DiscoverOrg

APRIL 22, 2016

Best Practices for Reducing No-Show Rates: Always ask for same day or next day appointments. When used in conjunction and practiced over the years, these tips can have a huge impact on top line revenue and other performance metrics. If the appointment set seems arduous, they’ll assume the demo will be the same way.

Tips 120

Tips Cold Calling Work Management Sample 120

DiscoverOrg

MAY 12, 2016

Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. Whether you need daily reminder tips for sales best practices or insight into better sales strategies, SalesBuzz is an excellent blog to subscribe to.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

MARCH 3, 2017

It reminded me of the game NBA Jam, where I used to flip through various teams and players to find the right combination of attributes that would give me the best chance of beating my opponent (or the nearly impossible-to-beat computer). Immediate feedback and coaching on sales calls, practice sessions, and recordings. Role playing.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

FEBRUARY 21, 2019

Get attribution in place to learn which channels have the best conversion rates. This is primarily because they lack formal practices to drive the ideation process. This reassures your CEO and builds team morale. Some quick wins: Simple A/B testing in channels you’re already using regularly to optimize low-hanging fruit.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

FEBRUARY 1, 2019

To understand chat, and how it is specifically used in sales enablement activities, I sat down with Billy Peterson, Account Development Manager at Tellwise, to explore use cases, best practices, and what demand-gen teams can expect from the channel to put them ahead of the competition. Billy : Setting expectations is important. .”

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

MARCH 20, 2019

Did you ever wonder why, despite your best efforts, you’re not getting the meetings that you really want with prospects? PRO TIP : Just because your current clients are your current clients does not mean that they are your best prospects, especially for those companies who have grown by referral. prethink, 2.) prepare, and 3.)

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120

DiscoverOrg

FEBRUARY 9, 2017

Jumpstart Account-Based Everything & Identify Target Prospects That Look Just Like Your Best Customers. But, to get it right, sales & marketing professionals must first understand the profile of their best and most valuable customers, develop an ideal customer profile (ICP), and use it as a pattern for identifying target prospects.

Ideal Customer Profiles 120

Ideal Customer Profiles Account Based Marketing ABM Demand Generation 120

DiscoverOrg

JANUARY 24, 2017

I had a special opportunity to learn Sales early on from a mentor that practiced many of the non-technology tenets of ABE – accounting for multiple stakeholders, personalizing messages by function and role, coordinating multi-modal follow-up as an integrated account plan, all against a named list of target – ideal – accounts.

Account Based Marketing 120

Account Based Marketing Jigsaw Cold Calling Paid Search Agency 120

DiscoverOrg

JANUARY 22, 2019

If you work in sales and marketing, I’ll bet you think a company’s employee count on LinkedIn is the absolute best way to determine how many employees work at that company. I’m going to let you in on a little secret: It’s not the best way. I would know.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

SEPTEMBER 5, 2018

Popularized by author Daniel Goleman in his 1995 best-selling book by the same name, emotional intelligence is nothing more than our ability to recognize, understand, and control our own emotions as well as to recognize, understand, and influence the emotions of the people that we deal with. So what is “emotional intelligence”?

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

DiscoverOrg

SEPTEMBER 5, 2018

Popularized by author Daniel Goleman in his 1995 best-selling book by the same name, emotional intelligence is nothing more than our ability to recognize, understand, and control our own emotions as well as to recognize, understand, and influence the emotions of the people that we deal with. So what is “emotional intelligence”?

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 120

DiscoverOrg

AUGUST 19, 2016

Passive job seekers are often the best talent – employees well valued and compensated by their current company because they are doing a bang-up job. We used a variety of tactics – referral bonuses, LinkedIn InMail, and technology networking events, but you know what worked best? Cold calls.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

MARCH 12, 2019

High bounce rates signal potential of poor email sending practices. However, not only could your ESP decide to suspend your sending behavior with a bounce rate that high, your sending reputation could also get dinged by organizations that are monitoring it. Basically, a high bounce rate says, “Hey! What else do they not care about?

Deliverability 214

Deliverability Validation CAN-SPAM Marketing Automation Services 214

DiscoverOrg

APRIL 20, 2017

Simple, practical market analysis. However, expanded data offerings are an opportunity for a direct impact on sales: Analysis of wins and losses can reveal buyer pain points, preferences, and assumptions that can be addressed by sales collateral such as battle cards and playbooks.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

JANUARY 15, 2019

Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which means I’ve spent a lot (A LOT) of time at Home Depot and Lowe’s over the last 15 years.

Cold Calling 196

Cold Calling Buy Peer-to-peer B2B 196

DiscoverOrg

OCTOBER 10, 2018

Hey, everyone! I’m Monica Stewart from Skaled : A modern sales-consulting firm that helps increase the efficiency and effectiveness of sales organizations through the use of sales technology. Welcome to another Whiteboard Wednesday! How many times have you run an awesome demo that didn’t close?

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

APRIL 25, 2017

Some information is so sensational that it gets passed around regardless of the truth: The amount of tryptophan in a Thanksgiving turkey is enough to make people sleepy. Humans only use 10% of their brains. Jimmy Hoffa is buried under Giants Stadium. Sadly, all of these dramatic statements are false, but people love to repeat them anyway.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

JULY 3, 2018

Purvis says, “Closed dead opportunities – leads that have gone dead and cold on us – are sometimes the best performing leads for the DiscoverOrg sales team.”. Engage Live, Active Prospects. Knowing when to reach out is a big piece of the puzzle.

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

DiscoverOrg

APRIL 7, 2017

We were discussing which contact data provider provides the best results for outreach campaigns.”. A high level of data accuracy allows sales teams and marketers to do what they do best —solve problems for customers—and leave the research and verification to us. “There are many different data sources,” Martin says. The takeaway?

Sample 232

Sample Ideal Customer Profiles Outreach Validation 232

DiscoverOrg

MARCH 29, 2018

If anything, it forces us – as sales and marketing professionals – to follow good business practices and to be better at our jobs. Ultimately, we don’t believe GDPR compliance should hinder your ability to grow your business within the EU.

Planning 198

Planning Opt-out Opt-in Peer-to-peer 198

DiscoverOrg

NOVEMBER 9, 2016

This is second installment detailing DiscoverOrg’s TiLT Sales Development Challenge and it’s 10 core learning modules. Read the first one here. Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects? Modern sales teams are now more data-driven than ever before.

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

DiscoverOrg

APRIL 14, 2017

It’s not just about targeting accounts, it’s about targeting the best-fit accounts with a high propensity to buy now. Let’s get this out of the way first: One of the real benefits of accurate sales intelligence, regardless of source, is giving back time to your sales reps to do what they do best: sell.

Cost 208

Cost Lead Ranking Buy Ad Building 208

DiscoverOrg

MARCH 15, 2017

We all should know by now the power of storytelling in business. After all, stories guide and enrich our personal lives every day in many ways: the learning we pass along to our children, the laughs we have with friends, the binge watching, or the novels we get lost in during a lazy weekend.

Account Based Marketing 204

Account Based Marketing Video Marketing Storytelling Paid Search Agency 204

DiscoverOrg

FEBRUARY 12, 2019

Learning best practices for using your B2B data can help you truly fall in love with it – Just like it did for Alicia. When I hear that one of our best customers saw her pipeline grow by 30% because she uses DiscoverOrg and became certified, it shows the relationship we are building with you is paying off for both of us.

Ideal Customer Profiles 29

Ideal Customer Profiles Enterprise Management Account Based Marketing B2B Sales 29

DiscoverOrg

JUNE 24, 2016

As part of the sales and marketing engine, you put in serious effort to connect with your prospects. You learn product features inside and out, pore over CRM notes, do research, makes calls, crank out emails, develop relationships, make more calls, write more emails…what we’re saying is, selling isn’t easy.

Cross-Selling 136

Cross-Selling Mobile Marketing Correlation Forrester 136

DiscoverOrg

FEBRUARY 10, 2017

Next, they invest in technology and tech savvy people – simple in theory, harder in practice. First, they do the hard things and by hard things we mean those that require an ongoing commitment. And finally, they enable teams with accurate account and contact data. The devil or rather, the secret sauce, is in the detail.

Budget Programs 120

Budget Programs Customer Surveys Consulting Profiling 120

DiscoverOrg

JANUARY 11, 2017

Verified and practical sales intelligence allows you to sell and market more effectively than any of your competitors. Since most B2B buying decisions involve 6 people, even better that I can immediately see who the 6 key stakeholders are in my process, what their background is, and how to interact with them directly. In sum, data just is.

Video Marketing 120

Video Marketing Sample B2B Sales CMO 120

DiscoverOrg

DECEMBER 9, 2016

Sales is a crucible, burning away excuses and bad habits. Didn’t hit your quota? Go back to the phones and meet sales goals by providing prospects with solutions. Staying on fire requires constant honing of skills, studying the competition, and doing the hard work.

Burn Rate 120

Burn Rate Budget Programs Deliverability Curation 120

DiscoverOrg

OCTOBER 27, 2016

One thing is for certain, if you don’t map out your available opportunities and the best path for converting them into revenue, you aren’t likely to maximize your revenue. Or perhaps even set targets for product lines knowing the TAM for each product within a rep’s territory.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

AUGUST 17, 2016

One of the most popular avenues to generate leads is trade shows. Hundreds, if not thousands of prospects all in the same place, and potentially looking for your solution. During the trade show are opportunities to meet with colleagues for networking opportunities.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

AUGUST 10, 2016

Prepare and Practice. These scripts, however, are meaningless without practice. Carefully consider the value of this tactic (i.e. cold calling) for a sales person’s target market. Ultimately, cold calling is an invaluable skill; so, don’t drop it from the repertoire simply due to technological conveniences. Click To Tweet.

Cold Calling 120

Cold Calling Tips Gartner Stats 120

DiscoverOrg

JULY 22, 2016

The eBook itself is a strategy guide, providing the reader with a step-by-step process of getting buy-in from the key roles within your organization, identifying the best customers to target with this strategy, scaling, messaging, to measuring results. Henry Schuck, DiscoverOrg CEO, and Rodrigo Fuentes CEO of ListenLoop.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

DiscoverOrg

JULY 6, 2016

Looking for a No-BS podcast that will elevate your sales results? Brian Burns, host of the weekly podcast, “ The Brutal Truth ,” interviews leaders in the sales space and offers key insights into succeeding.

Burn Rate 120

Burn Rate Peer-to-peer Data Hygiene Correlation 120

DiscoverOrg

MARCH 25, 2016

In a parent/teacher conference for my second-grade daughter, I learned that an important skill for a developing reader is the power to visualize, or the ability to have a running picture in your mind as you read along.

Storytelling 120

Storytelling Fulfillment Sample Sales Cycle 120

DiscoverOrg

JANUARY 29, 2016

Is Money Really the Best Motivation? Although no company wants to hire extremely money-motivated candidates for fear they’ll quickly move on to the next higher paying job, it’s generally an accurate stereotype that some of the best salespeople thrive on the potential for high monetary reward.

Work Management 120

Work Management Fulfillment Sample Positioning 120

DiscoverOrg

JANUARY 20, 2017

By contrast, most low growth teams admitted they had not figured out the best way to do cold calling yet. If you’d like access to the complete Sales Development Benchmark Report, contact TOPO for more information on joining their Sales Development Practice. The best training and coaching I’ve seen happens in real-time.

Cold Calling 120

Cold Calling Paid Search Agency Companies Account Based Marketing 120

DiscoverOrg

MAY 30, 2017

I’m Justin Withers, Vice President of Product Management and Marketing at DiscoverOrg, here to describe the best way to create a value proposition that stands out – by addressing a real need. Go back and practice it again and again, and as you do that, it will become more natural to just speak this way.

Lead Scoring 168

Lead Scoring Lead Ranking Video Marketing Work Management 168