DiscoverOrg Sales

JANUARY 24, 2017

I had a special opportunity to learn Sales early on from a mentor that practiced many of the non-technology tenets of ABE – accounting for multiple stakeholders, personalizing messages by function and role, coordinating multi-modal follow-up as an integrated account plan, all against a named list of target – ideal – accounts.

Account 120

Account Account Based Marketing Customer Jigsaw 120

Nutshell

AUGUST 24, 2018

Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. Among B2B companies, the use of inside sales reps has exploded in popularity.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Partners in Excellence

NOVEMBER 2, 2011

Today I received two emails that are a direct result of my attendance at the Sales 2.0 Supposedly, thought leaders in sales and marketing best practices. I never “opted in” or expressed any interest in follow up information from them. I prospect vigorously. The Handwritten Prospecting Letter.

Cold Calling 94

Cold Calling Prospecting Conference Jigsaw 94

Sales Hacker

JULY 30, 2020

As solutions become more complex and budgets become more restricted, more and more people are involved in the sales process. Because the person you need to be talking to can change throughout the sales process, and sometimes it’s not the ultimate decision maker. Who are the players in your sales process? Why would they buy?

Decision Maker 69

Decision Maker Closing Jigsaw Face-to-face 69

Sales Evangelist

AUGUST 12, 2019

Sales from the Street - The Unicorn Seller Jen is the unicorn seller and everyone is enchanted by her rainbow-colored sales skills. As a top-performing sales rep, I was once Jen, too. I know how it feels to be offered something and to be on the receiving end of the decision whether to hire the top-performing sales rep or not.

Hiring 40

Hiring Jigsaw Sales Course 40

Fill the Funnel

JUNE 2, 2011

Is it time to re-tool your sales approach? With the ongoing advancement of sales and marketing web tools, now is an ideal time to rethink and re-tool your sales process and approach as well as construct a plan on how to leverage these new capabilities. The tools and techniques promoted under the banner of Sales 2.0

Tools 79

Tools Scale Jigsaw Top of Funnel 79

HeavyHitter Sales

JUNE 1, 2010

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Tips.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

Sales Overdrive

JUNE 22, 2012

Following are the first two of several simple steps designed to assist in the development or improvement of your sales and marketing process. Let’s start with Targeting: First you will need to build the ideal profiles of your target prospect industries and channels. An alternative to buying a list is building one.

Lead Rank 29

Lead Rank Lead Scoring Jigsaw Conversion 29

Green Lead's B2B

JUNE 14, 2010

We all wake up on Mondays to a mountain of data, feeds, and emails. That said, you still have hundreds of Google Reader articles to scan, a few new sales enablement presentations to review before publishing them to Slideshare, and two meetings to approve in the Appointment Setting queue. Follow everything about that opportunity.

B2B 30

B2B Hiring Jigsaw Marketing 30

Green Lead's B2B

AUGUST 18, 2010

Appointment Setting is a part of demand generation that is done through vendors that specialize in the task, or by inside sales teams that add it to their roster of tasks. Building a performing team of appointment setters, as a business or a function of inside sales, requires best practices, tips and tricks -- and most of all -- discipline.

B2B 33

B2B Jigsaw Incentives Incentive 33

Partners in Excellence

OCTOBER 11, 2021

” Whether it’s bad prospecting, bad Social Channel interactions, bad selling, weak sales management, ineffective training, and so forth. I’ve written so much on where we are underperforming our potential as sales professionals, or undeserving out customers. It was both challenging and huge fun.

Revelation 133

Revelation Jigsaw Account Lead Rank 133

Sales Overdrive

JUNE 22, 2012

Following are the first two of several simple steps designed to assist in the development or improvement of your sales and marketing process. Let’s start with Targeting: First you will need to build the ideal profiles of your target prospect industries and channels. Part One – Targeting and Lead Development.

Conversion 20

Conversion Decision Maker Lead Rank Lead Scoring 20

SalesLoft

AUGUST 6, 2013

Prospecting is all about having meaningful conversations with contacts who fit your ideal prospect profile. But all prospecting starts with one unique task… List building. LinkedIn is the single best source of sales leads on the internet. 8 – Jigsaw & NetProspex. We’re here to make it easy.

Outbound 52

Outbound Prospecting Jigsaw GoldMine 52

SBI

OCTOBER 17, 2011

We’ve been following ActiveConversion for several years and have always considered it to be a solid product. However, if you don’t have a CRM system – or you have individual sales reps or sales agents that so not use your CRM – they can still get alerts and see the ActiveConversion data. A New UI and Simplified Work Flow.

ActiveConversion 76

ActiveConversion Jigsaw Lead Rank Lead Scoring 76

Sales Hacker

OCTOBER 25, 2019

‘Tis the season to be spooky, so let’s put a Halloween spin on a sales classic: cold outreach. In this article, we’ll cover 6 cold outreach mistakes that scare away the best of prospects. So essentially, what not to do , when you’re prospecting. Mistake: Being too casual or silly with your prospect. The Riddler.

Jigsaw 44

Jigsaw Decision Maker Face-to-face Top of Funnel 44

Sales Hacker

DECEMBER 30, 2019

This sort of mentality is part of the reason sales performance globally is in steady decline. We’re so focused on perfecting our sales process , we ignore the buyer. 3 Reasons for the Decline of Sales Performance. No way, Jose,” is the response I get from most sales teams when I tell them this stat. Chaotic process.

Buyer 85

Buyer Jigsaw Forecasting Influencer 85