DiscoverOrg

NOVEMBER 9, 2016

This is second installment detailing DiscoverOrg’s TiLT Sales Development Challenge and it’s 10 core learning modules. 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. You Say “Tomatoes”.

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

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

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

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

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

JUNE 21, 2017

We could spend all day telling you what DiscoverOrg actually does and how our customers use it – but we thought it would be more interesting to show you – with real people, in our funny new video showing off how sales intelligence is done. The sales and a marketing professionals gaze around a room filled with … people.

Ideal Customer Profiles 250

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 250

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

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. Engagement.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

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 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. DiscoverOrg’s Sales Data Accuracy Put to the Test.

Sample 232

Sample Ideal Customer Profiles Outreach Validation 232

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. And it’s especially helpful when your target accounts happen to be using one of your competitors. Sales enablement software.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

MAY 15, 2017

Interested in the breakdown of Gender Diversity in Sales Roles? Download the DiscoverOrg’s 2016 Gender Diversity In Sales Organizations Report. This graphical representation from Catalyst does a fantastic job of synthesizing the enormous amounts of completed research that illustrate why diversity matters to the bottom line.

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

DiscoverOrg

APRIL 14, 2017

Your sales team is doing double duty: They’re selling to the leads delivered by your marketing department—and they’re de facto researchers. According to a CSO Insights survey, 82% of sales teams feel challenged by the amount of data available and the time it takes to research a prospect before making a call.

Cost 208

Cost Lead Ranking Buy Ad Building 208

DiscoverOrg

MARCH 8, 2017

The low-cost initial investment will help deliver an astronomical ROI. Here are just a few ways that unverified bargain contact lists can lead to sales drought rather than providing that rainmaker resource you wanted. With their livelihood on the line, they’re earnest about helping ISPs stop spammers. Garbage in, garbage out.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

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

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

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

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. Before you select your target accounts, you need to identify the pool of accounts that marketing, sales, and sales development would potentially work on because they are a “fit” for your business.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

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. Next, we’ll use our best individual contacts to build our key personas – just like we used our best accounts to help build our ICP.

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

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

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

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

DECEMBER 21, 2016

If you’re in sales or marketing, it’s likely you’ve come across a new SaaS platform or startup in the past 6 months that begs your attention. As technology continues to plunge sales and marketing professionals further into transformative innovation and new opportunities, we must define the new terms taking us there.

Paid Search Agency 120

Paid Search Agency Thought Leadership Startups Marketing & Strategy 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

OCTOBER 4, 2016

With email providers working harder to keep inboxes free of junk mail, it’s more important than ever to ensure you have verified and updated sales and marketing datasets. If your lists are large, there are many free mail merge options out there that claim to help streamline your email campaigns. The result?

Deliverability 259

Deliverability Domain Click Rate CAN-SPAM 259

DiscoverOrg

JUNE 13, 2019

Our gracious host is determined to show two newcomers – from sales and marketing, respectively – how real sales intelligence powers a larger pipeline, more conversations, and faster revenue growth. Check out our funny sales video showing off how marketing and sales intelligence really works! Meet Cindy.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 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

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

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. Next, we’ll use our best individual contacts to build our key personas – just like we used our best accounts to help build our ICP.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 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

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

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!

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

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. Below are 11 tips that have helped our team of SDRs make and KEEP appointments. General Tips To Get Them to the Meeting: Help them.

Tips 120

Tips Cold Calling Work Management Sample 120

DiscoverOrg

MARCH 25, 2019

Knowing the physical location of your prospect is key to your marketing and sales efforts. Many of the high-value accounts have several office locations (Dublin, Boston, San Francisco) – and there was no guarantee their VP of Sales worked in one location or another. Location data helps marketers comply with GDPR.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

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. eBilling platforms are another pain point.

Bundling 136

Bundling Buyer Personas Work Management Efficiency 136

DiscoverOrg

JUNE 29, 2017

Let’s take the account-based analogy a bit farther: Say you offer a solution that is perfect for HR applications but of little use to Sales. Your messaging might change: “Our solution can help healthcare providers automate their workflows, like billing, appoint booking, and referrals. Let’s go further up.

Response Rate 149

Response Rate Top of Funnel Account Based Marketing Ideal Customer Profiles 149

DiscoverOrg

NOVEMBER 14, 2018

Developing an ICO should be viewed as a strategic exercise that must involve sales, marketing, and leadership to develop and agree upon the definition and parameters of the characteristics feeding into that definition. Shorten sales cycles by reducing time in the awareness stage of the buyer’s journey. How do you rally?

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153