In my role at Databook, I regularly have the opportunity to identify ways to improve the sales and go-to-market strategies of the leading enterprise sales companies. And while some are well crafted and already executing well, there are three common challenges I see most often.

Sales prospecting is one of the most difficult things account executives have to do. No wonder there are so many misconceptions about how to get it right.

Sales reps take heed: One of the greatest predictors of your potential underperformance is the feeling that there isn’t enough time in the day.

How Elite Sellers Engage Executives to Exceed Quotas Every Year. Presented by Jim Christen, COO, Databook

Two weeks ago, your world likely looked very different than it does today. Your business was different. Your pipeline was different. You were probably feeling much more secure. Is it possible to

The far-reaching impacts of COVID-19 have us facing many unprecedented circumstances, but one thing we have successfully endured in years past is the bear market.

Today marks a big day for Databook as we are thrilled to announce that we’ve raised $5m in seed funding from a group of investors. The round was led by Josh Stein

This is the second of four posts looking at how the ‘edges’ that investors develop to trade successfully can be a useful source of inspiration for sales technology that helps enterprise sales

From carrier pigeons to ticker-tape machines to machine learning, investors always look for their informational edge. Enterprise Sales is no different.

Enterprise Sales is like Poker and Investing. You’re working with limited visibility, and to win, you require an edge that’s informational, analytical, or behavioral.

As we build Databook, we often find inspiration from outside the world of enterprise sales. One recent example came as I was reading Black Edge, a gripping account by Sheelah Kolhatkar of

Enterprise selling is similar to skyscraper construction. Architects, Engineers and Designers plan; Project Managers, Contractors and Sub-Contractors build; and Managers and Tenants use.

Lack of insight during discovery throttles enterprise customer value—for your customer and for you. Get ahead of your buyer to help them understand their true problem and their best solution.

The enterprise customer journey is often misunderstood, and the effect on enterprise sales can be massive. Any opacity regarding this process undermines the success of every rep in your organization. In this

The customer journey begins with with an executive initiative that results in a business problem. The buy-cycle begins when a decision maker empowers a buyer to find a solution. The sales cycle

Enterprise selling or complex selling requires that you understand the customer problem, use knowledge to help guide the customer’s discovery, and leverage earned trust to develop commitment and relationships.

Today we’re launching a new blog series called Databook Exec Insights, where we interview executives involved in buying or selling complex products, solutions and services. We’re pleased to welcome a friend of

There is no anonymity in the shoe department. Within a minute of walking in at least three people will offer you help. A good shoe sales rep doesn’t know whether you intend

A data-driven approach to account prioritization can help you use your time effectively to hit – and exceed – your quota. In enterprise sales a crucial – and often underrated – skill