DiscoverOrg Sales

AUGUST 29, 2017

This blog is more personal than business – it’s the story of how two companies pushed each other to be better, how that competition changed me as a leader, and why I couldn’t be more excited about our future. I remember the first time I heard of RainKing. Why did I do this? RainKing was a REAL company.

Competition 251

Competition Hiring Enterprise Enterprise 251

No More Cold Calling

APRIL 20, 2018

It’s time to get serious about business referrals. Sales is hard enough. Those were the exact words of a sales executive when asked about the top business development activities for sales reps. We know when it’s crunch time for them, because they suddenly offer price discounts if we sign by their date (not ours).

Referrals 260

Referrals Lead Rank Cold Calling Social Media 260

Jeffrey Gitomer

APRIL 16, 2013

They’re ideas and strategies that require smart, hard-working people to turn the strategies into money: 1. Then connect without using the standard LinkedIn wording. Pinpoint people who respect and admire your ability, the same way you respect and admire theirs. Nothing breeds attraction like the written word.

Cold Calling 233

Cold Calling Face-to-face Trade Show Referrals 233

No More Cold Calling

JUNE 19, 2014

Are you tired of talking to people without any decision-making power? So why are you still cold calling? Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

No More Cold Calling

JANUARY 18, 2018

As you probably know by now, my point of view is that referral selling is the most powerful account based sales development strategy, and it’s the only effective use of salespeople’s time. So, it makes sense that people think I believe referrals are the only way to ensure qualified sales lead generation. Whoa, did I really say that?

Referrals 204

Referrals Account Cold Calling Scale 204

Zoominfo

AUGUST 25, 2020

Time management is important to us. We’ll Answer that question in today’s blog post. Either way, there are a host of obstacles to marketing time management that can impede productivity. Lack Of Strategy And Alignment: Sales and marketing alignment is imperative for efficient time use. We write it on our resumes.

Marketing 221

Marketing Campaigns ROI Scale 221

Zoominfo

OCTOBER 10, 2019

True diversity is achieved when a group of people who have a wide range of perspectives, experiences, and backgrounds are given a chance to openly collaborate and voice their opinions. As part of this particular blog post we briefly touched on the importance of inclusion and diversity in the workplace. . Let’s get into it!

Lead Rank 187

Lead Rank Microsoft Intent Lead Scoring 187

MTD Sales Training

JULY 25, 2018

One feature of modern, relationship selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. Some people prefer to buy quickly, others slowly. Some buyers make purchases on impulse; others take their time and try to avoid risk.

Buyer 255

Buyer How To Analytics Negotiation 255

Sales and Marketing Management

AUGUST 30, 2018

Author: Jason Jordan In a previous blog post , I recounted the story of a coach who shouted absolutely useless advice to a team of 12-year-old boys who were trying to win the last game in a soccer tournament. Of course, salespeople already know that – that is what they were hired to do. Yeah, they already knew that.

Coaching 166

Coaching Sage How To Quota 166

Gong.io

JULY 14, 2021

Taking time off can be difficult. No matter the number of vacation days you have allotted per year (we’re all looking at you with envy, Europe), people the world over still struggle to use up all their vacation days. And when it comes to sales, time off is even harder to come by. But here you are. Go with option #2.

Examples 133

Examples Travel Video Up-Sell 133

Smooth Sale

MARCH 27, 2023

Photo by Jankosmowski via Pixabay Attract the Right Job Or Clientele: Why We Are to Be Thankful Early Success Isn’t Ours Professor M.S. You’re essentially being rewarded for lack of preparation, so when you find yourself in a situation where you must prepare, you can’t do it. Some people achieve success late.

Hiring 78

Hiring Face-to-face Networking Lead Rank 78

Zoominfo

JANUARY 15, 2019

For most of the world, the beginning of a new year signifies a fresh start– a chance for re-dos and second chances. This year, the ZoomInfo team published nearly 250 blog posts related to sales, marketing, recruiting, and business growth. It’s common knowledge that working in sales is hard. So, allow us to indulge.

Social Selling 185

Social Selling Cold Calling Social Media B2B 185

Zoominfo

JUNE 6, 2022

Recruiting and marketing may be two separate fields, but in today’s digital world, the lines between these practice areas have become increasingly blurred. The recruiting landscape is highly candidate-driven and competitive for recruiters, who have been fighting tooth and nail to capture the candidates’ interest. A focus on branding.

Social Media 130

Social Media Face-to-face Survey Promotion 130

Smooth Sale

DECEMBER 27, 2022

His message states that a recent study conducted by the University of Cambridge reveals that women have superior empathy over men. The laughter was about my question, Why Now?’ Do not allow anger to interfere, but allow it to guide your response with empathic insight. Photo by John Hain via Pixabay. ’ My Story.

Lead Rank 145

Lead Rank Hiring Salary Lead Scoring 145

A Sales Guy

OCTOBER 27, 2012

That’s almost 3 full years of blog posts. I knew I wanted to commemorate blog post 1,000 but I forgot. hoopla, I wasn’t sure how I wanted to celebrate blog post 1,000. hoopla, I wasn’t sure how I wanted to celebrate blog post 1,000. You guys rock and motivate me to keep putting words to digital paper.

Hiring 109

Hiring Face-to-face Up-Sell Conference 109

Marc Wayshak

OCTOBER 6, 2021

Certain salespeople simply outperform everyone else… many times over. Whether you’re a salesperson or a business owner, being in that superstar category can mean that you make many times over your potential income. But there’s a reason why sales superstars only make up a tiny sliver of the population….

Discount 106

Discount Sales Qualified Lead Lead Rank Lead Scoring 106

Nutshell

JULY 30, 2021

Email marketing can be captivating, persuasive, powerful, and a phenomenal tool for lead generation—if you know what you’re doing. Unfortunately, it’s so easy to just slap words together and hit “send” without really thinking about what you’re saying. Consistency: Most people want to keep their word.

Social Media 118

Social Media Email Marketing Infusion Consumer 118

Marc Wayshak

DECEMBER 21, 2022

Our latest research study analyzed about 24,000 sales conversations to determine what top-performing reps are doing to close more deals than everyone else. In fact, we learned that top performers have 54% more conversation switches in discovery, and 78% more conversation switches during presentations. Demand more time.

Data 93

Data Closing Case Study Call-back 93

MTD Sales Training

APRIL 16, 2019

One feature of modern, relationship-selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. Some people prefer to buy quickly, others slowly. People who are assertive are confident and know what they want.

Buyer 212

Buyer How To Analytics Negotiation 212

Zoominfo

AUGUST 31, 2020

An (admittedly) oversimplified explanation of GPT-3 is as follows: a language processing tool that can do everything from creating poetry, writing code, or answering questions about the world. It’s been called everything from the ‘ too dangerous to release ’ and the ‘ Robot Apocalypse ,’ to ‘overhyped,’ to ‘shockingly good.’. It’s ambitious.

Data 179

Data B2B Industry Engineering 179

Janek Performance Group

APRIL 23, 2024

Many people conflate elevator pitches and personal branding. In the resulting two decades, sales professionals have wrestled with the idea of personal branding – what it is and how to implement it. In our digital sales age, we’re seeing increasing attention paid to the idea of personal branding. There’s a problem, however.

Social Media 62

Social Media Media ACT Follow-up 62

Partners in Excellence

SEPTEMBER 1, 2022

I’m so happy these undergraduate students, looking toward careers in sales, are tackling this issue (I wish experienced sales people were as sensitive to this, as they.). I thought it might be useful to share some of the conversation: Why is it important to have an understanding of the customer’s business?

Automotive 93

Automotive Face-to-face Ideal Customer Profile Industry 93

MTD Sales Training

MAY 15, 2020

We’re often looking for “what to do.” ” Just as powerful is knowing “what not to do.” It’s amazing how many salespeople simply wing it and don’t have the ability to state exactly what they are aiming for in the sales interaction. “Tell me about my company and what we do?”

Face-to-face 156

Face-to-face Buyer Up-Sell Follow-up 156

The Pipeline

JANUARY 7, 2013

While I have always supported the concept and the focus behind the three R’s of academics; although I never understood why the academic community would go for the label, given that only on of the three words in question start with an R. While I do not shy away from the sales rep as a “hunter”, the prey is not the buyer.

Exercises 281

Exercises Decision Maker Referrals Buyer 281

Smooth Sale

NOVEMBER 30, 2022

Attract the Right Job Or Clientele: Do You Want Ideas to Boost Sales and Grow Your Reselling Business. We all realize that a successful resale business requires dedicating time and effort to marketing your products. This blog post will provide tips to help you grow your resale business and increase profits. Blog Regularly.

Paid Content 78

Paid Content Hiring Social Media Loyalty 78

Partners in Excellence

MAY 31, 2021

Somehow, I think people look for short cuts, or they want to find the “Easy” button. We know what it takes to succeed, we just have to do those things—and possibly that’s the problem. Selling is hard work and to be successful, we have to do the work. When asked, it caused me to pause.

Territories 76

Territories Account Sales Education 76

Sales Hacker

MARCH 28, 2023

Why is a customer profile important? Your reps will to waste time chasing leads who are never going to buy. It also makes it easier to prioritize your time. It also makes it easier to prioritize your time. Building an outbound sales strategy can be challenging. The best place to start? Your ideal customer profile (ICP).

Ideal Customer Profile 107

Ideal Customer Profile Buyer Persona Customer Demographics 107

The Spiff Blog

AUGUST 25, 2022

Reps who are motivated to put in the time, who are always on the phone, researching prospects, and going above and beyond to close a deal– even in the face of constant rejection– are more likely to be successful. When a sales rep doesn’t have the necessary selling skills, leaders have options. Let’s jump into it.

Commission 78

Commission Compensation Motivation Intent Signal 78

criteria for success

OCTOBER 28, 2021

For this week's blog post, I sat down with our CEO and Founder, Charles Bernard, to discuss why old school hunting in sales outreach doesn't work in today's market, and what new school outreach asks of salespeople and leaders. Sales Outreach: Why Old School Hunting Doesn't Work. Read on to learn more! “ C: “Bingo.

Hiring 98

Hiring Banking Call-back Trends 98

Nutshell

APRIL 13, 2020

Here’s how he described it: “Earlier in my career, what I was doing was setting very high and lofty goals for myself, and I would achieve those goals, and then I would set another huge mountain to climb. And what was happening was a lot of times I’d get very frustrated on reaching that next pinnacle that I set for myself.

Top of Funnel 133

Top of Funnel Objections Call-back Follow-up 133

The Sales Hunter

OCTOBER 4, 2012

For some reason, we like to think that those of us in sales are brilliant people and have all the answers. It’s time we take off the sales cape and get real with our customers. One of the best questions I’ve ever asked a customer is “why?” ” When was the last time you used that question?

Customer 171

Customer Motivation Customer Service Consultative Selling 171

The Pipeline

DECEMBER 7, 2015

As a reader of this blog you have heard me say that whoever coined the phrase “sticks and stones may break my bones, but words will never hurt me” was not in sales. We all know that the wrong word at the wrong time can dramatically change the course of a sale or sales meeting, either for the better or….

Decision Maker 120

Decision Maker Objections Inside Sales Buyer 120

Zoominfo

MAY 15, 2020

These words from investor and business executive Ellen Pao, who unsuccessfully sued former employer Kleiner Perkins for gender discrimination, no doubt resonate with many women struggling for recognition in corporate America. “Taking your seat at the table doesn’t work so well, I thought, when no one wants you there.” labor statistics.

Promotion 162

Promotion Nonprofit Construction Engineering 162

Anthony Iannarino

AUGUST 16, 2020

One of the reasons we work so hard to teach, train, and develop salespeople around skills is because they are easier than improving the intangibles, and most sales managers and sales leaders lack a competency model that includes what I called, “Mindset,” in The Only Sales Guide You’ll Ever Need. You know when someone has a great attitude.

How To 124

How To eBook Lead Rank Face-to-face 124

Score More Sales

SEPTEMBER 23, 2013

We all have words that have become our “go-to” words and phrases in conversation. When you talk and write for a living, which is what sellers do, it’s important to a) know what you are dealing with and b) work to make your language more impactful. It isn’t just how much you say, though.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Outbound 230

SocialSellinator

NOVEMBER 2, 2021

However, through proper SEO, you can rank a new website on Google in no time. The optimization process often takes anywhere from 3 months to 1 year, depending on how much you have optimized the site and its content structure for search engines. A lot of people face the issue of ranking their website for a particular phrase.

Paid Content 98

Paid Content Lead Rank Lead Scoring Google 98

No More Cold Calling

NOVEMBER 1, 2015

Here’s what you might have missed in October—and what to look forward to in November. The temperatures are getting cooler, but things have really been heating up at No More Cold Calling this fall. In the meantime, check out my referral selling blog posts from October: No One Wants Your Cold Calls. Who has that kind of time?

Referrals 120

Referrals Decision Maker Cold Calling Lead Rank 120