[VIDEO] How to Structure a Successful Sales Team
FEBRUARY 22, 2017
Does this problem sound familiar? We spend an enormous amount of time searching for and then hiring what we think to be “A” players. We then invest time (hopefully) training those reps before releasing them into the wild, only to ask them to do several different roles. We’ve essentially taken our A players and forced them to do 2-3 different roles making them B or C players at both.
[VIDEO] How to Get 30% Response Rates with Prospecting Emails
FEBRUARY 1, 2017
Whether you’re in sales or marketing , you’ve probably spent a lot of time thinking about your email messaging. If you’re getting 30%+ of your prospects to reply to you, you can probably stop worrying about it as much, but if you’re getting less than that, then what I am about to share with you could be a game changer. What Makes a Good Prospecting Email. Watch the Video. Building a Framework.
[VIDEO] The Cost of Bad Data
DECEMBER 28, 2016
Welcome to the first of our DiscoverOrg Whiteboard Wednesday series! Today, let’s talk money. Right – that’s what motivates sales guys? You know what motivates me almost As much as making money? Finding out I’m wasting money! So, question of the day is: Have you ever wondered just how much money having bad data in your sales and marketing system cost you ? Will it?
The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016
JANUARY 6, 2017
I remember it so vividly that it’s crystal clear. Nearly a year ago on Monday, January 25th, 2016, during the review of our 2016 budget at the Board meeting, one of our Board members questioned whether we were sandbagging our aggressive budget and asked CEO Henry Schuck the quintessential question on every Board’s and CEO’s mind: “How can you grow the company faster?”. Really? Think about that.
The Art of Social Selling -- Summarized by getAbstract
Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.
The Most Untapped Leverage Point For B2B Growth
JUNE 2, 2016
In the race to grow your company, defeat your competition, and dominate the marketplace, it can sometimes feel like the most important parts of the SWOT analysis lie in the externally-focused quadrants: Opportunities and Threats. Your ability to leverage OPM, OPT, and OPE (Other People’s Money, Other People’s Time, and Other People’s Effort) can define your success. It’s also expensive.
6 Common Cold Calling Misconceptions
JANUARY 27, 2016
Working in Sales isn’t exactly a cakewalk. Even if you have the most killer marketing team, it is highly unlikely that you just sit back in your big, cushy office and wait for the leads to come in – and even more unlikely that those leads are all great fits, pre-qualified and warmed up enough for a slam dunk close. It’s about quality, not quantity. What’s their annual revenue? Lead Selection.
3 Tips to Overcome Cold Call Objections
AUGUST 10, 2016
“Every battle is won before it’s ever fought.” – Sun Tzu. Here’s the thing: Cold-calling prospects gets a bad rap. Today, buzzwords like “social selling” drown out the importance of actually calling prospects. In fact, as a direct result of social selling entering the scene, it isn’t uncommon to hear statements like “ cold-calling is dead. Prepare and Practice.
Successful Sales Coaching Best Practices
JULY 25, 2016
Sales is tough and ongoing sales development is a never ending process. In order for a company to succeed, it needs to have a well-developed, well-trained team — one that is able to authentically connect with customers and set more meetings, schedule more demos, and close with confidence. In even the fastest growing organizations, there is always room for improvement. Etc.
Secrets to Successful Inside Sales Management
Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.
5 Inspirational Sales Quotes to Light a Fire Under Your Ass
AUGUST 28, 2015
Motivation and inspiration can be fleeting especially when you’re a B2B sales professional grinding it out on the phones EVERY DAY. The cold, hard truth is that sometimes ─ even when you’re crushing it ─ the fuel to your sales fire can run low, leaving you grasping for anything to get you back on the phones closing deals. Jim Young (Ben Affleck), The Boiler Room. You or him?”. Jeffrey Gitomer.
You Have a Board of Directors, Now What?
MARCH 2, 2016
The life and leadership of your business might go through phases… For my company, it’s pre-investment and post-investment. In the middle of 2014, our bootstrapped sales intelligence company DiscoverOrg accepted a growth equity investment from TA Associates. Soon, we had a fully-fledged Board of Directors. Before this, we were only accountable to ourselves. In fact, you should be friends.
Our Head’s in the (Sales Development) Cloud with SalesLoft CEO Kyle Porter
MARCH 7, 2016
Sales is a tough job, on that we can all agree. But there are a number of resources emerging to make it significantly smarter, well organized, effective, and dare we say it – enjoyable. SalesLoft is one of those resources, and we are proud to be partnering with them as part of their new Sales Development Cloud. And guess what? If you’re coming to Rainmaker, we’d love to meet you in person!
Selling to Sales – Like Cooking for Chefs
SEPTEMBER 2, 2016
At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. What a stupid realization given that we are solving this exact issue for 2,000+ customers. Unfortunately for us, there was nobody in the marketplace who was providing a solution for OUR target market. Here are the top five: 1. Crazy right? They get it.
[VIDEO] The Value of Sales Intelligence vs Data
JANUARY 11, 2017
There are a lot of sales and marketing data providers out there. Everyone talks about their solution slightly differently – they offer contact data, verified data, sales intelligence , etc. What’s the difference between all of these terms? Watch the Video: Data vs Verified Data vs Intelligence. Data – like a name, a title, an email address – is like a piece of wire. It just is.
Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.
Should You Promote Your Best Salespeople to Management?
FEBRUARY 25, 2016
We’ve seen it happen time and again: firms are wowed by their top sales performers and all rational thought gets thrown to the wind. These are the salespeople who have little concept of quotas; they push and push until their numbers, placements, and billings are towering over the rest of your sales team. You can’t help but be impressed and inspired. They get promoted. Big Picture Perspective.
New Ideas for Motivating Your IT Staffing Salespeople
JANUARY 29, 2016
Have you ever walked into the office on a Monday morning and just felt the palpable lack of energy? The phones are eerily quiet, your team members are glued to their computer screens, and you quickly predict that quotas won’t be met today. As an IT staffing firm, you depend pretty heavily on how motivated your salespeople are. Is Money Really the Best Motivation? But this takes effort. Challenges.
What Does it Take to Have High Revenue Growth: The Results Are In!
FEBRUARY 10, 2017
This piece was originally posted February 6th, 2017 on Smart Selling Tool’s blog and written by its founder Nancy Nardin. Smart Selling Tools, Inc., is an analyst and consulting firm that specializes in sales productivity and sales performance improvement through the use of smart sales tools. Smart Selling Tools was also a co-sponsor of DiscoverOrg’s 2017 Growth Drivers Report.
Peaches, Netflix, and Sales Intelligence – Try Before You Buy
AUGUST 15, 2016
“Try before you buy” is the new world order. Whether it’s a free month of Netflix, a $0.99 offer from Spotify, or the money back guarantee on P90X, we want/need to prove value before committing our wallets. I spent last weekend at the Portland Farmer’s Market with my family (yes, a stereotypical thing to do in Portland, OR). My wife, who works as a chef, spent 30 minutes picking out peaches.
Fast Track Your Sales with New Tools
OCTOBER 23, 2016
The idea of supercharging your sales is nothing new. We are all racing toward our quotas, wanting to find a better way to get a rolling start at the beginning of the quarter. Our payout depends on it. Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. Click To Tweet.
Coaching Culture: Putting Down Roots
MAY 27, 2016
At the start of the new year, I wrote about my team trying to turn the corner from “Account Management” to “Customer Success”. Months beyond the vision phase, we are now in execution mode and fully committed to building a coaching culture — both for Customer Success and Sales — that instills the good habits needed to realize that vision. Coaching is absolutely clutch. It’s gotta be there. It can’t take days off. It requires executive level sponsorship and involvement. And it needs to manifest itself in smart, repeatable process. Coaching at the Call Level.
Forrester Predicts the Death of 1 Million Salesmen by 2020: Henry Schuck Disagrees
MAY 7, 2015
By 2020, the B2B SALESMAN WILL BE DEAD. Or at least that’s what a recent report by Forrester Research, an independent and leading research company in the marketing and technology space, has predicted. B2B seller activity remains 1-on-1 focused with forced interactions with sales reps while B2B consumer behavior has shifted to a self-service model. Source: [link] ).
Why Recruiting is Like Marketing
AUGUST 19, 2016
Five years ago, I was asked to lead a recruiting department for the first time ever – and to double the size of the company within 6 months! Since I didn’t know any better, I figured that I might as well build the recruiting engine in the same fashion that I built a marketing engine, and it turned out the approach worked. What lessons did I learn through this experience? Cold calls.
Raising the Bar: DiscoverOrg Q1 Recap
APRIL 15, 2016
They say “change is the only constant” and that couldn’t be more true than at DiscoverOrg. We constantly strive to be better, faster, stronger – not only as individuals, but also by delivering more value to our customers through a more comprehensive sales intelligence solution that touts improved performance aimed at exceptional user experience. Overhauled Solution. Expanded Coverage.
Why You’re Not Going to be Able to Grow Sales This Year
MARCH 24, 2015
A year ago, if you had asked me what my biggest concern was around growing DiscoverOrg 60-100% annually, I would have told you that hiring great sales talent was our biggest roadblock. Fast forward a year – if you asked me TODAY what my biggest concern is, I would tell you Lead Generation and Lead Quality. These are common concerns. They come in and start calling. 18 Minutes! 18 MINUTES!
A Practical Playbook for Account Based Marketing
JULY 29, 2016
Looking to give a your sales a boost? There is a renewed interest in Account-Based Marketing (ABM) and it currently has two definitions: 1) a strategy for marketing to existing clients for the purpose of cross-selling or expanding presence within an account, and. DiscoverOrg recently partnered with ListenLoop to improve our own ABM program. Below are some highlights of those conversations.
Get Ready for the TilLT Sales Development Challenge
SEPTEMBER 20, 2016
Sales development is now the need-to-know skill set for growth and enterprise companies. Teams focused in this area are tasked with the front-line communication required to open the eyes of prospects to the pain-point solving their product offers. Moreover, 72% of SDR teams are moving to an account-based approach of targeting prospects. How to Grow Your Sales Development Performance. whatcha got?
Why Sales Is Like a Taco
FEBRUARY 12, 2016
I’m not sure where this metaphor came from. Perhaps I was working late one night, slightly delirious from the computer’s mesmerizing dance of pixel-flickering, combined with a gnawing hunger. Perhaps my subconscious provided me with the background music of a Mariachi band. Or maybe it was a friend obsessing over the creation of their own Mexican wrestling masks. Mmmm…delicious filling. Soggy.
3 Sales Tactics for Creating a Sense of Urgency by Asking the RIGHT Questions
APRIL 1, 2016
We’ve all been there, you’re finishing your umteenth demo of the week and trapped in your groove. You feel like the call and demo went well, only to be met by one of two fates: Your prospect keeps their cards close to the vest and you can’t gauge their level of excitement or what they are thinking. You leave the call without any clear next steps and momentum fades. So how do we avoid this?
What You Won’t Learn From Books About Sales
APRIL 29, 2016
Yes, I am aware a lot of you have spent dozens of dollars – maybe even hundreds – on sales books that intricately detail the savvy art of sales & persuasion. Honestly, they will only take you so far if you haven’t actually spent time talking with real-live prospects. Sure, a book can explain to you how to appropriately organize your day, or outline a strategy you can put to use , but it can’t help you develop the character – or grit – necessary to persevere through the daily grind and get people to sign on the dotted line. Why do I mention “grit”?
The Evolving Risks and Roles of CISOs in 2016
JANUARY 22, 2016
Chief Information Security Officers (CISOs) are charged with more responsibility than ever before: Maintaining the enterprise vision, while ensuring technology assets are protected. In CISOs Identify the Biggest Security Challenges as They Enter 2016 , Security Current sheds light on the top-of-mind issues affecting CISOs today. Integrated threat intelligence and analysis. Incident response tools.
Introducing AccountView by DiscoverOrg
FEBRUARY 9, 2017
Jumpstart Account-Based Everything & Identify Target Prospects That Look Just Like Your Best Customers. The Foundation of Account-Based Everything: Identifying Target Accounts. The first step in an effective account-based strategy is target account selection. But, to get it right, sales & marketing professionals must first understand the profile of their best and most valuable customers, develop an ideal customer profile (ICP), and use it as a pattern for identifying target prospects. The output is typically a static document that is not very actionable. Now there is! DESCRIPTION.
Taking ATS to New Levels: A Bullhorn & DiscoverOrg Partnership
JUNE 8, 2016
For staffing companies, the Applicant Tracking System (ATS) is one of those tools with which salespeople and recruiters have a love-hate relationship. Yes, it makes things considerably more efficient and quite a bit more streamlined than mountains of paperwork and file folders. But there’s also a cost behind automating the core sales and recruitment processes. Deeper Intel on Your Target Prospects.
5 Books & Blogs That Will Make You Better at Inside Sales
MAY 12, 2016
So, we recently published a blog entitled, “ What You Won’t Learn from Books About Sales ,” and now here we are sharing our favorite books and blogs that can make your better at inside sales. We’re not trying to be gigantic hypocrites, but we are smart enough to recognize that there’s a balance. Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. But a commitment to lifelong learning is just as important; it keeps our minds sharp and gives us a wider perspective of the world outside our own backyards. Sound interesting? Here’s a classic.
The Leads Are Weak: An Intro to Finding & Working Good Leads
APRIL 11, 2016
There’s a famous quote from that seminal 1992 movie about sales, Glengarry Glen Ross , in which Jack Lemmon’s character, Shelley, contemptuously dismisses the contact data he’s been given: “The leads are weak!” The movie also coined the unforgettable phrase: “Coffee is for closers!”. I wouldn’t necessarily recommend the movie to those just starting out in sales – it’s not exactly a flattering portrayal of the profession. But the dialogue gives viewers some insight into the importance of leads, which are the lifeblood of selling. So, what is a lead in a sales context?
How to Succeed as a Sales Ops Director
MARCH 9, 2016
“Sales operations may very well be THE most important and unsung hero for sales teams big and small, inside and field, direct and channel.” Heinz Marketing. It’s likely that you don’t enjoy the benefits of a long-standing sales operations team since 54 percent of sales ops departments are less than three years old. Are we connecting enough? Are we connecting, but not converting enough?
3 Notable Women CIOs Transforming their IT Departments
MARCH 31, 2016
With the last day of Women’s History Month upon us, we wanted to take a second to highlight a few of the most innovative Women CIOs in the United States today. They represent a small sample of women executives – making up the minority in the technology sector – transforming IT departments across the country. Aura Moore, Interim CIO, LAX. Serena Sacks, CIO, Fulton County Schools.
[PODCAST] How Good Data Equals Higher Sales Commissions with Brian Burns
JULY 6, 2016
Looking for a No-BS podcast that will elevate your sales results? Brian Burns, host of the weekly podcast, “ The Brutal Truth ,” interviews leaders in the sales space and offers key insights into succeeding. Below are some topical highlights of that podcast. Accurate Data Allows You to Achieve Higher Sale Commissions. When deals get stuck, they don’t get stuck with the people we know.
Introducing the Glossary for Sales and Marketing Tech
DECEMBER 21, 2016
If you’re in sales or marketing, it’s likely you’ve come across a new SaaS platform or startup in the past 6 months that begs your attention. Perhaps this intriguing tech flaunts a new approach to an old strategy or intertwines words like “predictive” and “intelligence” into its elevator pitch. You can visit the glossary by clicking here. Why the Glossary is Important.