Sarah Close
3 Reasons Elite Sellers Embrace Strategic Relationship Management
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…Sales Strategy, Sales Teams, Strategic Relationship Management
Sales Strategy, Sales Teams, Strategic Relationship Management
Sarah Close
3 Reasons Elite Sellers Embrace Strategic Relationship Management
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…
Enterprise Sales, Sales Strategy, Strategic Relationship Management
Miles Ceralde
Strategy Builder: Why We Built It
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…
Enterprise Sales, Strategic Relationship Management
Anand Shah
Strategic Relationship Management: Welcome to the New Era
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…
Enterprise Sales, Sales Strategy, Sales Teams, Strategic Relationship Management
Peter Zuyderduyn
How Consulting Firms Can Drive Growth Through Targeted Business Development
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…
Sales Strategy, Strategic Relationship Management
Sarah Close
Strategic Relationship Management: The Ecosystem Explained
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…
Economic Downturn, Enterprise Sales, Events and Webinars, Sales Strategy
Yulia Mihlin
Booking and Leading Meetings that Win Enterprise Deals
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…
Customer Journey, Enterprise Sales, Executive Insights
Katherine Lovelace
How to Succeed at Sales Transformation
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…
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…
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,…
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 while selling in an economic downturn. We were all in reactionary mode at the…
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 win more enterprise deals in less time. Which strategies help most? Databook recently hosted a webinar with Prolifiq, in…
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…
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…
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…
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…
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…
Announcements, Enterprise Sales, Sales Strategy
Anand Shah
Databook Adds Insight Coverage for 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…
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…
Enterprise Sales, Sales Strategy
Drew O'Brien
Supercharged Strategies for Improving Sales Rep Performance in 2021
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,…
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…
How Technology is Elevating Enterprise Sales by Anand Shah, CEO, Databook
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…
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…
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…
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…