DiscoverOrg Sales

MAY 27, 2016

You hear the new SDR getting hammered by a prospect, for example, and as soon as the call ends, you can approach him/her, break down what happened, and provide a couple of strategies to try next time that issue arises. Luckily, in this great era of sales enablement, there are options to capture and coach the conversations your team has.

Coaching 220

Coaching Webinar Metrics Forecasting Retention 220

DiscoverOrg Sales

JULY 25, 2016

Just like with everything, a balance must be struck between chasing numbers and ensuring sufficient quality across sales opportunities. To scale sales and marketing teams, we must learn to do more with less, and time is the most precious commodity. Dave: A sales manager needs to be good at deciding which corners are ok to cut.

Coaching 120

Coaching Sales Coaching Hiring Forecasting 120

DiscoverOrg Sales

OCTOBER 3, 2017

For example, my clients tend to sell primarily to the Chief Information Officer, so I start with the CIO. For example, a CEO under pressure from analysts or investors might publicly state their new policy demanding strict ROI measurements for all future projects and major purchases. Who can use a Customer Profile report?

Account Based Marketing 159

Account Based Marketing Report Decision Maker Ideal Customer Profile 159

DiscoverOrg Sales

SEPTEMBER 28, 2017

Another example: If AEs need help accelerating closing of mature opportunities, Marketing can trigger surgically precise personalized emails or banner ad campaigns, in addition to current sales initiatives. Replace old MQL metrics (likes, follows, clicks) with sales KPIs (engagements, demos, opportunities opened and won).

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237