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! Cold calls.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

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? In partnership with leading sales linguist Steve W. Who prefers a LinkedIn message? That was the question we set out to discover. But that’s the B2C space,” you might be thinking. “In Who prefers a phone call?

Cold Calling 196

Cold Calling Buy Peer-to-peer B2B 196

DiscoverOrg

MARCH 15, 2017

In account-based marketing and sales (hereafter “ABE” for account-based everything ), I believe these “universal truths” are made all the more important and deserve special consideration by the teams employing an ABE strategy. A number of us from different departments bumped into a great example of marketing on LinkedIn.

Account Based Marketing 204

Account Based Marketing Video Marketing Storytelling Paid Search Agency 204

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 27, 2017

You can follow him on twitter @brandon_lee_09 or connect with him on LinkedIn. 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.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

MARCH 20, 2019

What can you do to reduce the universe of prospects so that you could focus on only those who are more likely to say yes sooner to the meeting and yes sooner to the sale? A common error is that people think the marketing message and the sales message are the same thing. Read it: The 5-Point Guide to Handling Sales Objections.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120

DiscoverOrg

MAY 7, 2019

But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. A lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! This is data too. JUST KIDDING.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

OCTOBER 31, 2018

I’m Chaz Knauft , Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team – and make sure your SDRs are efficient and effective while you do it. 2: Clarify sales goals. Welcome to another Whiteboard Wednesday! What is a “qualified lead”?

Sales Qualified Leads 168

Sales Qualified Leads Cold Calling Lead Ranking Lead Scoring 168

DiscoverOrg

AUGUST 23, 2018

This means the average user spends approximately 6 hours a week, or 303 hours a year, browsing over Facebook updates, Linkedin notifications, and an abundant amount of tweets. More important: Those 303 hours of social browsing are sales opportunities for you. Social selling is more than just making pragmatic connections on LinkedIn.

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

DiscoverOrg

FEBRUARY 12, 2019

Love comes from really understanding someone else that we care about, whether that’s our family, spouse, a pet … or a sales intelligence tool. And our customers – like Alicia Young , Manager of Sales Development at Panoply – love DiscoverOrg. When a customer crushes their sales goals , we’re proud for them.

Ideal Customer Profiles 29

Ideal Customer Profiles Enterprise Management Account Based Marketing B2B Sales 29

DiscoverOrg

OCTOBER 31, 2018

I’m Chaz Knauft , Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team – and make sure your SDRs are efficient and effective while you do it. 2: Clarify sales goals. Welcome to another Whiteboard Wednesday! What is a “qualified lead”?

Sales Qualified Leads 120

Sales Qualified Leads Cold Calling Lead Ranking Lead Scoring 120

DiscoverOrg

AUGUST 23, 2018

This means the average user spends approximately 6 hours a week, or 303 hours a year, browsing over Facebook updates, Linkedin notifications, and an abundant amount of tweets. More important: Those 303 hours of social browsing are sales opportunities for you. Social selling is more than just making pragmatic connections on LinkedIn.

Social Media 120

Social Media Social Networks B2B Sales Linkedin 120

DiscoverOrg

SEPTEMBER 14, 2018

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Get off the beaten trail.

Account Based Marketing 207

Account Based Marketing Top of Funnel First-Mover Advantage ABM 207

DiscoverOrg

SEPTEMBER 17, 2018

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Get off the beaten trail.

Account Based Marketing 120

Account Based Marketing Top of Funnel First-Mover Advantage ABM 120

DiscoverOrg

JANUARY 23, 2019

We’re running LinkedIn sponsor content. Buyer intent as a sales engagement trigger. This engagement data becomes a trigger to sales or to SDRs. Imagine saying this to your sales team: Okay, the company counts meet your fit, they’re in market for our product, and your personas are engaging in our content online.

Account Based Marketing 120

Account Based Marketing Intent ABM Ideal Customer Profiles 120

DiscoverOrg

FEBRUARY 5, 2016

There are plenty of different avenues to find information on companies and contacts – the basics include LinkedIn, corporate websites, news publications, and the wider web – but if you’re looking to run a fairly sophisticated ABS program, a more advanced sales intelligence tool will pay dividends. Stay Up To Date.

Tips 120

Tips Case Studies Case Study Keywords 120

DiscoverOrg

NOVEMBER 4, 2016

We’re convinced that prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads, sales, or fill open requisitions. Scripted sales pitches, default LinkedIn invitations, and spammy email campaigns are just the start. Mistake #1: The Generic Introduction Message.

Cold Calling 120

Cold Calling Sales Qualified Leads Marketing Proposals Top of Funnel 120

DiscoverOrg

JUNE 2, 2016

Throughout the life of a lead, from Marketing to Sales Development to Sales to Customer Success, good data facilitates and maximizes growth. But the benefits don’t end there — they keep extending through the sales cycle. Sales Development: More Momentum, More Meetings. Sales: Close the Deal & Streamline Management.

SWOT 120

SWOT Enterprise Management High Quality Lead B2B 120

DiscoverOrg

SEPTEMBER 12, 2018

Welcome to another Whiteboard Wednesday, hosted by Steve Waters , DiscoverOrg’s Director of Sales. I want to talk about how to improve morale on the team over time by enabling them with great data and helping sales leaders invest in their team’s success. Morale is the best indicator of retention on a sales team.

Video Marketing 189

Video Marketing Lead Ranking Lead Scoring Youtube 189

DiscoverOrg

MARCH 3, 2020

Successful corporate recruiters are incorporating strategies more often associated with sales and marketing, to build their books and meet their quota. Candidates prefer to receive phone calls from recruiters versus LinkedIn communication and are 25% more likely to respond to a call over any other touch.

Marketing & Strategy 207

Marketing & Strategy Marketing Strategy Top of Funnel Linkedin 207

DiscoverOrg

AUGUST 24, 2017

Sales and marketing departments live and die by their ability to grasp these concepts, and a company’s success hinges an identifying the target market within each audience. But it’s inevitable to begin questioning convention in the modern sales and marketing landscape. B2B sales and marketing – stuck in a cage.

B2B 191

B2B Buyer Personas B2B Sales B2B Marketing 191

DiscoverOrg

MARCH 13, 2018

Candidates prefer to receive phone calls from recruiters versus LinkedIn communication and are 25% more likely to respond to a call over any other touch. Successful recruiters are incorporating strategies more often associated with sales and marketing, to build their books and meet their quota. The numbers don’t lie.

Peer-to-peer 55

Peer-to-peer Linkedin Top of Funnel Stats 55

DiscoverOrg

MAY 19, 2017

This poses a conundrum for some buyers, who now have to choose between privacy and relevance – but the data democracy is a boon for sales and marketing. Jason Paquette, Director of Sales Operations at MongoDB , an open-source cross-platform database program, explains: “In 2014, MongoDB hired a new CEO.

Top of Funnel 136

Top of Funnel Paid Search Agency Salesforce.com Digital Marketing Funnels 136