Leigh Kellner

State of Sales Leadership: Metrics that Matter Most

Sales leaders are among the most burdened professionals in the B2B workforce. Not only are they tasked with guiding the strategic performance of a team, but they’re also responsible for delivering real…

Enterprise Sales, Research, Sales Teams

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Enterprise Sales, Research, Sales Teams

Leigh Kellner

State of Sales Leadership: Metrics that Matter Most

Sales leaders are among the most burdened professionals in the B2B workforce. Not only are they tasked with guiding the strategic performance of a team, but they’re also responsible for delivering real…

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Enterprise Sales, Executive Insights, Sales Strategy

Anand Shah

How to Find Winnable Deals: The Intelligent Enterprise Seller’s Playbook

Closing large, complex enterprise deals takes skill, insight, and timing. That’s why my most recent post introduced you to the Intelligent Enterprise Seller’s Playbook, a framework inspired by the folks at Emergence,…

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Account Strategy, Economic Downturn, Enterprise Sales, Executive Insights

Anand Shah

Don’t Blame the Economy, Get Your Deals Back on Track

In the initial months of the pandemic, I wrote an article aimed at helping enterprise sellers preserve deals in an economic downturn. We were all in reactionary mode at the time, dealing…

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Account Strategy, Enterprise Sales, Events and Webinars, Sales Strategy

Yulia Mihlin

Best Practices for Winning 3x More Deals in Enterprise Accounts

As competition and account complexity increase, sellers today face mounting pressure to close more deals in less time. Which strategies help most?   Databook recently hosted a webinar with Prolifiq, in which…

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Enterprise Sales, Executive Insights, Sales Teams

Steve Letourneau

Why Sellers Should Forget Content and Start Making Sense

In many enterprise sales organizations today, go-to-market teams are taught that content is king when it comes to closing deals, and that the more a customer knows while making a decision, the…

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Account Planning, Account Strategy, Sales Teams

Matt Hawk, PhD

Account Planning Strategies for More Efficient Sales Teams

Successful account planning and sales team efficiency go hand in hand. After all, cohesive teamwork fosters greater productivity—and vice versa. So why is the account planning process still such a mystery for…

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Enterprise Sales, Sales Teams

Kassidy Bird

5 Ways to Win the War for Talent in Enterprise Sales

In a recent roundtable discussion, we asked sales execs from leading global enterprises about their biggest obstacles in securing and retaining top talent. Here’s what we learned.   Top Roundtable Takeaways Salary…

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Announcements, Enterprise Sales, Executive Insights

Anand Shah and Alex Barrett

Announcing our Series B: The next phase of our journey transforming how strategic deals are done

  This week marks an exciting milestone in Databook’s history as we announce the raise of our Series B and prepare to double down on hiring to support our rapid growth. Since…

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Announcements, Enterprise Sales, Executive Insights

Anand Shah and Alex Barrett

A Message from Our Founders: The Significance of Our Series A Funding Announcement

  When we started Databook four years ago, our mission was to build real-world insights that would empower every enterprise seller. Today, we’re proud to say that mission is coming to life…

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Announcements, Enterprise Sales, Sales Strategy

Anand Shah

Databook Expands Insights to Include Private Companies

Over the past four years, Databook has transformed the customer intelligence market by delivering the most comprehensive and innovative set of data and insights for publicly traded companies globally. Today, we are…

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Enterprise Sales, Sales Strategy

Sarah Close

How to Measure Sales Productivity

In one of my recent posts, I talked about the importance of using more data-driven ways to improve overall sales rep performance. But how do you know if your strategies are working? …

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Enterprise Sales, Guest Blog

Eric Shaver and Sarah Close

The Essential (Untaught/Unlearned) Elements of Sales

The following is a guest blog written by Eric Shaver of Kensei Partners.   The hard truth about B2B Sales is that, for all intents and purposes, we in the profession have…

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Last year might be in the rear view mirror now, but we’re not finished addressing the challenges 2020 brought our way. As we dive into 2021, businesses must focus on quickly and…

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Customer Journey, Enterprise Sales

Anand Shah

3 Facts about Customer Intelligence You Shouldn’t Forget

Customer intelligence is imperative for companies looking to build pipeline and close deals, primarily because it can provide critical insight into what prospects need and when they’re more likely to buy. But…

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Enterprise Sales

Jim Christen and Sarah Close

6 Questions Every Sales Manager Should Ask in a Deal Review

Every mature sales organization has gone through various iterations of standard sales methodologies, such as BANT, MEDDPICC, or Challenger. Yet while these all point towards the basic tenets of good sales cadences,…

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Enterprise Sales, Sales Strategy

Sarah Close

Unlocking the Trapped Value in the GTM Motion

Over the last 20 years, enterprise software companies have increasingly moved towards value selling—essentially, selling customers on the business outcomes they will derive from implementing a solution, rather than on the software…

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Enterprise Sales, Executive Insights, White Paper

Anand Shah

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

This year won’t go down in the history books as anything close to “normal,” particularly for enterprise sales organizations. We’re in the midst of a global pandemic that has been sending seismic…

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White Paper

Anand Shah

Next-Level Selling

How Technology is Elevating Enterprise Sales by Anand Shah, CEO, Databook

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Enterprise Sales, Executive Insights

Parth Gupta and Sean Geary

Databook and Twilio: Using Insights to Anticipate Customer Needs

Databook recently had the opportunity to partner with Twilio, a leading provider of communications APIs and a Databook customer, on an exciting research project that we’re eager to share with you—not only…

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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…

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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…

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Enterprise Sales, Sales Strategy

Jim Christen

Successful Sales Prospecting: Myth vs. Reality

Sales prospecting is the process of generating opportunities and filling a pipeline—and it goes without saying that it’s one of the most important things account executives have to do. Unfortunately, it’s also…

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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. Racing the clock to complete tasks isn’t a…

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White Paper

Jim Christen and Clint Walker

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. It’s important that we take some time…

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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 Sales

Rebecca White and Clint Walker

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.

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Buy Cycle

Rebecca White and Clint Walker

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.

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Customer Journey

Rebecca White and Clint Walker

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 Sales

Rebecca White and Clint Walker

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.

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Executive Insights

Rebecca White and Clint Walker

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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Enterprise Sales

Rebecca White and Clint Walker

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

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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