DiscoverOrg

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[VIDEO] How to Evaluate a Data Provider

DiscoverOrg

One of our partners called this recently, “selling in a sea of sameness” – so many tools, it’s hard to differentiate. One of our partners called this recently, “selling in a sea of sameness” – so many tools, it’s hard to differentiate. Watch the Video.

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Why Recruiting is Like Marketing

DiscoverOrg

So, we set up training for recruiters to help them message and speak about the company’s strengths and differentiators just like we did for sales and marketing; the training involved role-playing, one-minute pitches, email messaging, cold call prospecting, and SLAs for response times.

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4 Sales Team Weaknesses that Inhibit Revenue Growth

DiscoverOrg

According to a study by Gartner, 70% of executive buyers think customer stories and case studies are the best way providers can communicate differentiation they can trust, but only 34% of executive buyers felt sales reps do a good job of communicating business value. Sales is an art and a science.

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The Human Element of Sales and Marketing

DiscoverOrg

At DiscoverOrg, while we are unabashedly a fast-growing technology company, our differentiators are actually the human element. Many experts refer to this as the loss of the human element in sales. Are you feeling that pain too? Getting Back on Track by Focusing on People.

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Myth Busters: 3 Sales Intelligence Assumptions Dispelled

DiscoverOrg

SDRs can’t often differentiate between list providers and sales intelligence provider without seeing a list of data points. The rest of the time, they’re hunting prospects LinkedIn; trying to get past gatekeepers on the phone, only to be transferred around phone trees … or dialing wrong numbers.

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9 B2B Sales Closing Techniques You Can Use Today

DiscoverOrg

You might ask: ‘“What about reason X (where X is a differentiated part of your solution that you think they already value)? “In addition, this is a good place to remind them of how you’re different compared to competitive solutions — just make sure you do it in question format. How important is X benefit?’”

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Stitching Intent Data into Your Sales Strategy

DiscoverOrg

And they’re starting to differentiate between qualities and prices. At this point, I’m reading reviews, I’m considering the benefits and drawbacks of each machine, looking at prices… I’m just getting a feel for the market as a whole. The same is true for your B2B buyers. Step 3: Vendor selection and elimination.