DiscoverOrg

OCTOBER 23, 2016

Even more telling than the growth of sales enablement tools is the fact that many of these products, currently residing in the technology ecosystem for either Sales or Marketing, have a use case for their counterpart. As a sales rep, forging relationships with both sales and marketing will help close opportunities.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

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. How well are users adopting product changes or updates? 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

JUNE 29, 2017

For example, let’s say your product automates workflows so operations are more productive and efficient. Now, your targeted stakeholder – a healthcare operations professional in the weeds everyday dealing with workflows – has a tangible image of how their life would be easier if your product were a part of it.

Response Rate 149

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

DiscoverOrg

APRIL 5, 2016

I also know where our product is better than our competitors and I’m going to lean into that. If I see that they’re using a competitor then I know how to discuss our differences.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

DiscoverOrg

JULY 10, 2018

Hit these 5 points when you get an objection – and add a little groove to your game , disarm your buyers, and have more productive sales conversations. Here are some common scenarios : PROSPECT: “I’m worried that your product is more software than we need, and -”. Your competitor’s product is half the price and has more -”.

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

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. additional product and services. They don’t want a product that’s going to sit on the shelf. They want to maximize ROI, which is price relative to the value they get out of the product.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

FEBRUARY 12, 2016

In fact, this is just like the products and services that are pitched everyday — vastly diverse, of varying quality, and indicative of the seller’s (and buyer’s) brand identity and values. Tasty Filling (aka the Product or Service). That’s the product or service that meats the need of the consumer. see what I did there?)

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

APRIL 16, 2019

Uncover more enterprise opportunity for your product or service. Once you know all the components of an enterprise, you can identify where opportunity exists for your product or service. Why is this so important for B2B sales? Well, once you know how entities are interrelated, you can: Identify the strongest point of entry.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

DiscoverOrg

MARCH 3, 2017

Delivering product demos. Knowledge of products. Sales teams that were rated as “Weak” or “Very Weak” in prospecting skills, storytelling, tech savvy, and knowledge of products & buyers experienced lower than the median revenue growth. Weak Knowledge of Products and Buyers. Competence. Discipline. Experience.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

APRIL 17, 2019

If I’m a sewing machine manufacturer or a retail brick-and-mortar store, and I know the Jakes of the world are doing their homework on my product – I can start messaging proactively, before they reach out to anyone. When you’re talking about proactive engagement based on buyer intent, you’re NOT talking about product demos.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

APRIL 20, 2017

These are still great ways of predicting how an organization will perform, especially when entering a new market or rolling out a new product for feature. Improve sales productivity. Readiness : Database size, SLA completion, skills. These types of expenses are mitigated by deep, clean, robust data offerings.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

NOVEMBER 17, 2016

At the highest level, we are looking to identify organizational trends regarding the use of sales technology and see how companies are equipping their sales reps to become more productive and collaborative. Where do the greatest levels of interest exist: sales intelligence, productivity, or sales gamification? 30th 2016) now!

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 120

DiscoverOrg

AUGUST 19, 2016

Applying just a few of the techniques learned as a marketer made our recruiting engine 10x more productive and successful – and we hit our goals a month ahead of schedule. Think about it – when we sell products, we are selling something that our clients will use, at most, 4-5 hours a day.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

NOVEMBER 14, 2018

Increased closed-won deals – those entering the pipeline are more likely to have the budget, interest, and talent needed for your product to have value. Highly qualified prospects may already be using your competitor or looking for services like yours. How could you not be??) Now, let’s get into the how you do it. Last piece of advice?

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

SEPTEMBER 2, 2016

That means we need to help them create benchmarks for before and after our product. Efficiency is fine, “we’ll save your sales reps 2 hours a week, that’s almost an entire extra month of productivity.” Many of them base decisions on data and ROI while not being skilled at tracking it. Salespeople Know The Struggles.

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

OCTOBER 26, 2017

Even now, we can find insights to better sell security products in a more timely and helpful way – both in response to Equifax, and in preparation for the next inevitable security breach. This may allow you to reach out and position your service or product before competitors, as the investment has likely not yet started.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

DiscoverOrg

OCTOBER 27, 2016

For each account within Group A I did a white-space analysis to determine what products they should buy from us but haven’t along with any recurring revenue I should expect. Or perhaps even set targets for product lines knowing the TAM for each product within a rep’s territory. Step four: Group A is the place to start.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

APRIL 25, 2017

Org charts are a flagship DiscoverOrg product used to understand employees’ positions within an organization hierarchy and pull multiple stakeholders into a conversation, giving weight to a sales proposition. Sales intelligence includes insights from triggers.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

MARCH 8, 2017

If you’re being sold 1,000 contacts, you might be given a 50 contact sample list of potential contacts to get a taste of product. You can tell that they’ve clicked on calls to action within your email, but haven’t requested to talk about your products or services. In most cases, those are the cleanest contacts of the lot (by far).

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

DiscoverOrg

JUNE 21, 2017

Oh yeah,” the host says, “and you can get notifications anytime a company you follow looks for products like yours …”. Stars appear above the heads of several remaining contacts. Time for a personalized email!” The marketer starts typing happily. “Oh Woah, woah!” All of these accounts have initiatives related to my solution?”.

Ideal Customer Profiles 250

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 250

DiscoverOrg

OCTOBER 19, 2017

For example, I prioritize companies that spend time on my product pages more than those that visit high-level blog posts, because it’s a better signal of who may be evaluating my product. It helps marketers understand and act on behavior. Ideally, you want to focus on high-value activity. What does it take to be a high-growth company?

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

SEPTEMBER 20, 2016

Teams focused in this area are tasked with the front-line communication required to open the eyes of prospects to the pain-point solving their product offers. Tailored Conviction & Authenticity: Make Them Believe Your Faith in the Product. Sales development is now the need-to-know skill set for growth and enterprise companies.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

DiscoverOrg

FEBRUARY 10, 2017

is an analyst and consulting firm that specializes in sales productivity and sales performance improvement through the use of smart sales tools. This piece was originally posted February 6th, 2017 on Smart Selling Tool’s blog and written by its founder Nancy Nardin. Smart Selling Tools, Inc., Below are highlights from the original article.

Budget Programs 120

Budget Programs Customer Surveys Consulting Profiling 120

DiscoverOrg

FEBRUARY 21, 2019

This means creating a vision and a plan, setting goals, building relationships, understanding your product, and implementing analytics so your marketing strategy is data-driven. As I wrote earlier this week, in the first few weeks on the job, first-time CMOs should plan a few quick wins and set a strong foundation.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

DECEMBER 21, 2016

At DiscoverOrg, we are fortunate to sit on the front lines of advanced sales and marketing techniques because our product & market demands it. You can visit the glossary by clicking here. Why the Glossary is Important.

Paid Search Agency 120

Paid Search Agency Thought Leadership Startups Marketing & Strategy 120

DiscoverOrg

MAY 15, 2017

There are all kinds of critical levers that can be pulled to drive these results – better hiring and training, better technology, great data to make smarter decisions, new markets to explore, new products to launch, and investment in M&A, to name a few.

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

DiscoverOrg

NOVEMBER 9, 2016

Sean Kester VP Product Strategy, SalesLoft. They’re the first interaction, impression, and ultimately, the steward of your business for your buyer’s experience. And you must empower them with the knowledge, soft skills, and expertise it takes to navigate those interactions.

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

DiscoverOrg

JUNE 13, 2019

Oh yeah,” the host says, “and you can get notifications anytime a company you follow looks for products like yours …”. Stars appear above the heads of several remaining contacts. Time for a personalized email !” The marketer starts typing happily. “Oh Woah, woah!” All of these accounts have initiatives related to my solution?”.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 120

DiscoverOrg

JANUARY 31, 2019

It is possible to know you’re getting the right person, when they’re actually looking for your product or service. Sales development tools, lead prioritization engines, marketing automation systems, call recording and analysis tools … use them! And you can bet your competitors are taking every advantage of it.

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

DiscoverOrg

SEPTEMBER 26, 2018

The big takeaway here is that we can’t just go straight to the product zone. No vomiting product! Why your perceived price point is too high, or why that feature that you lack should be minimalized. This makes us feel combative, and it makes the prospect feel like you’re minimizing their concerns.

Sales Cycle 159

Sales Cycle Validation Pricing Price 159

DiscoverOrg

FEBRUARY 1, 2019

And you’ve flipped the opportunity, so that the prospect can now ask you questions to further qualify your product as a valuable solution. “I know that you’re looking at my content right now and I’m pretty sure that means you want to buy my product.” … don’t say that! Putting pricing in a chat is also a no-no.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

DECEMBER 9, 2016

This post is a must read for organizations selling products/services made for those who work in IT. 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. Below is our curated list of top posts from 2016: 1.)

Burn Rate 120

Burn Rate Budget Programs Deliverability Curation 120

DiscoverOrg

MARCH 20, 2019

Which prospect groups will willingly pay what you want to charge for your products and services? Salespeople spend lots of time thinking about why their product is different … but here’s my experience: It doesn’t matter why you’re different. Willingly pay. Some buyers are just going to buy on price.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120

DiscoverOrg

JUNE 24, 2016

You learn product features inside and out, pore over CRM notes, do research, makes calls, crank out emails, develop relationships, make more calls, write more emails…what we’re saying is, selling isn’t easy. As part of the sales and marketing engine, you put in serious effort to connect with your prospects.

Cross-Selling 136

Cross-Selling Mobile Marketing Correlation Forrester 136

DiscoverOrg

JULY 15, 2016

In fact, when we ask someone to invest in our product, we are asking them to embrace and champion change within their organization. I often like to say that my rational (logos) brain knows I need to get up and go running before heading to the office, but my emotional (pathos) brain really prefers to stay under the covers an extra 45 minutes.

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 120

DiscoverOrg

JANUARY 22, 2019

Excelligence operates the companies Really Good Stuff (169 LI employees), Educational Products, Inc. (91), We know that Excelligence Learning has 1,200+ employees; it says so on their About Us page on their website. But according to LinkedIn, they only have 188. 91), Children’s Factory (48), and Discount School Supply (31).

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

FEBRUARY 13, 2019

Think about it this way: if your CEO tells you to look at product, are you going to say no? If you manage to engage your buyer, they will often refer the opportunity down to user buyers, coaches, influences, or technical buyers for review. Getting a referral for an evaluation most often leads to an opportunity.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205