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

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

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

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. Myth 1: Contact lists = sales intelligence. Fact: Sales intelligence is more than a list of names and numbers. Sales intelligence includes a depth of information that is both accurate and predictive. Us either.).

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

JULY 10, 2018

shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is wrestling internally – hoping you can make them feel good. “We We should relish objections,” says Steve Bryerton , DiscoverOrg’s VP of Sales. We see the value, we’re just not ready.”. “We A study from Gong.io

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

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

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

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. In B2B sales and marketing, a company’s installed technologies – their tech stack – includes: Software products.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

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

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

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. All these sort of negative connotations of emotions, in the context of selling.

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. All these sort of negative connotations of emotions, in the context of selling.

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 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

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

OCTOBER 26, 2017

With the right information in-hand, savvy sales pros and marketers might have seen it coming. These insights demonstrate a pattern of executive departures in security-related roles – in the months leading up to the breach itself, and in the 1.5 We unpacked the value of each Scoop type. Equifax is a great example.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

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. regions, by rank: New England (ME, NH, VT, MA, RI, CT) – 28.3%. Our mission at DiscoverOrg is to power our customers’ growth. and 20%, respectively. and 20.9%, respectively.

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

DiscoverOrg

JANUARY 2, 2019

SaaS organizations are leading the crest of the data wave, because they can – or should be – collecting customer data through their cloud-based product or service. Sales Development Reps still don’t know what to say,” TOPO’s analysts add. “We That user data may come in many forms: What is the most frequent user workflow?

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

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

AUGUST 14, 2018

Generally, we recommend sorting your customers by ROI or strategic value (if you don’t have that data, that’s okay – you can just eyeball them), and then look for commonalities: Firmographics (Company Size, Total Revenue, etc.). Focus your account-based marketing plan around the products with the fastest sales cycles!

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

MAY 23, 2018

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. You guys take forever to follow-up on our leads – and you wonder why they don’t convert? SALES: They weren’t a good fit anyway.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

JANUARY 15, 2019

Are there differences selling to men and women in a B2B sales process? In B2B sales, isn’t it all the same? Buyers make decisions the same way – the price, the functionality, the value they get back, and the recommendations from their peers.”. In partnership with leading sales linguist Steve W. 36% of men.

Cold Calling 196

Cold Calling Buy Peer-to-peer B2B 196

DiscoverOrg

AUGUST 14, 2018

Generally, we recommend sorting your customers by ROI or strategic value (if you don’t have that data, that’s okay – you can just eyeball them), and then look for commonalities: Firmographics (Company Size, Total Revenue, etc.). Focus your account-based marketing plan around the products with the fastest sales cycles!

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

APRIL 12, 2017

The last thing you want is to spin cycles on bad data until your sales and marketing teams wear out. In the same manner, many sales intelligence data providers claim to have high levels of accuracy. In Account-Based Sales Development (ABSD), data quality is critical for scaling effectively. Setting up the A/B data test.

ROI 224

ROI Sample Demand Generation Agencies B2B Sales 224

DiscoverOrg

AUGUST 19, 2016

Five years ago, I was asked to lead a recruiting department for the first time ever – and to double the size of the company within 6 months! 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.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

OCTOBER 4, 2016

These errors lead to high bounces, low engagement, and, ultimately, a severely negative impact on your domain reputation. In particular, they are assessing open and click behaviors to determine the value of your emails. Successful email marketing starts with good data and insightful sales intelligence.

Deliverability 259

Deliverability Domain Click Rate CAN-SPAM 259

DiscoverOrg

AUGUST 7, 2018

But they’re not asking for help from your sales team. Your website is likely one of your biggest lead sources … but it goes without saying that it’s not the only source of content online. 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. Demand Gen Report, 2016). What is Intent data?

Intent Data 314

Intent Data Intent Lead Ranking Bombora 314

DiscoverOrg

MARCH 25, 2019

Knowing the physical location of your prospect is key to your marketing and sales efforts. Here’s another use case for location data that my team did, which generated a ton of well-qualified leads: We wanted to target the customers of our biggest competitor at the time for a displacement campaign. Keep Calm and GDPR On. Talk to us!

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. Last summer, we conducted a survey of B2B marketing professionals to glean exactly that – the value that those individuals are seeing from their outbound efforts.

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

JUNE 29, 2017

In B2B marketing, when you improve response rates, you tend to see better downstream results including: more qualified leads, more pipeline, and more deals won. 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. Survey-based lead generation.

Response Rate 149

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

DiscoverOrg

MAY 30, 2017

I’m Justin Withers, Vice President of Product Management and Marketing at DiscoverOrg, here to describe the best way to create a value proposition that stands out – by addressing a real need. For starters, let’s talk about what value is what value isn’t. How not to talk about value. Watch the Video.

Lead Scoring 168

Lead Scoring Lead Ranking Video Marketing Work Management 168

DiscoverOrg

MARCH 27, 2017

Account-Based Sales Development. More specifically: Account-Based Everything (ABE) is a strategic go-to-market approach that orchestrates personalized marketing, sales, and success efforts to drive engagement and conversion at named accounts. While leads and opportunities are important to note, it’s not enough for ABE.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

MAY 2, 2019

While parity clearly hasn’t been achieved here, a 44% increase in the highest leadership ranks of a company is significant. Check out our deep, accurate sales intelligence for yourself: Request a Demo ! The c-suite looks very different overall now when compared to 2016: a quarter of CXOs are now women.

Enterprise Management 120

Enterprise Management Work Management Case Studies Startups 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

FEBRUARY 9, 2017

But, to get it right, sales & marketing professionals must first understand the profile of their best and most valuable customers, develop an ideal customer profile (ICP), and use it as a pattern for identifying target prospects. The Foundation of Account-Based Everything: Identifying Target Accounts. Now there is! DESCRIPTION.

Ideal Customer Profiles 120

Ideal Customer Profiles Account Based Marketing ABM Demand Generation 120

DiscoverOrg

FEBRUARY 13, 2017

As a sales guy, Steve talks about getting on the phone, listening, and sharing. Neither of those are qualities known to lead to romance. The best sales and marketing professionals have confidence in what they’re offering and they’re not afraid to show it. And then parallels are pretty clear. The kids these days? Definitely not.

Email Marketing 136

Email Marketing Impressions Marketing & Strategy Deliverability 136

DiscoverOrg

JANUARY 29, 2016

This should engage both the high- and low-performers, maximizing overall sales for your business. Generational Differences in Sales Motivation. This includes even the most potentially lucrative of sales positions, where the base pay is typically lower and the majority of their financial security depends upon commission.

Work Management 120

Work Management Fulfillment Sample Positioning 120

DiscoverOrg

MAY 29, 2019

says Director of Sales Michael Veschio. A lot of companies struggle to get prospects to show up to sales demos. Effective salespeople are focused instead on solution sales : A thoughtful sales demo process that addresses issues specific to the customer. Watch it: How to Crush Your Sales Demo in 3 Easy Steps!

Marketing Automation Services 200

Marketing Automation Services Software Top of Funnel Tips 200