DiscoverOrg Sales

JUNE 21, 2017

We could spend all day telling you what DiscoverOrg actually does and how our customers use it – but we thought it would be more interesting to show you – with real people, in our funny new video showing off how sales intelligence is done. Our gracious host is determined to show two newcomers – from sales and marketing, respectively – how the DiscoverOrg platform powers a bigger pipeline , more appointments, and faster revenue growth.

Account Based Marketing 250

Account Based Marketing Ideal Customer Profile Video Lead Rank 250

SBI Growth

JUNE 21, 2017

Uber is a fascinating company. Love them or hate them, they are one of the few “poster-children” for business model innovation, and have changed the taxi industry for good. Their approach to pricing has also never been far from the.

Company 166

Company B2B Strategy Industry 166

DiscoverOrg Sales

JUNE 21, 2017

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.

Sales Qualified Lead 202

Sales Qualified Lead Lead Rank Lead Scoring B2B 202

SBI Growth

JUNE 21, 2017

SBI recently spoke with Dennis Hummel, the President of a $1.2 billion dollar privately held enterprise company with 5,000 employees. Today’s article is focused on demonstrating how to think through and communicate which types of revenue growth dollars are most.

Strategy 166

Strategy Enterprise Enterprise Revenue 166

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Engage Selling

JUNE 21, 2017

Based on my work over the last year here are the top 6 reasons I see sales teams not live up to their sales potential: The manager’s belief system drives your seller’s behaviors. Outside trainers are hurting your growth potential.

System 70

System Sales 70

Hyper-Connected Selling

JUNE 21, 2017

A version of this article originally appeared on the Salesforce Sales Blog. When you think “sales manager”, do you think of Alec Baldwin in Glengarry, Glenross or Ben Affleck in Boiler Room. Do you think of someone pushing you and exhorting you to sell more and more? It’s time to take the power back. Be Your Own Sales Manager. The best sales manager you are ever going to have is yourself.

Sales Management 66

Sales Management Harvest How To Decision Maker 66

Close

JUNE 21, 2017

Have you ever sent an email and been met with nothing but silence on the other end? Have you ever put in the effort to rewrite an email four or five times and still heard crickets?

Research 52

Research Sales 52

Repsly

JUNE 21, 2017

Depending on who you ask, everyone might have a different definition of a merchandiser - some longer, and some more confusing, than others. In this post we'll give it to you straight in less than 250 words.

54

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SalesLoft

JUNE 21, 2017

The career path for the most SDRs leads into a role as an Account Executive. This makes sense: a rep with strong outbound skills develops the foundation they need to become an effective closer. In addition to learning the outbound skillset, SDRs often work directly with Account Executives and get to observe the processes and tactics that role requires.

Sales Qualified Lead 52

Sales Qualified Lead Penetration Outbound Lead Rank 52

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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

Sales

Partners in Excellence

JUNE 21, 2017

Recently, I wrote, “ Sales People Don’t Have The Time To Create Value With Customers.” Clearly, this is unacceptable if we are to drive business results. If we aren’t taking the time to create value with customers, then customers have no reason to waste their time with us. In the post, I suggested sales people don’t know how to create value in the time they are taking.

Company 48

Company Face-to-face Loyalty Coaching 48

The Brooks Group

JUNE 21, 2017

Sales meetings get a bad rap. Why? Because too often, salespeople view them as a complete waste of time. That’s where a well-crafted sales meeting agenda steps in. An organized agenda will keep your team on track and engaged, and help you avoid the tangents and distractions that can derail an otherwise productive meeting. First, let’s review the benefits of creating a sales meeting agenda template.

Sales Meeting 49

Sales Meeting Meeting Trade Show Guidelines 49

Platinum Rules for Success

JUNE 21, 2017

When dealing with prospects, it is easy to get excited and lose sight of your sales strategy. Especially with a solid product or company, you can lose site of who you’re speaking with, making it even harder to build rapport. Every prospect is going to have behavior traits that are different than your own. This week, Scott Zimmerman shows us how we can use The Platinum Rule in order to help guide us through any conversation and take your sales game to the next level.

Conversion 44

Conversion Trade Show Decision Maker Guidelines 44

Your Sales Management Guru

JUNE 21, 2017

Five Tools Every Sales Manager Should Use. During a recent podcast interview I was asked what I thought were the top five “systems or tools” that a Sales Manager needs to be successful. After thinking about all the possibilities and responsibilities that any sales leader faces I answered the question with the list below. They are not listed in any order of priority.

Tools 49

Tools Sales Management Lead Rank Lead Scoring 49

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

LevelEleven

JUNE 21, 2017

[…] like the advice of our friends at LevelEleven who follow 2 simple rules to get higher response rates via […].

Hiring 48

Hiring LinkedIn Social Selling Outbound 48

Sales Gravy

JUNE 21, 2017

It’s evident that time is a critical factor in completing sales, building and keeping the relationship. Given that, what strategy does your dealership have in place to shorten the time it takes to close a deal?

Customer 40

Customer Closing Strategy Sales 40

Product Management University

JUNE 21, 2017

What are some things we can do to build stronger product management and engineering relationships? Here are three simple practices you can adopt to strengthen your product management and engineering relationships so they work together more harmoniously. Educate educate each other. Product Management should take the lead and provide regular forums for Engineering on topics such as emerging market trends and target customer challenges, new business practices, and current customer successes.In a re

Engineering 40

Engineering Fashion Ideal Customer Profile Education 40

BrainShark

JUNE 21, 2017

Microsoft 62

Microsoft Sales 62

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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

Data

Product Management University

JUNE 21, 2017

If you’re a software company, committing to one-off features just to win a single deal has been a long-standing business practice. Making a habit of it, and worse yet, getting good at it, is the equivalent of throwing your company into a death spiral then perfecting your spin. Here’s why. Every time you commit development resources to a one-off project, you’re simultaneously mortgaging another piece of your future and further handicapping your ability to compete in your most l

Segment 40

Segment Competition Software Software 40