DiscoverOrg Sales

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[VIDEO] How to Structure a Successful Sales Team

DiscoverOrg Sales

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.

[VIDEO] How to Get 30% Response Rates with Prospecting Emails

DiscoverOrg Sales

Whether you’re in sales or marketing , you’ve probably spent a lot of time thinking about your email messaging.

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The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016

DiscoverOrg Sales

I remember it so vividly that it’s crystal clear.

[VIDEO] The Cost of Bad Data

DiscoverOrg Sales

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!

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Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

The Human Element of Sales and Marketing

DiscoverOrg Sales

“Knowledge is rarely enough to spark change; it takes emotion to bring knowledge to a boil.” Switch by Chip and Dan Heath.

6 Common Cold Calling Misconceptions

DiscoverOrg Sales

Working in Sales isn’t exactly a cakewalk.

The Most Untapped Leverage Point For B2B Growth

DiscoverOrg Sales

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.

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Successful Sales Coaching Best Practices

DiscoverOrg Sales

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.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

[VIDEO] The Value of Sales Intelligence vs Data

DiscoverOrg Sales

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?

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Selling to Sales – Like Cooking for Chefs

DiscoverOrg Sales

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.

5 Inspirational Sales Quotes to Light a Fire Under Your Ass

DiscoverOrg Sales

Motivation and inspiration can be fleeting especially when you’re a B2B sales professional grinding it out on the phones EVERY DAY.

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You Have a Board of Directors, Now What?

DiscoverOrg Sales

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.

Our Head’s in the (Sales Development) Cloud with SalesLoft CEO Kyle Porter

DiscoverOrg Sales

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.

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.

Should You Promote Your Best Salespeople to Management?

DiscoverOrg Sales

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.

New Ideas for Motivating Your IT Staffing Salespeople

DiscoverOrg Sales

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.

Peaches, Netflix, and Sales Intelligence – Try Before You Buy

DiscoverOrg Sales

“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.

Fast Track Your Sales with New Tools

DiscoverOrg Sales

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.

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Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Why Recruiting is Like Marketing

DiscoverOrg Sales

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!

Introducing AccountView by DiscoverOrg

DiscoverOrg Sales

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.

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Raising the Bar: DiscoverOrg Q1 Recap

DiscoverOrg Sales

They say “change is the only constant” and that couldn’t be more true than at DiscoverOrg.

A Practical Playbook for Account Based Marketing

DiscoverOrg Sales

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.

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Coaching Culture: Putting Down Roots

DiscoverOrg Sales

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.

Forrester Predicts the Death of 1 Million Salesmen by 2020: Henry Schuck Disagrees

DiscoverOrg Sales

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.

What Does it Take to Have High Revenue Growth: The Results Are In!

DiscoverOrg Sales

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.

Why You’re Not Going to be Able to Grow Sales This Year

DiscoverOrg Sales

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.

Get Ready for the TilLT Sales Development Challenge

DiscoverOrg Sales

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.

Why Sales Is Like a Taco

DiscoverOrg Sales

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.

3 Sales Tactics for Creating a Sense of Urgency by Asking the RIGHT Questions

DiscoverOrg Sales

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.

The Evolving Risks and Roles of CISOs in 2016

DiscoverOrg Sales

Chief Information Security Officers (CISOs) are charged with more responsibility than ever before: Maintaining the enterprise vision, while ensuring technology assets are protected.

What You Won’t Learn From Books About Sales

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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.

Taking ATS to New Levels: A Bullhorn & DiscoverOrg Partnership

DiscoverOrg Sales

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.

5 Books & Blogs That Will Make You Better at Inside Sales

DiscoverOrg Sales

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.

3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

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.

The Leads Are Weak: An Intro to Finding & Working Good Leads

DiscoverOrg Sales

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.

How to Succeed as a Sales Ops Director

DiscoverOrg Sales

“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.

[PODCAST] How Good Data Equals Higher Sales Commissions with Brian Burns

DiscoverOrg Sales

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.