DiscoverOrg

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What You Can do TODAY to Build Sales Pipeline This Quarter

DiscoverOrg

Just because a lead went cold doesn’t mean it’s lost. Our own sales development team often has a better win rate with our cold, dead leads than we do with fresh inbound leads.). Refresh cold leads with web form go-backs. When leads come in from a web form, the demo and the deal should be a slam dunk, right?

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The Real Cost of List-Building: Buy or Build Your Own?

DiscoverOrg

Your sales team is doing double duty: They’re selling to the leads delivered by your marketing department—and they’re de facto researchers. Generation and qualification of quality leads remains a major concern. But how about hiring a research person, or team, dedicated to researching quality leads for your sales team?

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The Power of Marketing and Sales Intelligence

DiscoverOrg

Lead lists. For many years, sales and marketing teams turned to list providers for prospecting and lead generation. In recent years, a new tool has emerged, and it’s taking lead generation to the next level. But intelligence platforms offer more than just more leads – they are not like old-school lead lists.

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Not Fake News: 4 Ways to Double-Check Your Sales Data

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If you don’t start with verified data from trusted sources, you’re wasting time chasing “leads” that aren’t really leads. There are some easy ways to quickly fact-check your lead data. Sales development tools, lead prioritization engines, marketing automation systems, call recording and analysis tools … use them!

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What Is Sales Intelligence? An Interview With DiscoverOrg CEO, Henry Schuck

DiscoverOrg

How is it different from a lead list? The term “Sales Intelligence” is frequently thrown around in sales and marketing, but there’s a lot of confusion about what it actually refers to. What is sales intelligence?

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How to Operationalize Account-Based Marketing

DiscoverOrg

If prospects don’t fit your Ideal Customer Profile, they shouldn’t become leads. If you’re having trouble converting leads – or getting leads at all – here’s your simple, three-step process to keep your eye on the ball. You already know this. Below, I will describe some of the use cases for the model.

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How to Build a Successful Sales Team: VIDEO

DiscoverOrg

First, eliminate the Account Executive role where reps self-source their own leads and close them. Inbound SDRs should round-robin leads across all teams, as needed. This lets the inbound team focus quickly wherever they’re needed – such as leads from an event, inbound leads from a webinar, etc.