DiscoverOrg

AUGUST 19, 2016

Here are the 5 key ways that recruiting teams can leverage sales and marketing tactics to maximize hiring success: 1. Learn How to Message and Motivate Like Sales and Marketing. Recruiters have a tough task to act as both a marketer and sales rep- attracting candidates and closing the deal! Cold calls.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

SEPTEMBER 20, 2016

Sales development is now the need-to-know skill set for growth and enterprise companies. In a recent interview, David Hershenson of TOPO points out “Sales development reps demonstrate higher levels of success when provided with a training program or academy that seeks to develop their skill sets and grooms them for Account Executives roles.”.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

DiscoverOrg

MAY 8, 2018

Take me off your call list!”. … Not really the cold-call response you’re looking for! But when a real, live salesperson knows things, it can sour the cold-call from the word “go.”. Sales intelligence vs. lead lists. What NOT to say in a cold call. “HOW THE %$#@ DID YOU GET THIS NUMBER?

Cold Calling 241

Cold Calling Work Management Marketing Management Marketing Automation Services 241

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

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

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

MARCH 3, 2017

Evaluating and hiring a winning Sales Team is not unlike the process of evaluating character attributes in a video game. No sales rep is perfect in every category. Sales Team Attributes. The sales team attributes we assessed were: Adapting to change. Sales Skill. Sales Engineers, Account Managers, Farmers , etc.),

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

OCTOBER 14, 2016

Sales is hard. Not hard in the standard sense — sales requires emotional fortitude to survive the daily barrage of objections and quotas. We have a soft spot for sales reps at DiscoverOrg because we sell too. Take a break from the cold calling and writing emails, and enjoy some light-hearted empathy to get through the day.

Cold Calling 120

Cold Calling Marketing Management Marketing Automation Services Marketing Prospects 120

DiscoverOrg

APRIL 22, 2016

As a Sales Development Representative (SDR), the scenario above is a core facet of my job and it’s imperative that I find strategies to decrease the absenteeism rate for the meetings I set. You’re not trying to enter them into a 18- month sales cycle with multiple offers and complicated procurement/legal negotiations. It’s one meeting.

Tips 120

Tips Cold Calling Work Management Sample 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

MARCH 13, 2017

When DiscoverOrg first launched its sales intelligence platform 9 years ago, the company sold the best data in the world to sales teams that understood the value of org charts and direct dials to better find and connect with their IT prospects. So, what have they learned? Watch the Video. Sell cross-functionally.

CMO 184

CMO Enterprise Management Work Management Marketing Management 184

DiscoverOrg

MARCH 25, 2019

Knowing the physical location of your prospect is key to your marketing and sales efforts. We tracked engagement across digital channels (social and email), cold calling, and direct mail (postcards with a URL to a landing page). VIDEO] Why is Location Data Important for Sales? What is SPAM: The Truth About Cold Email.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

FEBRUARY 19, 2016

Here at DiscoverOrg, supporting outbound sales and marketing lead generation through accurate data and comprehensive sales intelligence is core to our business. Want to implement an Account-Based Sales model supported by actionable sales intelligence? Or does it? In fact, it IS our business.

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

MARCH 3, 2020

Successful corporate recruiters are incorporating strategies more often associated with sales and marketing, to build their books and meet their quota. Shane Fanini, a technical recruiter for New Penn Financial , sees another parallel: “That first moment that you get them on the phone, I’d say it’s almost more like sales.

Marketing Strategy 207

Marketing Strategy Marketing & Strategy Top of Funnel Linkedin 207

DiscoverOrg

MARCH 20, 2019

What can you do to reduce the universe of prospects so that you could focus on only those who are more likely to say yes sooner to the meeting and yes sooner to the sale? A common error is that people think the marketing message and the sales message are the same thing. Read it: The 5-Point Guide to Handling Sales Objections.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120

DiscoverOrg

MAY 1, 2019

A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team. So we went from a sales team of 15 people in a call boutique to 45 people – more of an inside sales body shop.

Contacts 120

Contacts Sales Cycle Youtube Training 120

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

APRIL 24, 2018

Henry has always seen the sales team as the growth engine of the company. So freshly out of a successful Q1, we asked him how the sales team needs to evolve alongside the company in order to support this kind of aggressive growth goal. What sales activities make the biggest difference? Specialization of sales roles.

Cold Calling 120

Cold Calling Thought Leadership Work Management Marketing Management 120

DiscoverOrg

OCTOBER 31, 2018

I’m Chaz Knauft , Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team – and make sure your SDRs are efficient and effective while you do it. 2: Clarify sales goals. Welcome to another Whiteboard Wednesday! What is a “qualified lead”?

Sales Qualified Leads 168

Sales Qualified Leads Cold Calling Lead Scoring Lead Ranking 168

DiscoverOrg

JANUARY 20, 2017

What do Sales and Marketing teams do differently that results in more leads, meetings, opportunities, wins and revenue? We conducted surveys with 200 sales and marketing leaders at companies of varying size and industry on many potential growth drivers to answer these questions. 5000 from those experiencing more muted growth?

Cold Calling 120

Cold Calling Paid Search Agency Companies Account Based Marketing 120

DiscoverOrg

OCTOBER 31, 2018

I’m Chaz Knauft , Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team – and make sure your SDRs are efficient and effective while you do it. 2: Clarify sales goals. Welcome to another Whiteboard Wednesday! What is a “qualified lead”?

Sales Qualified Leads 120

Sales Qualified Leads Cold Calling Lead Scoring Lead Ranking 120

DiscoverOrg

MARCH 13, 2018

Successful recruiters are incorporating strategies more often associated with sales and marketing, to build their books and meet their quota. Making calls and giving pitches- sound familiar? So let’s get this straight: Recruiting is becoming more like sales and marketing. It’s so competitive out there.”.

Peer-to-peer 55

Peer-to-peer Linkedin Top of Funnel Stats 55

DiscoverOrg

NOVEMBER 4, 2016

We’re convinced that prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads, sales, or fill open requisitions. Scripted sales pitches, default LinkedIn invitations, and spammy email campaigns are just the start. Mistake #1: The Generic Introduction Message.

Cold Calling 120

Cold Calling Sales Qualified Leads Marketing Proposals Top of Funnel 120

DiscoverOrg

AUGUST 23, 2018

More important: Those 303 hours of social browsing are sales opportunities for you. Social selling is when sales professionals use their social network to communicate with prospects and develop relationships to solve problems and achieve sales goals. Madden uses an artistic metaphor he calls the “Social Phone.”

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

DiscoverOrg

DECEMBER 26, 2018

GDPR for Sales and Marketing. You might have heard about a little thing called GDPR that happened in May. We’ll say it: You pretty much have to use cold email as part of your outbound strategy. In this blog, our sales development rep with the 60% response rate (!!) Take me off your call list!” What is Intent Data?

Intent Data 120

Intent Data CAN-SPAM CMO SME 120

DiscoverOrg

AUGUST 23, 2018

More important: Those 303 hours of social browsing are sales opportunities for you. Social selling is when sales professionals use their social network to communicate with prospects and develop relationships to solve problems and achieve sales goals. Madden uses an artistic metaphor he calls the “Social Phone.”

Social Media 120

Social Media Social Networks B2B Sales Linkedin 120

DiscoverOrg

MAY 30, 2018

Sales and marketing event season just ended. But I’m doing the job of demand generation, AND customer marketing, AND product marketing, AND the sales development team … with a bare minimum of tools to make that all happen!”. That’s frustrating. The availability of data is truly democratizing growth. It’s about being growthbound.

Ad Building 270

Ad Building Peer-to-peer Demand Generation Agencies Startups 270

DiscoverOrg

SEPTEMBER 12, 2018

Welcome to another Whiteboard Wednesday, hosted by Steve Waters , DiscoverOrg’s Director of Sales. I want to talk about how to improve morale on the team over time by enabling them with great data and helping sales leaders invest in their team’s success. Morale is the best indicator of retention on a sales team.

Video Marketing 189

Video Marketing Lead Scoring Lead Ranking Youtube 189