DiscoverOrg Sales

APRIL 12, 2017

It’s easy to see the correlation between data accuracy and sales efforts: If phone numbers are correct and link sales reps directly to their buyers, they can spend more time talking to likely prospects at the other end of the line, rather than shaking down a phone tree of gatekeepers. 300% more meetings booked.

Data 222

Data Scale ROI Gatekeeper 222

SalesLoft

JUNE 26, 2020

Patrick Lencioni’s fundamental business book, The Advantage , says, “Not finance. Manager of Demand Generation at Limeade, believes that executing on an account-based strategy first requires establishing good organizational health. When COVID-19 hit, our reps were booking fewer meetings. Not strategy. Not technology.

Account 52

Account Account Based Marketing Demand Generation Demand Generation Targets 52

Sales Hacker

MARCH 2, 2020

As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Books that made the cut: Are on my own bookshelf. The Decision Book.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

The Bridge Group

SEPTEMBER 19, 2017

I wanted real practitioners to share advice so I reached out to Kevin Dorsey , Head of Sales Development and Enablement at ServiceTitan, and Natasha Miller Sekkat , VP of Demand Generation at ClickSoftware. What’s a gatekeeper? Listen to calls, read closing books, watch demos, go for ride-alongs. What’s Salesforce?

Promotion 36

Promotion Hiring Gatekeeper Decision Maker 36

Sales Hacker

JANUARY 24, 2018

In the above example, Jim Keenan of “A Sales Guy” has done the following: Used a cover image to showcase his book (authority). What are your biggest demand generation challenges? This “lumpy mail” technique bypasses the gatekeeper and straight into the hands of the decision maker, eager to know what’s inside.

Lead Generation 85

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 85

Tony Hughes

MARCH 13, 2018

If you're a sales person, sales manager or CEO that aspires to greatness this year and leveraging the new channels to book major revenue, remember that it's not just about social selling – it's about advanced strategic social selling ! In the book Shift, they posit that 'changes and transitions' are the strongest trigger event.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63