DiscoverOrg Sales

Top 7 Sales Books for Sellers of SaaS – for Spring Break 2019

DiscoverOrg Sales

Spring break means vacation – and vacation means plenty of down time to catch up on reading! So order the margarita, stroll down to the beach, and grab a book for a little beach reading. What will it be?

What is Intent Data? The Predictive Sales Trifecta

DiscoverOrg Sales

Your prospects are out there right now, hunting for a solution to a problem you can solve. They’re searching online, consuming content, learning about options to relieve their pain, and forming opinions about solutions. But they’re not asking for help from your sales team.

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Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

Business leaders understand that data is the critical heart of growth and expansion. It’s the genesis of thousands of downstream processes and millions of actions. There’s data, and then there’s data.

How to Use the Tech Stack to Displace Competitors

DiscoverOrg Sales

More data = more noise, amirite? More stuff to comb through, more “analysis paralysis,” more time wasted. It’s a comment Brandon Battey hears all the time.

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Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica whitepaper to learn how important conversational AI is to your CX strategy.

Gender in Senior Management: F1000 Diversity Creeps Up From 2016 to 2019

DiscoverOrg Sales

In 2016, DiscoverOrg compiled a benchmark report that asked: How is gender distributed among C-suite and senior management roles at Fortune 1000 companies? The answer then: Not much. Overall in 2016, we found that just 15% of senior management were women.

2 Truths and a Lie: High Email Bounce Rates and Sender Reputation

DiscoverOrg Sales

Email marketing is hard. Some might argue that B2B email marketing is harder today than it was 5 years ago or 10 years ago, but I would probably counter with “its always been hard.” There are just different challenges today.

Yes, Gender is a Factor in B2B Buying Decisions: Selling to Men and to Women

DiscoverOrg Sales

Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which means I’ve spent a lot (A LOT) of time at Home Depot and Lowe’s over the last 15 years.

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Mission Impossible: Making Hard Choices as a First-time CMO (Part 2)

DiscoverOrg Sales

Fear isn’t a luxury the CMO can afford. Neither is hesitation. Today’s CMO position – “ a minefield where many talented executives fail ” – requires the courage of conviction to survive. If you’re a first-time CMO, this goes double.

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9 B2B Sales Closing Techniques You Can Use Today

DiscoverOrg Sales

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good. As they negotiate, they want to feel like they won.

10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

8 Ways to Use BASHO Emails in Cold Email Outreach – With Examples

DiscoverOrg Sales

Basho emails aren’t just alive and well – they’re thriving. They’re a critical part of personalized prospecting and account-based strategy. But to crush cold email outreach, you have to do it right.

So It’s Your First Day as the CMO…

DiscoverOrg Sales

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 span technology, analytics, revenue and—above all—measurable impact.

Size Matters: Digging in to Employee Counts and Social Media Discrepancies

DiscoverOrg Sales

If you work in sales and marketing, I’ll bet you think a company’s employee count on LinkedIn is the absolute best way to determine how many employees work at that company. I’m going to let you in on a little secret: It’s not the best way. I would know.

Generating Leads at Trade Shows: The A-Z Guide for 2019

DiscoverOrg Sales

The average marketing department spends a LOT of money on trade shows and events – to the tune of 32% ?f f their entire budget.

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

The Startup’s 4-step Guide to Building Strong Sales Pipeline

DiscoverOrg Sales

Sales and marketing event season just ended. If you weren’t overwhelmed with the number of technology choices out there, you didn’t go to the same events I did!

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. You guys take forever to follow-up on our leads – and you wonder why they don’t convert? Rolls eyes.]

Stitching Intent Data into Your Sales Strategy

DiscoverOrg Sales

?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. Today, we’re talking through the buying journey and intent data – from the perspective of my true-life example of buying a sewing machine for my fiancée.

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The Savvy Sales Pro’s 5-Point Guide to Overcoming Objections

DiscoverOrg Sales

If you’re dealing with an objection, congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly where you want to be. A study from Gong.io

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

An Inside Look Premiere: A True Story of Executing Account-Based Everything

DiscoverOrg Sales

Account-based marketing (ABM) is a hot topic of conversation, and momentum is building to expand this person-first approach from Marketing to Sales and beyond, breaking down department barriers with shared goals: Enter account-based everything (ABE).

Where Politics & Business Collide: Political Donations of B2B Decision Makers

DiscoverOrg Sales

As the 2018 midterm election cycle heats up, demographic research and new insights about American voters has never been more in demand.

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

DiscoverOrg Sales

One of you. 171,000 other people. 27,000+ sessions. 150 after-parties. Free swag for days. The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals.

DiscoverOrg Mad Libs: Filling in the Blanks on CEO and Culture

DiscoverOrg Sales

Study after study cites culture as a real competitive advantage. Peter Drucker, the father of modern management, famously said “ Culture eats strategy for breakfast.” But where does culture come from? How does an organization find and build its culture?

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

What 15K Demos per Year Taught Us About Converting Inbound Sales Leads

DiscoverOrg Sales

“When I first started at DiscoverOrg two years ago, I joined a group of six other Sales Development Reps (SDRs). We were all green to the role and new to sales in general.

Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

A candid interview with Jill Konrath and David Kingsley, Chief People Officer at Vlocity (via Salesforce and Mulesoft). Workplace services. Compensation. Recruitment. New employee orientation. Human Resources owns a growing piece of the budget pie – but how do you break in?

Pitch Perfect: Selling to the Chief Marketing Officer

DiscoverOrg Sales

They delete your emails. They decline your invitations. They cut your calls short. What does it TAKE to sell to the Chief Marketing Officer? A candid interview with Jill Konrath and Heidi Bullock, CMO of Engagio. We wanted to know, so we went straight to the source: a CMO.

Social Selling is Just … Selling: A Contemporary Guide

DiscoverOrg Sales

The average American will spend up to 50 minutes browsing through social media today. This means the average user spends approximately 6 hours a week, or 303 hours a year, browsing over Facebook updates, Linkedin notifications, and an abundant amount of tweets.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

A Look Back and Ahead at the Evolution of B2B Data: Year in Review

DiscoverOrg Sales

I hate the word AI. But I love the concept of data-driven customer engagement. As CEO of DiscoverOrg, I have some strong opinions about data. Here’s what shook up the B2B data world in 2018 – and what I think that means for our industry in 2019.

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How to Use Executive Leadership Changes to Time Sales Outreach

DiscoverOrg Sales

When asked why leadership changes matter, DiscoverOrg CRO Patrick Purvis likes to tell this story: “In 2012, Salesforce closed a legendary estimated $140 million deal with State Farm. At the time, it was one of the largest single sales in Salesforce history.

DiscoverOrg’s Tech Transformation: How a Data Company Became a Tech Company

DiscoverOrg Sales

The best way to prepare for the future is to understand the past: You have to know where you came from. And to direct future growth and change, you need a vision, and the right people and structures in place. When DiscoverOrg started out in 2007, it was a data company.

What You Can do TODAY to Build Sales Pipeline This Quarter

DiscoverOrg Sales

If you’re singing the Blues after Q2 , it’s time to change your tune. Even if you hit your sales goal, the new quarter is still a great time to take stock of wins and losses … AND start building your pipeline for a quota-crushing Q3. It starts today.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Cat Meme Queen Strikes Again: Bad CRM Data Quality is Even Worse Than You Think

DiscoverOrg Sales

Cat Meme Queen, CEO at Catmom3.com : That’s a potential title and email domain that could be entered into your web form fill to get that ebook or whitepaper you promised. THEY get a free ebook.

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Whiteboard Wednesday: 3 Ways to Scale Your Inbound Sales Team (Chaz Knauft)

DiscoverOrg Sales

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 – and make sure your SDRs are efficient and effective while you do it.

8 TED Talks All Salespeople Should Watch

DiscoverOrg Sales

At DiscoverOrg, we’re a bunch of self-proclaimed gluttons for learning. That’s why a while back, we presented our top five books and blogs for inside sales folks. While we love a good page-turner, we know that salespeople are busy.

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

DiscoverOrg Sales

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? First, let’s level-set on why you should go through this exercise in the first place. Two words: finite resources.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.