DiscoverOrg

JULY 25, 2016

In order for a company to succeed, it needs to have a well-developed, well-trained team — one that is able to authentically connect with customers and set more meetings, schedule more demos, and close with confidence. Dave: I subscribe to a methodology I refer to as the “Best Known Method.” It’s a maturing process, really.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

SEPTEMBER 4, 2018

To make customers feel good about the sale, throw in three freebies, in this order: additional support. For example: “Can you see how DiscoverOrg helps your team set more meetings?”. The “yes” can be a response to any question, but it’s especially effective if it highlights the prospect’s pain, and align that with value of product.

B2B Sales 287

B2B Sales Work Management B2B Marketing Management 287

DiscoverOrg

SEPTEMBER 26, 2018

Objections are something we hate hearing in sales – but if we’re honest with ourselves, we realize that in order to sell effectively, we have to hear objections during a sale cycle. In order for us to be effective here, getting an objection is a good thing. For example, “Your price is too high.”

Sales Cycle 159

Sales Cycle Validation Pricing Price 159

DiscoverOrg

SEPTEMBER 4, 2018

To make customers feel good about the sale, throw in three pieces of value, in this order: additional support. For example: “Can you see how DiscoverOrg helps your team set more meetings?”. For example: “You said that you were struggling with X, right?” For example: “John, our month end is Friday. The Rule of Three.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

OCTOBER 10, 2018

I’m Monica Stewart from Skaled : A modern sales-consulting firm that helps increase the efficiency and effectiveness of sales organizations through the use of sales technology. For example : “As Kevin was telling me yesterday, this is a big priority for you guys, going into 2019.”. Hey, everyone! And set that next meeting.

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

FEBRUARY 12, 2016

No matter your preference, it doesn’t really matter because the best part about tacos is that they come in all shapes and sizes for all types of people. For example, If I’m going to make tacos for a group of people with gluten sensitivity, then I’m definitely going to use a corn tortilla. The result is a win for all parties.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

OCTOBER 27, 2016

This resulted in a nicely ordered list of accounts. Analyzing territories and prioritizing activities are just two examples of what Brent Adamson of CEB refers to as Seller Burdens. Because of that, I could identify the several hundred accounts within my territory. Salespeople aren’t data experts. Nor are we spreadsheet jockeys.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120