DiscoverOrg Sales

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

This post is an original piece from guest author, Brandon Redlinger, and first published on DiscoverOrg’s blog on 3/27/2017. Brandon is the Director of Growth at Engagio, the Account-Based Everything platform that orchestrates human connections.

[VIDEO] How to Structure a Successful Sales Team

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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.

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The Inside Scoop: Chipotle’s Big Burrito Breach – Malware with a Side of Chips

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It’s been a rough year for Chipotle. With rats literally falling from the ceiling in Dallas, Texas and norovirus outbreaks in Sterling, Virginia, it seems like things couldn’t get much worse for the fast-casual Mexican restaurant.

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

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

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Sales Training Playbook by Lessonl

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

Cold Voicemails Work … Just Not How You Expected

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How many emails hit your inbox every day? A lot, right? I’m the type of person who likes to keep a fairly clean inbox, but I still find that it can quickly become cluttered, and inevitably something falls through the cracks. But how many emails do you get that are paired up with a voicemail?

Alert Subscriptions – A Magic 8 Ball for Outbound Sales Development

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If only you’d invested in Bitcoin six years ago. If only you had known where Amazon stock was headed. There’s no Magic 8 Ball for investing, but new tools are making the world of B2B sales development a whole lot more predictable. There’s something very sexy under the hood of DiscoverOrg, and it’s solving a quintessential outbound sales development problem: Knowing when to act. It’s one thing to recognize buying signals from a customer.

[VIDEO] The Cost of Bad Data

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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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[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

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Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email. This simple, 5-step cold email technique works especially well for sales development reps who regularly email: CEOs. Marketing VPs. Industry influencers. HR directors. Elon Musk. Your favorite podcast host. Anyone else who’s inbox is a total magnet for “traditional” cold emails. Skeptical?

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The Art of Social Selling -- Summarized by getAbstract

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

A 10-Step Plan for Global Account-Based Sales Development

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If you have one or more global accounts—large companies with a global footprint—it’s important to approach them globally – but this is a tall order for a busy sales department, especially among newer companies where any account-based approach has a learning curve. As described in my new book, Whale Hunting with Global Accounts , global account-based sales development (ABSD) requires a smart, comprehensive development plan. Here’s how to get started.

Myth Busters: 3 Sales Intelligence Assumptions Dispelled

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Some information is so sensational that it gets passed around regardless of the truth: The amount of tryptophan in a Thanksgiving turkey is enough to make people sleepy. Humans only use 10% of their brains. Jimmy Hoffa is buried under Giants Stadium. Sadly, all of these dramatic statements are false, but people love to repeat them anyway. When false assumptions are the basis for business decisions, the fallout can be sudden and steep.

[STUDY] What Do B2B Buyers Want?

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In which departments are B2B buyers more likely to give upstart products a chance? Which selling style do B2B buyers prefer? When should a salesperson challenge a buyer’s assumptions about a product, and which industries don’t like to be challenged? In the retail space, the answers to these questions are well known.

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How to Heat Up Cold Emails with Personalization

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The debate within sales right now is whether cold-calling works. Evidence shows that it does: Cold-calling distinguishes high-growth companies (see our report). As a Senior Sales Development Representative (Sr. SDR), the phone is a lot like the late ‘90s Pontiac Grand-Am I drove back in high school. Sure, it got me from point A to point B, but it wasn’t flashy enough to catch the attention of my peers.

Top 10 Do’s and Don’ts for Selling to CIOs

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When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. What we didn’t expect were all the insights on how NOT to sell to CIOs. If you are already working from DiscoverOrg’s powerful organizational charts and company profiles, you have the names and contact information of the CIOs and their direct reports.

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.

[STUDY: PART 3] What Buyers Want from Salespeople

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Technology has drastically altered the buying landscape and journey, and successful salespeople have to keep up with the changing requirements. That’s why we partnered with noted sales linguist and researcher, Steve W. Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process.

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8 TED Talks All Salespeople Should Watch

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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.

B2B is Dead – Long Live B2P

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B2B vs B2C vs B2P. The terms B2C (business-to-consumer) and B2B (business-to-business) are essential, elementary for a person beginning the journey into the professional world.

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The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016

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

Successful Selling

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

[VIDEO] 3 B2B Sales Techniques to Close Cold Leads

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What we do in sales at DiscoverOrg is regularly run plays and campaigns that have immediate boosts on our pipeline. Three of those plays we run involve some form of going back to leads that went dead on us and bringing them back to life. The really interesting thing is, we find re-livened leads actually outperform our regular leads. In this video we’ll explain how to use a few techniques in your B2B sales efforts. Let me explain these three plays. I think you can use them, too: 1.

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The Most Untapped Leverage Point For B2B Growth

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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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Marketo Append & Clean: Big Changes for a Favorite Data Management Tool

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There are parts of the job that marketers can perform on autopilot, but data management – enriching and cleansing data – has never been been one of them. That’s changing. Significant enhancements to our Marketo connector, including new Append & Clean functionality, give marketers a whole new level of automation accuracy, and control over their database. Users can: Configure what data points are added and updated, how often they are refreshed, and how updates are handled.

5 Inspirational Sales Quotes to Light a Fire Under Your Ass

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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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6 Common Cold Calling Misconceptions

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Working in Sales isn’t exactly a cakewalk.

Why is Everyone Talking About Integration? Introducing Enhancements to Our CRM Application – Salesforce® Edition

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Remember when the “sales tech stack” was just a CRM? It wasn’t long ago. Things have changed a lot in a decade. Today, the average organization has upwards of 20+ marketing and sales tools in their tech stack and many thousands more exist, all promising to boost ROI in their own way. But in the midst of all the change, the CRM has maintained and reinforced its central role.

A Practical Playbook for Account Based Marketing

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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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The Human Element of Sales and Marketing

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

You Have a Board of Directors, Now What?

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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.

3 Tips to Overcome Cold Call Objections

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“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.

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

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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.

AJ’s story – and the Split of Outbound and Inbound Sales Development

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A word of advice about working at a high-growth company: Don’t get too comfortable. Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Fast-forward a year: AJ is now in a leadership role on an inbound sales development team with a remarkable 40% conversion rate from inbound lead to appointment set.

[PART 2] What Buyers Want: The B2B Vendor Advantage

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Deals aren’t won or lost on product features alone. As sales professionals know, the B2B buyer’s decision process is ultimately influenced by timing, office politics, budgets, vendor philosophy, and past experience – in addition to the quality and fit of the product or service itself. Winners of this opaque process consider their product to be superior, but the reasons for closing a deal are hardly that simple.

Successful Sales Coaching Best Practices

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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.

Taking Aim at the Top 2017 Sales & Marketing Technology Trends

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Earlier this fall, I saw a presentation from a trend consulting firm, The Future Hunters , at the SiriusDecisions Tech Exchange show. These guys are total geniuses at predicting future trends, and quite frankly, it inspired me to try my hand at “future-hunting.”

Should You Promote Your Best Salespeople to Management?

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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

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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.

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

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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.

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

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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.