Drew O'Brien

Unlocking the Trapped Value in the GTM Motion

If solution selling hinges on demonstrating value to customers through specific business cases, why did we relegate the job of creating those expert narratives to just a few people? And why did we put this critical part of the selling approach at the end of the sales cycle?

Enterprise Sales, Sales Strategy

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Enterprise Sales, Sales Strategy

Drew O'Brien

Unlocking the Trapped Value in the GTM Motion

If solution selling hinges on demonstrating value to customers through specific business cases, why did we relegate the job of creating those expert narratives to just a few people? And why did we put this critical part of the selling approach at the end of the sales cycle?

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Enterprise Sales, Executive Insights, White Paper

Anand Shah

Databook’s New White Paper Explains the Concept of Next-Level Selling

In our new white paper, “Next-Level Selling: How Technology is Elevating Enterprise Sales,” we outline the ways in which properly leveraged data science technology can help an organization achieve meaningful customer insight, massive new efficiencies, and substantially more wins.

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White Paper

Anand Shah

Next-Level Selling

Until very recently, the idea of generating authoritative, personalized, value-based insights for every customer or prospect—and then leveraging those insights across the entire go-to-market team—would have seemed an impossible ambition for any enterprise. However, advances in AI, cloud, and data science are rapidly pushing back the boundaries of the possible.

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Enterprise Sales, Executive Insights

Parth Gupta and Sean Geary

Databook and Twilio: Using Insights to Anticipate Customer Needs

At Databook, we talk a lot about how our solutions enable account managers and reps to easily create in-depth customer points of view. But what if you’re not sure why you need to do that? Customers buy products—is there really anything more you need to know? Most definitely.

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Enterprise Sales, Sales Strategy

Sean Geary

Building a Customer Point of View

At Databook, we talk a lot about how our solutions enable account managers and reps to easily create in-depth customer points of view. But what if you’re not sure why you need to do that? Customers buy products—is there really anything more you need to know? Most definitely.

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Enterprise Sales, Sales Strategy

Anand Shah

3 Must-Haves for a Winning Go-to-Market Strategy

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.

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Enterprise Sales, Sales Strategy

Jim Christen

Successful Sales Prospecting: Myth vs. Reality

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.

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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.

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White Paper

Jim Christen

C-Suite Engagement

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

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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

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Economic Downturn, Enterprise Sales

Anand Shah

What Every Enterprise Seller Needs to Know in an Economic Downturn

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.

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Announcements

Anand Shah and Alex Barrett

$5M Seed Funding Announcement

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

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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

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

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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.

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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

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

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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.

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Customer Journey

Rebecca White

Enterprise Sales and the Customer Journey

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

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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

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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.

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Executive Insights

Rebecca White

Databook Exec Insights: Vinay Dhawan, VP of IT

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

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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

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Enterprise Sales

Alex Barrett

Are you prioritizing the right accounts?

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

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