For sellers to understand a buyer’s strategic priorities, they must also understand the company’s financial health. The problem? Strong financial acumen isn’t often taught on the job. And when sellers lack the…

Today’s buyers are busy and bombarded with outreach—so how do you stand apart from other sellers? Relevant messaging content and strategic processes are key to booking meetings, growing pipeline and impacting KPIs.…

Pipeline growth hinges on your ability to convey real value to the right accounts. This is true in any economy, but during periods of uncertainty, GTM teams are under pressure to work…

Over the last fifteen years, I’ve directed dozens of large-scale sales transformation initiatives with companies of all sizes. Here’s one truth I’ve learned: While operational transformations can be tough for any business…

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…

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,…

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

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

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…

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…

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

  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…

  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…

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…

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? In…

The following is a guest blog on sales execution fundamentals written by Eric Shaver of Kensei Partners.   The hard truth about B2B sales is that, for all intents and purposes, we…

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…

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…

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,…

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…

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…

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

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…

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…

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…

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…

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…

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. It’s important that we take some time…

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…