What Is Sales Intelligence? An Interview With DiscoverOrg CEO, Henry Schuck


The term “Sales Intelligence” is frequently thrown around in sales and marketing, but there’s a lot of confusion about what it actually refers to. What is sales intelligence? Q: What is sales intelligence? Get the ebook: The Power of Sales Intelligence.

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Improve Sales, Marketing, SEO and more with Sales Call Analysis


In this Rethink Podcast interview, Amit Bendov, CEO of Gong, describes how to use sales call analysis to improve sales, marketing and more. Reports & Analytics analysis data analysis improve sales marketing analysis sales call analysis

Creating a Better B2B Sales Team

Navigate the Channel

What good are they without a great sales team? You need a better sales team than ever before. The more data you have on your prospects, the more effective you can make your future promotions, reducing your costs, and improving sales ROI.

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The B2B Value Sale is Actually Three Distinct Sales

Marketing Insider Group

Companies trying to execute a B2B solution or value sale must overcome selling problems that start at the prospecting stage and persist to the end. Symptoms include too few quality additions to the sales pipeline, protracted and lengthening sales cycles, and low win rates.

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Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

[VIDEO] Real People, Real Sales Intelligence


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. DiscoverOrg for Sales Intelligence.

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Successful Sales and Marketing Alignment, Part 4: When to Pass a Lead to Sales


This post is part of a series to help B2B organizations understand and implement sales and marketing alignment. The “qualified lead” definition is the point at which marketing determines that a lead is ready to be handed to sales. A qualified lead must be ready to speak to sales.

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How to Drive Sales Effectiveness with Automation


A successful sales consultant recently told me a story about an organization that held a webinar that attracted 400 participants. It was an enormous success for the marketing folks, who handed all 400 leads directly to the sales department. What is sales effectiveness?

Fast Track Your Sales with New Tools


The idea of supercharging your sales is nothing new. Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. The Sales Dataset.

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Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

If you are a marketer who needs to generate more high-quality leads that will turn into sales opportunities and revenue, register now for this special event that will show you how to get started and moving in a profitable direction.

How Sales Can Be More HumanFeaturing Tiffani Bova


Welcome to this edition of Modern Sales Point of View. Tiffani joins us to discuss what’s changing in B2B sales, how sales can become more human, and her strategies for capturing a potential buyer’s attention. How things are changing in B2B sales. Tiffani thinks the shift that’s happening in B2B sales is a change in who holds the power. It’s up to sales to adapt and stay engaged with customers in this new reality.

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Get Ready for the TilLT Sales Development Challenge


Sales development is now the need-to-know skill set for growth and enterprise companies. How to Grow Your Sales Development Performance. Modern sales teams craft personas and use our business intelligence to increase engagement.

8 proven B2B sales lead generation methods

Sales Lead Insights

Drive more sales leads by including these marketing tactics in your B2B lead generation programs. B2B Lead Generation Sales lead generation

7 Storytelling Tips for Sales Teams

Type A Communications

October 25, 2016 by Carla Johnson The biggest beef I hear from sales teams or sales-driven organizations is that they can’t get people to pay attention, make decisions or quit. Sales Storytelling Carla Johnson sales storytelling Type A Communications

2016’s Top 5 Sales Focused Blogs


Sales is a crucible, burning away excuses and bad habits. Go back to the phones and meet sales goals by providing prospects with solutions. High CIO and CISO Turnover: What it Means for IT Sales. Gain sales knowledge with TED Talks. Looking for the science of sales?

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9 Experts Rethinking Demand Generation

How to strategically target your content and lead generation campaigns to disrupt the status quo and facilitate the sale

Six Essential Time Management Tips for Small Business Sales Success 


Here are a few time management tips for your small business sales process: Waste not, want not: Pay rigorous attention to how much time is being wasted every day on non-essential activities. Make sales a daily ritual. Guest post by Gregg Schwartz.

How Sales Can Be More Human – Featuring Tiffani Bova


Welcome to this edition of Modern Sales Point of View. Tiffani joins us to discuss what’s changing in B2B sales, how sales can become more human, and her strategies for capturing a potential buyer’s attention. How things are changing in B2B sales. Tiffani thinks the shift that’s happening in B2B sales is a change in who holds the power. It’s up to sales to adapt and stay engaged with customers in this new reality.


Sales and Marketing: Tearing Down the Silos


Sales is sales and marketing is marketing, and never the twain shall meet …. The view of sales and marketing as two separate, competing camps with two separate sets of interests is all too common in businesses and organizations. Today the lines between sales and marketing teams have become blurred. Marketing teams are often tasked with converting new leads from social media interactions, emails, and website visits into customers – traditionally a sales role.

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22 Potential Touchpoints for Your Next ABM Sales Play

The Point

When designing sales plays as part of your Account-Based Marketing (ABM) strategy, it pays to start with a few key questions: 1. Touchpoints in an ABM sales play can be almost any form of communication: email, phone, social media, direct mail, even in-person outreach.

Empathy: Your Lead Generation Superpower

Speaker: Brian Carroll, CEO & Founder of markempa

Today’s sales and marketing environment is a paradox. Attend this webinar with Brian Carroll, author of Lead Generation for the Complex Sale , and learn the following: How to understand customer motivation and increase conversion.

Are You Practicing Sales Enablement or Sales Disablement?

Great B2B Marketing

Sales Enablement Service Level AgreementWe marketers like to think we are making a big contribution to revenue, but in fact, we may be doing […].

The Eight Best Online Tools for Sales Professionals


It’s hardly news that B2B sales and marketing teams aren’t always on the same page. According to research from IDC , over 40% of all marketing materials aren’t used by sales teams. But in top-performing organizations, sales and marketing are closely aligned.

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Personalizing Content to Empower Your Sales Team

Navigate the Channel

Marketing and sales must work as a team in order for your revenues to keep pace with your competition. If your sales team goes into battle with personalized content, they will be greatly empowered to bring home the bacon. However, they do not want to be pushed into a sale.

Marketing and Sales Content – Differences That Matter

Marketing Insider Group

What IS the difference between marketing and sales content? Effective sales content is a strategic imperative when […]. The post Marketing and Sales Content – Differences That Matter appeared first on Marketing Insider Group. This is a good question to ask across your organization. The answers will reveal people’s thinking and understanding about “content” in general. Notice how clear, specific, consistent and actionable the responses are. Or not. Why does this matter?

B2B Consultant Sellers are Changing Sales Forever


And thankfully, the world of sales is changing because of that second group. Attention and engagement are the new currency of B2B sales, so smart sales people are acting more like consultants than quota-carriers, and the extra effort is paying off. Blog Sales Sales Leadership

The 12 Days of Increase Sales Leadership Questions - Day 9

Navigate the Channel

Then ask yourself this increase sales leadership question: What is the one result from ALL of your efforts to increase sales leadership that would confirm 2018 was the best year ever for you? Unfortunately because many are in a hurry up, quick fix sales culture, there is a strong tendency to believe the word plan, as a verb, is a four letter dirty word. Consider for a moment today is 12/21/2018.

Building a Story-Driven Sales Deck That Wins More Business

Marketing Insider Group

The post Building a Story-Driven Sales Deck That Wins More Business appeared first on Marketing Insider Group. Sales AlignmentHow many people do you know who are overwhelmed by information? You know, the colleague who has an inbox with 2,000 unread emails, the friend with 31 open browser tabs, the overwhelmed customer who returns your time sensitive call 12 days later? The problem is information. There’s too much of it, and it can be […].

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3 Sales Emails Proven to Boost Reply Rates by 8x


If you’re like most sales reps, you know how hard it is to stand out and get noticed. So how can sales emails cut through all the noise, increase click-through rates by 5x and send open-to-reply rates soaring by over 8x ? This sales email allows you to speak to your prospect directly.

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Weekend Reading: “Sales EQ” by Jeb Blount

Marketing Insider Group

For the 115th episode of The Marketing Book Podcast, I interviewed Jeb Blount, author of “Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal.” Sales Alignment

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How-to Help Sales Understand Your Product Through Video


A product marketer can attest to this phenomenon when they find out their carefully constructed product announcement has gone through the blender that is the sales team and comes out unrecognizable on the other side. Sales teams are born to reshape messages. Blog Sales

Successful Sales and Marketing Alignment, Part 1: Get Started


This post is part of a series to help B2B organizations improve sales and marketing cooperation. Sales and marketing alignment is key to business success. Clearly, if your sales and marketing teams aren’t going to collaborate, you’ll pay the price as your revenue suffers.

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Successful Sales Coaching Best Practices


Sales is tough and ongoing sales development is a never ending process. Take it from us – our sales and sales development functions are constantly evolving as we look to accelerate our record growth rates over the past few years.

3 Reasons Video is a Phenomenal Sales Tool [Infographic]


It was only yesterday that we shared 11 of our favorite free sales tools so it seems timely that today we’re diving into one of the tools with the greatest potential for you to stand out and drive results with your sales outreach. Blog Field Sales Inside Sales Sales Leadership

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The Power of Marketing and Sales Intelligence


Sales intelligence. For many years, sales and marketing teams turned to list providers for prospecting and lead generation. You may have heard terms like sales intelligence , marketing intelligence , intent data , predictive data , or similar: They generally refer to the same thing, which we refer to it as marketing and sales intelligence , and it’s revolutionizing the industry. The answers to these questions — and many others — can be found in sales intelligence.

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10 Tips to Align Your Sales and Marketing Teams

Marketing Insider Group

Sales and marketing alignment is key to driving success regardless of your industry. The marketing team is expected to generate as many leads as possible, while the sales team is under pressure to turn […]. Sales Alignment

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5 Techniques For Successful Sales Prospecting


Prospecting is critical to any sales team’s success. Without prospects, the pipeline and sales whither. Unfortunately, many people spend their valuable sales time on contacting bad leads, or even worse, cold calling. Blog Sales

Chalk Talks: Using Video to Accelerate and Close More Sales Deals


If you’re like many sales reps, you can’t be in front of your base as often as you would like to be. So how do you cut through the noise and keep prospects and customers engaged at each stage of the sales cycle? When to use video throughout the sales cycle.

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25 Must-Read Sales Blogs


As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals.

Selling to Sales – Like Cooking for Chefs


For years we’ve provided in-depth intelligence on the IT, Engineering, Marketing, and Finance departments of companies, but we wanted to talk to Sales Departments and specifically the leaders there. So, we’re selling to sales – that creates some unique challenges for us.

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