DiscoverOrg

APRIL 17, 2019

?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. Today, we’re talking through the buying journey and intent data – from the perspective of my true-life example of buying a sewing machine for my fiancée. Look, I know what I want to buy. Step 5: Engagement with a salesperson.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

APRIL 11, 2019

We have mad respect for the classics – but we’ve updated the sales reading list for 2019. Outbound Sales, No Fluff – by Rex Biberston and Ryan Reisert. The full title of this book is the first baller move of many: Outbound Sales, No Fluff, Written By Two Millenials Who Have Actually Sold Something This Decade.

Top of Funnel 211

Top of Funnel Cold Calling B2B Sales Outreach 211

DiscoverOrg

APRIL 16, 2019

And there’s no question that B2B sales is a battlefield: Reputations, sales, and profits are lost and won. Nowhere is this more critical than in enterprise sales, where understanding an organization’s corporate hierarchy can illuminate the battlefield. Uncovering enterprise buying centers.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

DiscoverOrg

MARCH 8, 2017

Here are just a few ways that unverified bargain contact lists can lead to sales drought rather than providing that rainmaker resource you wanted. When email deliverability is weakened , your whole sales funnel loses its impact and unverified contact lists get email campaigns off to a bad start. Are they ready to buy?

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

DiscoverOrg

OCTOBER 10, 2018

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. tive Sales Demo. Read it: What You Can Do TODAY to Build Sales Pipeline for This Quarter. Also, people don’t know how to buy.

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

FEBRUARY 13, 2019

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Sales has others. Sales uses a CRM … but the marketing automation system might not integrate. Reporting structure/org charts (Sales loves).

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

DiscoverOrg

SEPTEMBER 4, 2018

Reading Time: 8 minutes First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good. Here’s how to manage so much winning, with nine tips from our top sales closers.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

FEBRUARY 27, 2019

If you’ve been given the task of setting up your company’s sales and marketing database, you’re probably not overly excited … especially if it’s something you’ve got to build from scratch. But setting up a sales database from scratch is not as difficult as you may think. Read on to learn: Option 1: Buy database access.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

SEPTEMBER 2, 2016

For years we’ve provided in-depth intelligence on the IT, Engineering, Marketing, and Finance departments of companies, but we wanted to talk to Sales Departments and specifically the leaders there. So, we’re selling to sales – that creates some unique challenges for us. Aligning Sales & Marketing. Crazy right?

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

OCTOBER 24, 2017

Sales intelligence. For many years, sales and marketing teams turned to list providers for prospecting and lead generation. The answers to these questions — and many others — can be found in sales intelligence. Grab our new ebook: The Power of Marketing and Sales Intelligence – 7 Ways to Fuel Faster Growth.

Account Based Marketing 149

Account Based Marketing Enterprise Management List Brokers Marketing Automation Services 149

DiscoverOrg

SEPTEMBER 5, 2018

I’m David Sill , Head of Sales Enablement at DiscoverOrg. Today we’re going to be discussing emotional intelligence; more specifically, four things that you can try to marshal your emotions towards greater sales success. We have this knee-jerk tendency to think, What if I don’t get this sale? What do I mean?

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

DiscoverOrg

SEPTEMBER 5, 2018

I’m David Sill , Head of Sales Enablement at DiscoverOrg. Today we’re going to be discussing emotional intelligence; more specifically, four things that you can try to marshal your emotions towards greater sales success. Thus, we harp on, What if I don’t get this sale? So what is “emotional intelligence”?

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 120

DiscoverOrg

JULY 25, 2016

Sales is tough and ongoing sales development is a never ending process. Take it from us – our sales and sales development functions are constantly evolving as we look to accelerate our record growth rates over the past few years. In even the fastest growing organizations, there is always room for improvement.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

OCTOBER 23, 2016

The idea of supercharging your sales is nothing new. Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. The Sales Dataset. Teams selling to Sales need this dataset to get a flying start.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

SEPTEMBER 26, 2018

Remember that last sale that you made where you ran into an objection? Objections are something we hate hearing in sales – but if we’re honest with ourselves, we realize that in order to sell effectively, we have to hear objections during a sale cycle. Step 1: Love sales objections. It’s tough, right?

Sales Cycle 159

Sales Cycle Validation Pricing Price 159

DiscoverOrg

JANUARY 11, 2017

There are a lot of sales and marketing data providers out there. Everyone talks about their solution slightly differently – they offer contact data, verified data, sales intelligence , etc. How We Get Sales Intelligence. Empower Your Sales Team Get a Free Sample of our Data. In sum, data just is.

Video Marketing 120

Video Marketing Sample B2B Sales CMO 120

DiscoverOrg

FEBRUARY 12, 2016

But no matter where the idea originated, for several months the analogy of “sales is like a taco” has stuck in my head like a delicious kernel of elote. Tacos are universal and diverse just like sales. If we take this into the world of sales it breaks down a little something like this. The Taco Sales Cycle.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

FEBRUARY 1, 2019

Sometimes, that chat is a real, live sales professional, reaching out because they know what you’ve clicked on, when you clicked, how much you’ve read – and that the time is right to reach out. Welcome to the next generation of sales enablement chat. This is now “sales enablement chat,” and it’s powerful. Billy : Exactly.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. Recently, DiscoverOrg sat down with Schulze to uncover the momentum sales technology has gained over the past 12 months. We want to see how sales technology is evolving and what the trends are.

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 120

DiscoverOrg

OCTOBER 26, 2017

With the right information in-hand, savvy sales pros and marketers might have seen it coming. The story can be found in our Buying Scoops and Triggers: These are planned projects, personnel movement, and events and insider info uncovered by our team of 250 researchers. Get our ebook: Why Didn’t They Buy? Vendors, take note.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

DiscoverOrg

SEPTEMBER 26, 2017

Account-based marketing (ABM) is a hot topic of conversation, and momentum is building to expand this person-first approach from Marketing to Sales and beyond, breaking down department barriers with shared goals: Enter account-based everything (ABE). It’s not old wine in a new bottle,” says Dave Sill, our Senior VP of Sales. “It’s

Account Based Marketing 307

Account Based Marketing Ideal Customer Profiles Multi-Channel ABM 307

DiscoverOrg

APRIL 20, 2017

High-growth companies use 360-degree account-based intelligence to take strategic risks for long-term success; companies who rely on limited, inaccurate, and one-dimensional data spin sales cycles just to keep from losing ground. Account-based sales intelligence includes a lot more than email lists. Bigger impact on sales enablement.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

NOVEMBER 6, 2017

But that doesn’t stop a lot of sales and marketing professionals from pursuing any and all hand-raisers, regardless how poorly suited they are. The second rule is : know which of your target accounts are actively researching or buying so you can prioritize those accounts. You already know this. Fit, intent, and engagement.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

OCTOBER 27, 2016

As a newly hired sales rep, I began the way I did at every new company, spending the first several weeks typing furiously into a growing Excel spreadsheet. My manager liked the approach and asked me to present the process to the entire sales team. Imagine doing it for every one of your sales reps.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

FEBRUARY 21, 2017

With almost 50,000 sales and marketing professionals across the globe using our platform, we have access to deep insights around which companies and contacts are being prospected to the most often, and we thought the insights were pretty revealing. Want to implement an Account-Based Sales model supported by actionable sales intelligence?

Paid Search Agency 166

Paid Search Agency Companies Trigger Marketing Marketing Prospects 166

DiscoverOrg

DECEMBER 4, 2018

If you sell services or technologies to the legal department, you’ll want to catch this: We’re partnering with author and sales speaker Jill Konrath to interview the Director of Legal Operations, Dana Huppert , at Synchronoss Technologies to dig into the pains and purchases of this role. Where do they research and get buying advice? …

Bundling 136

Bundling Buyer Personas Work Management Efficiency 136

DiscoverOrg

JULY 22, 2016

Looking to give a boost your sales? This partnership resulted in our Account-Based Marketing Playbook to identify how to take a more targeted approach to your sales process. Sales Strategy Using Account-Based Marketing. A sprint for sales would be would be sending out a mass email approach and blowing up everyone on your list.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 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. Why is employee count important for sales? Sales and marketing professionals use employee counts to understand a company’s size. I would know.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

AUGUST 15, 2016

“Try before you buy” is the new world order. So what do peaches and Netflix have to do with Sales Intelligence? I have some tips for running pilots and evaluating new technology that I hope will make it much easier on those evaluating sales intelligence tools. Establish Sales Enablement/Intelligence Metrics.

Buy 120

Buy Work Management Marketing Management Paid Search Agency 120

DiscoverOrg

MARCH 22, 2017

I’m in the middle of evaluating sales coaching tools (3 to be exact), and while I see some pros and cons to each, there’s nothing really standing out to make one of them the clear winner. Of course, that’s our job, the job of sales and marketing – to help educate our markets, to cast a bigger and better vision of our solutions.

Ideal Customer Profiles 176

Ideal Customer Profiles Video Marketing RFP Marketing Management 176

DiscoverOrg

JANUARY 2, 2019

Sales Development Reps still don’t know what to say,” TOPO’s analysts add. “We When paired with a target account list or territory, Intent Data shows organizations who is most ready to buy – and who they should reach out to now. There’s a major skills gap in hiring employees who know how to use it. But they know what to do.”.

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

DiscoverOrg

AUGUST 17, 2016

The problem with this is that sales reps don’t set appointments with companies – they meet with the people who work for those companies. Take control of the sale and reach out. For companies that aren’t quite ready to buy, create alerts to keep up to date on any company news. Now the trade show is over.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

JULY 29, 2016

Looking to give a your sales a boost? Based on our own lessons learned, we decided to create an Account-Based Marketing Playbook that identifies how to take a more targeted approach to the sales and marketing process – ultimately leading to faster growth. Below are some highlights of those conversations.

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 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

OCTOBER 19, 2017

Whether you’re already doing it – or thinking about doing it – you’re probably one of an increasing number of B2B companies transitioning to an account-based approach to sales and marketing. Within the first 30 days, the first sales appointments were set and opportunities were opening. Our data was limited.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

MAY 7, 2019

But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. A lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! This is data too. JUST KIDDING.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

AUGUST 14, 2018

A bit further on, as part of your ABM strategy, you’ll fully recreate the journey for these companies – and identify key points where the marketing and sales processes made progress. Focus your account-based marketing plan around the products with the fastest sales cycles! Do you need to close big sales?

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136