DiscoverOrg Sales

DECEMBER 27, 2017

An acquisition, sales and marketing tips, and thought leadership that often bucks the trend. Check out our most-read and most-shared blogs from 2017! If you rely on email for sales and marketing, it might be reassuring to know that cold email isn’t usually considered SPAM … except when it is. From the likes of Richard St.

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

Bernadette McClelland

JULY 9, 2014

A couple of things happened on the way to the office this morning. #1 1 Thing – A female client, on reading The Challenger Sale book , told me she didn’t want to be perceived as a ball breaker by challenging her customers. You don’t have to be a ball breaker. We only need to look to the animal kingdom.

Lead Rank 247

Lead Rank SME Lead Scoring Survey 247

Bernadette McClelland

JULY 9, 2014

A couple of things happened on the way to the office this morning. #1 1 Thing – A female client, on reading The Challenger Sale book, told me she didn’t want to be perceived as a ball breaker by challenging her customers. You don’t have to be a ball breaker. We only need to look to the animal kingdom.

Lead Rank 247

Lead Rank SME Lead Scoring Survey 247

Sales Hacker

JANUARY 23, 2023

But this natural leaning causes significant headaches and roadblocks when it bleeds into the sales world. Let’s talk about how to spot overcomplication in your sales process and what to do about it. They engage in the most complicated mental gymnastics to avoid doing the simplest actions: eat fewer calories and exercise more.

Sales Process 76

Sales Process Hiring Cold Calling Proposal 76

Hubspot Sales

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. You check your email to find out that a deal you were dedicated to just fell through. Experiencing a sales slump can make you question your ability, or worse, your entire career. But this is the opposite of what you should do at this moment.

Cold Calling 110

Cold Calling Hiring Face-to-face Call-back 110

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

Data 117

Data Discount How To Quota 117

Highspot

SEPTEMBER 6, 2023

Learn how this sales method builds trust and loyalty while emphasizing value. Key Value Selling Strategies Sales Methodology for Value Selling Benefits of Value Selling How Does Value Selling Compare to Other Methodologies? Incorporating value selling into sales training can help your company stay ahead of the competition.

Lead Rank 59

Lead Rank Lead Scoring Sales Methodology Decision Maker 59

Allego

APRIL 18, 2024

Just a short while ago, AI was all the buzz as the next big thing. Well, it’s no longer just a promise—AI is actively reshaping the way we manage our day-to-day tasks and how we conduct business, particularly in sales. Organizations that invest in AI are seeing an increase in revenue of 13-15% and a sales ROI increase of 10-20%.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Janek Performance Group

FEBRUARY 23, 2022

Cat appreciation (August 7). We should appreciate customers on April 18, but do we take them for granted the rest of the year? In fact, designating a day belies appreciation—as if sellers do not value customers on other days. Is it free hot dogs and one-day-only sales? Often, the little things show the most appreciation.

Customer 118

Customer Social Media Hiring Decision Maker 118

Hubspot Sales

MAY 21, 2021

It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it). How do you want to be managed?

Motivation 136

Motivation Strategy How To Hiring 136

Sales Hacker

JULY 8, 2020

Moving into sales from another industry is tough. We’re going to break down the top 7 transferable skills that will help you stand out no matter what sales role you’re applying for. If you can really embody these skills, you’ll be a Sales Success, guaranteed. 7 Transferable Skills. Let’s dig in.

Guarantee 86

Guarantee Hiring Negotiation Face-to-face 86

Zoominfo

JULY 18, 2022

Social selling is a sales technique that leverages social networking services to identify prospects, build relationships, and close more deals. In social selling, sales professionals are playing the long game instead of eyeing immediate returns. How do we know? Top 10 Social Selling Tools 1.

Social Selling 100

Social Selling Tools Social Media Lead Rank 100

Crunchbase

AUGUST 10, 2020

The turnover rate for entry-level B2B salespeople is nearly 35 percent, with 1 in 10 companies experiencing up to 55 percent turnover. However, a career in sales can also present ample advancement opportunities and financial benefits for those who are successful. It’s no surprise this lack of diversity also extends to B2B tech sales.

Hiring 98

Hiring B2B Intent Pipeline 98

Marc Wayshak

MAY 6, 2021

In today’s crazy marketplace, there’s a small group of sales professionals who are still absolutely crushing their sales … When I say this is a small group, I mean it’s a very, very small group —as in, the top 1% of salespeople in all industries. Check it out: 1. Not making a sale hurts the prospect.

Up-Sell 117

Up-Sell Follow-up Objections Sales 117

Gong.io

DECEMBER 19, 2022

Value-based selling sees your sales reps putting buyers first, focusing on their needs at every sales funnel stage. Value-based selling sees your sales reps putting buyers first, focusing on their needs at every sales funnel stage. The difference is in how sales reps help them solve it. Here’s why.

Ideal Customer Profile 90

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 90

Hubspot Sales

NOVEMBER 2, 2018

Writing a LinkedIn summary is incredibly difficult -- for everyone, but especially for salespeople. That means on top of finding an interesting and genuine way to describe your professional background, you must also come across as a subject matter expert. You're not targeting recruiters and hiring managers; you're appealing to buyers.

LinkedIn 144

LinkedIn Examples Ideal Customer Profile Hubspot 144

Hubspot Sales

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. The Top Sales Goals. The Top Sales Challenges. Top Sales Channels.

Trends 81

Trends Report Data Strategy 81

Sales Hacker

AUGUST 11, 2023

Before we get into it, curious to hear your thoughts on last weeks Sales Hacker/GTMnow announcement ?! We’re really excited to be able to provide our audience and network with even more high-quality content on all things go-to-market. This week I sat down and interview the VP of Sales at Crunchbase , Ang McManamon.

Sales Leadership 63

Sales Leadership Hiring Ideal Customer Profile Scale 63

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. Best Sales Statistics to Know in 2021. Best Sales Statistics to Know in 2021.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 7 Things Salespeople Should NOT do in 2012. Here is my list of 7 things salespeople should NOT do: 1.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

InsideSales.com

JULY 16, 2020

Sales guru Tom Hopkins has had an incredibly successful career selling and teaching sales professionals on how to be more productive. Here, he shares tips on how to finish strong with your deals with a powerhouse closing statement, so keep reading to find out more. RELATED: XANT To Host Online Sales Development Summit.

Closing 74

Closing Strategy Real Estate Top of Funnel 74

Sales Hacker

MARCH 9, 2023

Therefore, here is my lesson in introductions that should be used by all salespeople, or even just all human beings in general. If you are an entrepreneur, in sales, or in general business, follow these rules to not screw up. Any chance you can do that for me? The original article can be viewed here. It’s simple. No excuses!

B2B 112

B2B Hiring Follow-up Conference 112

Apptivo

AUGUST 17, 2022

Sales is an important part of business. In reality, sales people face a lot of tension and negativity in their day to day routine work. What are good sales quotes? Sales quotes are more than just posters on the wall that you stick in your office. What are the strategies to motivate the sales team? Introduction.

Motivation 52

Motivation Harvest Incentives Incentive 52

Hubspot Sales

DECEMBER 26, 2023

And, as a result, it’s a valuable channel for businesses and entrepreneurs looking to increase sales, if you know how to optimize your profile and posts. Table of Contents How X Can Boost Your Sales 15 Optimization Tips to Boost Your Sales How X Can Boost Your Sales Like most social platforms, X offers advertising and promotional programs.

Twitter 88

Twitter Margin Social Media Ideal Customer Profile 88

Anthony Iannarino

FEBRUARY 17, 2020

Starting today, I am posting a series of posts on B2B sales dilemmas based on questions I receive from salespeople. By the very nature of their position, they are obligated to screen out anything that isn’t a priority. Like anything else in sales, this sometimes works. Here is how you get past the gatekeeper.

Gatekeeper 121

Gatekeeper How To Decision Maker Meeting 121

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. Table of Contents What is door-to-door sales?

Face-to-face 98

Face-to-face Up-Sell Research Sales 98

Nutshell

JULY 10, 2020

Nutshell’s BOUNDLESS 2020 event was full of insights from big names in sales, marketing, and customer success. This writeup is based on a webinar interview of Christine Volden, a leading sales and CRM evangelist and the founder of SoulfulSelling.com. Christine has developed a sales technique she calls The Quiet Selling Method.

Closing 111

Closing Lead Rank Data Course 111

Gong.io

FEBRUARY 12, 2019

Looking for a list of the BEST sales blogs to read in 2019? If you want to level up your sales game, your best bet is to read the best sales blogs the pros are learning from. If you don’t see your favorite sales blog listed below, be sure to write a comment. The 18 Best Sales Blogs. FOLLOW THIS SALES BLOG.

Hiring 133

Hiring Hubspot Inbound SalesForce 133

Vengreso

JULY 2, 2020

The sales landscape has changed dramatically since the COVID-19 pandemic began. Sales leaders’ priorities shifted and sales prospecting strategies pivoted. Many companies went from growth forecasts to survival mode, and those sales professionals who have not adapted to the new normal of virtual selling are struggling.

Ideal Customer Profile 80

Ideal Customer Profile Prospecting Strategy Buyer Persona 80

Hubspot Sales

NOVEMBER 1, 2017

What are the sales trends of 2018? Sales automation. And if history repeats itself, just like 2017 we’ll see major developments in the sales world. I’m guessing you’d rather do the latter. To find out what’s coming, I asked sales leaders, experts, and reps to predict the top sales trends of 2018.

Top of Funnel 129

Top of Funnel Trends Funnel Decision Maker 129

Nutshell

APRIL 13, 2020

Nutshell’s BOUNDLESS 2020 virtual event was chock-full of amazing sales, marketing, and customer success advice from some of the top minds in their fields. One of those minds belonged to John Barrows , the CEO of JBarrows Sales Training as well as an in-demand speaker and author. Could you just do 1% better? Work Hard and Smart.

Top of Funnel 133

Top of Funnel Objections Call-back Follow-up 133

PandaDoc

AUGUST 18, 2022

Top sales leaders use sales battle cards to build their businesses. Sales leaders who want to maximize the effectiveness of their sales process and keep up with their competitors use sales battle cards to identify customer pain points and gain valuable market insights. What are sales battle cards?

Sales Cycle 96

Sales Cycle Closing Ideal Customer Profile How To 96

Marc Wayshak

SEPTEMBER 8, 2021

Do you ever look at your calendar and see nothing but a blank white page, stretching on and on? The reality is, if your calendar is empty, you’re simply never going to hit your sales goals. I come across so many salespeople who would blow past their sales goals if they could only get in front of more people on scheduled appointments.

Ideal Customer Profile 92

Ideal Customer Profile Customer Call-back Decision Maker 92

Sales Hacker

MAY 16, 2019

In 2009, I was desperate… I had just spent six miserable months trying to become a financial advisor after my dream career of being a spy for the DoD didn’t pan out. Nothing really stood out until I stumbled across a “Director of Sales and Client Relations” role with a company called Jammony. Define your career goals.

Hiring 93

Hiring How To Real Estate Call-back 93

The Brooks Group

AUGUST 29, 2019

This post comes from Michelle Richardson, Vice President for Sales Performance Research at the Sales Performance Research Center. . Research conducted by the Sales Performance Research Center has uncovered the keys to working successfully with procurement to achieve a win-win outcome for both parties involved. Performance.

Research 60

Research Discount Negotiation Margin 60

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? HubSpot recently surveyed over 500 sales leaders and found 40% of them have missed revenue targets this year — a significant trend that can’t continue if their businesses are going to survive. It’s time to rewrite the sales leadership rulebook.

Hiring 102

Hiring Promotion Lead Rank Ideal Customer Profile 102

Hubspot Sales

OCTOBER 14, 2019

When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding. When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding. As a B2B sales professional, it is important to develop a sales process that works for your business, prospects, and overall goals.

B2B 133

B2B Sales Qualified Lead Closing Face-to-face 133