DiscoverOrg
DiscoverOrg
Blog Post
  • Kill lead channels with low conversion. Kill ‘em dead. Even if they deliver tons of leads. That’s right: Marketers should drop the channels that deliver leads that don’t convert. If this sounds like a bad idea - your Marketing and Sales department are not aligned. The post 7 Quick Wins for Sales and Marketing Alignment appeared first on DiscoverOrg.

DiscoverOrg
DiscoverOrg
Blog Post
  • “Hello, Kathy. It sounds like you’re struggling with email deliverability …” Stop. Put the phone down. How would you feel if your phone rang and the stranger at the other end said, “I know where you live, your dog’s name ... and what you’re doing right now. Should you be giving Fido more treats? He could lose a couple of pounds.” The post 4 Cold-Call Lines That Don’t Creep Out Your Prospect appea...

DiscoverOrg
DiscoverOrg
Blog Post
  • Account based sales development is a sales process specifically designed for selling to enterprise companies. The process for selling into enterprise accounts differs from selling to small and mid-sized businesses: The key difference is that with account-based selling, reps sell to the account as a whole – in other words, instead of selling to individuals, The post 5 Cold Email Plays for Account-...

DiscoverOrg
DiscoverOrg
Blog Post
DiscoverOrg
DiscoverOrg
Blog Post
  • Understanding your Total Addressable Market (TAM) will help determine if a new region or vertical needs to be part of your sales territory plan. New General Data Protection Regulations (GDPR) is a great example of a location-bounded sea change. Market shifts like this present new growth segments for your sales team to target. The post How to Create a Sales Territory Plan with a Buyer-Centric Appr...

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