Economic Downturn

Infographic: How A Global Crisis Impacts the Markets and Enterprise Sales

Economic Downturn

Adapting Enterprise Sales in a Brave New World

The world has changed significantly in the last two weeks. Your task now is to look at what you and your company can do differently to change and stay in the game.

Enterprise Sales

What Every Enterprise Seller Needs to Know in an Economic Downturn

We are facing a lot but one thing we have successfully endured in years past is the bear market. It's important that we take some time to understand what our current economic downturn means for businesses—and what you, as a seller, can do to mitigate risks and maintain momentum.

Announcements

$5M Seed Funding Announcement

12 February 2020 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

Sales Strategy

From Carrier Pigeons to Machine Learning: How to Develop an Informational Edge

Whether it’s carrier pigeons in the 19th century, stock tickers in the 1920s or Bloomberg terminals in the 1980s, banks and financial institutions have always invested heavily in technology that provides accurate information quickly. Enterprise Sales is similar—here's how.

Sales Strategy

Databook Infographic: From Carrier Pigeons to Machine Learning, Developing an Informational Edge

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

Enterprise Sales

Databook Infographic: What do Poker, Investing & Enterprise Sales Have in Common?

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.

Enterprise Sales

Poker, Investing and Enterprise Sales: Always Play Your Edge

The world's most successful fund managers will tell you that they will only make an investment if they can identify an edge that provides them with an advantage over the party on the other side of the deal. The same is true of Poker and Enterprise Sales.

Enterprise Sales

Databook Infographic: Enterprise Selling is Teamwork—What Role Do You Play?

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

Buy Cycle

Databook Infographic: Focus on the Problem Before The Buyer Can

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.

Customer Journey

Enterprise Sales and the Customer Journey

The enterprise customer journey is often misunderstood, and the effect on enterprise sales can be massive. In this three-part series, Databook shines a light on the customer journey, its impact on the sales cycle, and how understanding this can help you accelerate complex sales.

Customer Journey

Databook Infographic: The Problem is the Point and the Beginning of the Customer Journey

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 begins when the buyer has a requirements list and a short list.

Enterprise Sales

Databook Infographic: Complex Sales Versus Transactional Sales

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.

Executive Insights

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 Databook, Vinay Dhawan, VP of IT.

Enterprise Sales

Complex Sales Versus Transactional Sales: The Two Types of B2B Selling

B2B selling includes two different direct selling models: complex sales and transactional sales. Here's the difference.

Enterprise Sales

Are you prioritizing the right accounts?

A data-driven approach to prioritizing your accounts can help you use time effectively and hit - or exceed - your quota.