min read

VIDEO: 3 Ways to Scale Your Inbound Sales Team

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 1, 2019
Sales and Marketing Alignment
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 30, 2019
Customer Success
8 min read

How to Create an Ideal Customer Profile (ICP) to Target the Right Prospects

The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects - but how do you create an accurate ICP in the first place?
September 26, 2019
Account-Based Marketing
4 min read

How to Start a Conversation Using the “Foot-in-the-Door” Cold Email Template

Why did this cold email work? It was insanely easy to say yes to. I mean, who would say no to someone asking to exchange a few emails with a fellow founder? Here's the 5-sentence template:
August 16, 2019
Account-Based Marketing
4 min read

Adventures in Account-Based Marketing

I became interested in target account marketing, which I later learned to call ABM, while tying to efficiently grow a software business. The hypothesis was that if all of our time, energy, and money was spent on a focused sales and marketing effort to convert a list of target enterprise accounts, we could grow our average sales price (ASP) - without breaking the bank.
September 25, 2019
Account-Based Marketing
6 min read

5 Mistakes Online Dating Can Teach Sales Prospecting

Prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads.
September 23, 2019
Lead Generation
5 min read

So, It’s Your First Day as the Chief Marketing Officer...

First days can be stressful. Especially if you’ve just been promoted to Chief Marketing Officer. Extending far beyond traditional marketing tactics, today’s CMO shoulders vast and complex responsibilities that now...
September 18, 2019
Marketing Strategies
5 min read

How to Use Employee Location Data to Boost Sales Pipeline: VIDEO

Hi there! I’m Steve Waters, Sr. Director of Commercial Sales, and I’m here to show you how to maximize pipeline and revenue by using B2B location data in the following ways:...
September 17, 2019
Outbound Marketing
7 min read
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