Databook recently introduced Strategic Relationship Management (SRM) through a series of live conversations with top executives and industry influencers. Here’s a recap of a discussion I moderated on the needs and behaviors…

Today’s most successful salespeople know how to engage directly with executives. Get best practices that explain why executive engagement is necessary, what those executive engagements might look like, and how you can…

In the How Technology is Elevating Enterprise Sales ebook, you’ll learn how AI and ML are revolutionizing enterprise sales, how to do more with less, and why SRM is so important to…

We recently introduced Strategic Relationship Management to the world in an in-depth discussion between Databook CEO Anand Shah and Matt Dixon, acclaimed business researcher and bestselling author of The Challenger Sale and…

As today’s buyers become increasingly strategic, you as the seller must ramp up your game to match. Gone are the days of the naive introductory discovery call; you’re now expected to bring…

Since Databook was founded, we have been singularly focused on delivering technology that helps sellers connect their solutions to the needs, priorities, and financial pain of B2B buyers. Our announcement of the…

Selling consulting services takes more than a strong brand and good people. With costs on the rise and competition stiffening, you need to create a unique value proposition to drive revenue and…

There’s a gap between what B2B buyers need and what you, as a seller, can deliver—and it’s costing you bigger, better deals. Strategic Relationship Management (SRM) helps you close that gap. SRM…

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…

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…

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,…

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…

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…