DiscoverOrg

JULY 25, 2016

Sales is tough and ongoing sales development is a never ending process. Take it from us – our sales and sales development functions are constantly evolving as we look to accelerate our record growth rates over the past few years. It’s a maturing process, really. Dave: Ideally, not at all.

Practices 120

Practices Best Practices Forecasting B2B Sales 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

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. It’s a game of give and take. Competence.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 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 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

JULY 15, 2016

This could teach us a lot about a human approach to sales and marketing. While most marketers and sales professionals may not think of themselves as change agents, they would be mistaken. Why a Rational Approach to Sales Isn’t Enough. Many experts refer to this as the loss of the human element in sales.

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 120

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

JANUARY 11, 2017

There are a lot of sales and marketing data providers out there. Everyone talks about their solution slightly differently – they offer contact data, verified data, sales intelligence , etc. How We Get Sales Intelligence. Empower Your Sales Team Get a Free Sample of our Data. In sum, data just is.

Video Marketing 120

Video Marketing Sample B2B Sales CMO 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. 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

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

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

FEBRUARY 12, 2016

But no matter where the idea originated, for several months the analogy of “sales is like a taco” has stuck in my head like a delicious kernel of elote. Tacos are universal and diverse just like sales. If we take this into the world of sales it breaks down a little something like this. The Taco Sales Cycle.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

FEBRUARY 2, 2017

Back when DiscoverOrg was founded in 2007, our goal was to provide sales and marketing professionals with accurate intelligence on IT decision-makers. In August, we released datasets for the C-Suite and Sales department. Sales and marketing professionals need actionable intelligence regardless of the department of their buyer.

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 120

DiscoverOrg

OCTOBER 26, 2017

With the right information in-hand, savvy sales pros and marketers might have seen it coming. But keen sales and marketers can use Scoops to spot patterns that inform the timing of their pitch. Consider what other areas may be affected that are relevant to your sales offering. Vendors, take note. That might be your solution.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

DiscoverOrg

APRIL 5, 2016

It’s an amazing time to be a consumer of sales data. That is why DiscoverOrg is beating the pack and has emerged as a best-of-class sales intelligence platform. That is why DiscoverOrg is beating the pack and has emerged as a best-of-class sales intelligence platform. What will it deliver to the sales process next to fuel sales?

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

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

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. Of course gender is certainly not the only factor – or even the biggest factor – at play for effective sales personalization. 36% of men.

Cold Calling 196

Cold Calling Buy Peer-to-peer B2B 196

DiscoverOrg

MAY 27, 2016

Months beyond the vision phase, we are now in execution mode and fully committed to building a coaching culture — both for Customer Success and Sales — that instills the good habits needed to realize that vision. And it needs to manifest itself in smart, repeatable process. Coaching is absolutely clutch.

Peer-to-peer 220

Peer-to-peer Forecasting Webinar Metrics Tagging 220

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. 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.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

JANUARY 22, 2019

If you work in sales and marketing, I’ll bet you think a company’s employee count on LinkedIn is the absolute best way to determine how many employees work at that company. I’ve been optimizing DiscoverOrg’s process for gathering firmographic data since 2016. Why is employee count important for sales? I would know.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

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

JANUARY 2, 2019

Where are users getting hung up in a process or workflow? Sales Development Reps still don’t know what to say,” TOPO’s analysts add. “We We think 2019 is the year Intent Data moves into the sales and marketing stack, and the skills will follow. What are most frequent users’: Title. Other demographics. But they know what to do.”.

Intent Data 198

Intent Data Work Management Marketing Management Intent 198

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. Want to Build a Sales Engine?

ROI 224

ROI Sample Demand Generation Agencies B2B Sales 224

DiscoverOrg

OCTOBER 27, 2016

As a newly hired sales rep, I began the way I did at every new company, spending the first several weeks typing furiously into a growing Excel spreadsheet. My manager liked the approach and asked me to present the process to the entire sales team. While it’s not a complicated process, it most certainly is a time-consuming one.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

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. Ready to get started?

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

MARCH 29, 2018

Is your processing of personal information related to the offering of goods or services to those data subjects in the EU? If the answer is “yes” to any of these questions, the GDPR does apply to your data processing. That is where you need to consider other factors, including the nature of the data being processed.

Planning 198

Planning Opt-out Opt-in Peer-to-peer 198

DiscoverOrg

JULY 22, 2016

Looking to give a boost your sales? This partnership resulted in our Account-Based Marketing Playbook to identify how to take a more targeted approach to your sales process. Sales Strategy Using Account-Based Marketing. Account-Based Marketing will elevate your current efforts on sales and provide incredible results.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

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. business processes. risk management.

Bundling 136

Bundling Buyer Personas Work Management Efficiency 136

DiscoverOrg

JULY 29, 2016

Looking to give a your sales a boost? Based on our own lessons learned, we decided to create an Account-Based Marketing Playbook that identifies how to take a more targeted approach to the sales and marketing process – ultimately leading to faster growth. Below are some highlights of those conversations.

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 120

DiscoverOrg

MARCH 27, 2017

Account-Based Sales Development. Our interview with Brandon Redlinger, Engagio’s Director of Growth, simplifies the details of how to implement ABE from account-based metrics to processes and team alignment. And in context with the shift in sales cycles, “You can’t wait a year to see results [in ABE].”. Account-Based Marketing.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 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. Skipping that step in the process guarantees nonexistent click rates and, over time, diminished domain reputation thanks to that negative feedback loop.

Deliverability 259

Deliverability Domain Click Rate CAN-SPAM 259

DiscoverOrg

AUGUST 19, 2016

Here are the 5 key ways that recruiting teams can leverage sales and marketing tactics to maximize hiring success: 1. This pipeline funnel looked very similar to a marketing pipeline funnel, and we built it from the ground up with solid data on our conversion rates at each stage of the hiring process.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

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. SALES: They weren’t a good fit anyway. 7-quick-wins-sales-marketing-alignment. Sales and marketing have always relied on each other.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

JANUARY 24, 2017

I had a special opportunity to learn Sales early on from a mentor that practiced many of the non-technology tenets of ABE – accounting for multiple stakeholders, personalizing messages by function and role, coordinating multi-modal follow-up as an integrated account plan, all against a named list of target – ideal – accounts.

Account Based Marketing 120

Account Based Marketing Jigsaw Cold Calling Paid Search Agency 120

DiscoverOrg

MAY 7, 2019

It’s the genesis of thousands of downstream processes and millions of actions. 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. What is data quality, and why is it important for sales and marketing?

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

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. Focus your account-based marketing plan around the products with the fastest sales cycles! Do you need to close big sales?

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

MAY 10, 2019

Fast forward over 2,000 years, and the process of passive recruiting job candidates has arguably improved. Integrating work history and organizational data cuts this extra step out of the process so you can more easily gain insight into a candidate’s true capabilities. A decree signed by Julius Caesar in 55 B.C.,

Enterprise Management 120

Enterprise Management Work Management Marketing Prospects Startups 120