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. Welcome to another Whiteboard Wednesday!

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

AUGUST 1, 2019

We spend an enormous amount of time trying to hire sales professionals that we think are “A” players. . Watch the video: How to avoid an unfocused, inefficient sales team. Specialize sales roles. Specializing roles in the sales department helps build specific skills. Create a sales team mentality.

Video Marketing 136

Video Marketing Ad Building Zoominfo Enterprise Management 136

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

JULY 10, 2018

We should relish objections,” says Steve Bryerton , DiscoverOrg’s VP of Sales. If you’re NOT getting objections, you’re probably not very close to a sale, because your pospect doesn’t have that uncomfortable feeling of taking a risk. So, how do you handle sales objections? A study from Gong.io It can drag on forever. “I

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

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

JULY 3, 2018

Even if you hit your sales goal, the new quarter is still a great time to take stock of wins and losses … AND start building your pipeline for a quota-crushing Q3. Just like exercise and eating your vegetables, building sales pipeline means doing the hard things now in order to reap a future reward. It starts today. Not always.

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

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. Enterprise sales are also known as complex sales for a reason.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

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

JANUARY 31, 2019

” In sales, accuracy is paramount. This is most important when your sales team hears “news” about a target account – and that news seems to indicates that your prospect is about to make a purchase. In fact, many of the same tips that news experts offer for spotting fake news apply to spotting questionable sales data.

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

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. Bargain lists come with bargain quality.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

DiscoverOrg

APRIL 17, 2019

?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. Believe it or not, it’s a great comparison for how companies buy technology: It can be complex if you aren’t familiar with the industry, and it has a higher price point. Read the study: Which Data Points Predict More Sales? The rest comes later.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 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. Will you be building an inside sales team?

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 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

DECEMBER 9, 2016

Sales is a crucible, burning away excuses and bad habits. Go back to the phones and meet sales goals by providing prospects with solutions. To help get you start on the right foot for 2017, we reviewed our blog posts from the past year to find those that stood out in their mission to put a spark in sales efforts.

Burn Rate 120

Burn Rate Budget Programs Deliverability Curation 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. What does it take to be a high-growth company?

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

JULY 25, 2016

Sales is tough and ongoing sales development is a never ending process. In order for a company to succeed, it needs to have a well-developed, well-trained team — one that is able to authentically connect with customers and set more meetings, schedule more demos, and close with confidence. Dave: Ideally, not at all.

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

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

SEPTEMBER 20, 2016

Sales development is now the need-to-know skill set for growth and enterprise companies. Companies with high-producing SDR teams are also ones with continued education paths and development. How to Grow Your Sales Development Performance.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

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. Here’s how to manage so much winning, with nine tips from our top sales closers. To make customers feel good about the sale, throw in three pieces of value, in this order: additional support.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

MARCH 25, 2016

It’s the exact same bargain in sales. If you want to keep the sales cycle moving forward, you must earn that motivation, and storytelling is a powerful vehicle for doing so. I used to represent a company that sold software support. I give you my time, and you ensure I remain motivated to move forward. Quid pro quo.

Storytelling 120

Storytelling Fulfillment Sample Sales Cycle 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

JULY 15, 2016

This could teach us a lot about a human approach to sales and marketing. While most marketers and sales professionals may not think of themselves as change agents, they would be mistaken. Why a Rational Approach to Sales Isn’t Enough. Many experts refer to this as the loss of the human element in sales.

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 120

DiscoverOrg

FEBRUARY 2, 2017

Back when DiscoverOrg was founded in 2007, our goal was to provide sales and marketing professionals with accurate intelligence on IT decision-makers. In August, we released datasets for the C-Suite and Sales department. Sales and marketing professionals need actionable intelligence regardless of the department of their buyer.

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 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

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. Accurate Data Allows You to Achieve Higher Sale Commissions. How to Use Deep Data Intelligence.

Burn Rate 120

Burn Rate Peer-to-peer Data Hygiene Correlation 120

DiscoverOrg

MAY 12, 2016

So, we recently published a blog entitled, “ What You Won’t Learn from Books About Sales ,” and now here we are sharing our favorite books and blogs that can make your better at inside sales. Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. Sound interesting?

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

APRIL 5, 2016

It’s an amazing time to be a consumer of sales data. Some very innovative, progressive companies are turning massive amounts of raw data into usable insights designed to put salespeople in front of the right contact at the right time with the right solution. What will it deliver to the sales process next to fuel sales?

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

DiscoverOrg

OCTOBER 26, 2017

Equifax, one of the three major credit card reporting companies, has certainly been through the ringer since a major data hack occurred, leaving 143 million American’s personal data at risk. With the right information in-hand, savvy sales pros and marketers might have seen it coming. Vendors, take note. That might be your solution.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 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’ve looked at everything from Glassdoor employee ranges, how many people are on a company’s benefit plan, and of course, the employee count on LinkedIn.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

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

JANUARY 29, 2019

“But actually that ‘noise’ is a powerful tool to target the right accounts – that is, if you know the tech stack of your target accounts ,” says DiscoverOrg’s Senior Manager of Sales Development. Many companies don’t have an opportunity to sell into an account at all unless a specific technology is present. Here’s why.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

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.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

APRIL 7, 2017

When sales intelligence data is inaccurate, incomplete, or outdated, the rabbit hole for a sales person can be very deep —and no one knows better than Steve W. A lifelong sales trainer, Steve has consulted for and trained sales teams for hundreds technology companies. Company Accuracy. Name Accuracy.

Sample 232

Sample Ideal Customer Profiles Outreach Validation 232

DiscoverOrg

JANUARY 8, 2019

From a big data perspective, 2018 was the first year I’ve felt our company actually started leveraging machine learning and predictive capabilities for ourselves. I think, 3 years from now, it will be commonplace to talk to a company with 50 or 100 people driving sales through intent and activity data. The sales use case.

Intent Data 149

Intent Data Intent Signal B2B Intent 149

DiscoverOrg

NOVEMBER 14, 2018

Your Ideal Customer Profile is defined by company firmographics : the set of qualitative and quantitative characteristics of your best-fit accounts. The company-level ICP is often confused with the Buyer Persona , which is focused on qualities of the individual buyer.). Who are your best companies and individual buyers?

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

FEBRUARY 21, 2019

Conduct a SWOT (Strengths, Weaknesses, Opportunities and Threats) analysis with your marketing and sales teams to identify these areas, and then don’t be afraid to shift your direction. Align sales and marketing with SLAs. Having a Service-Level Agreement (SLA) in place between sales and marketing teams helps both sides of the house.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176