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

SEPTEMBER 2, 2016

For years we’ve provided in-depth intelligence on the IT, Engineering, Marketing, and Finance departments of companies, but we wanted to talk to Sales Departments and specifically the leaders there. So, we’re selling to sales – that creates some unique challenges for us. Aligning Sales & Marketing. Crazy right?

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

FEBRUARY 13, 2019

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Sales has others. Sales uses a CRM … but the marketing automation system might not integrate. Reporting structure/org charts (Sales loves).

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

DiscoverOrg

APRIL 17, 2019

?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. 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. The product demo.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

APRIL 16, 2019

And there’s no question that B2B sales is a battlefield: Reputations, sales, and profits are lost and won. Nowhere is this more critical than in enterprise sales, where understanding an organization’s corporate hierarchy can illuminate the battlefield. Enterprise sales are also known as complex sales for a reason.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

DiscoverOrg

MARCH 8, 2017

Here are just a few ways that unverified bargain contact lists can lead to sales drought rather than providing that rainmaker resource you wanted. When email deliverability is weakened , your whole sales funnel loses its impact and unverified contact lists get email campaigns off to a bad start. We can almost guarantee it.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

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 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. No vomiting product!

Sales Cycle 159

Sales Cycle Validation Pricing Price 159

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

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

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. Tasty Filling (aka the Product or Service).

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

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. Delivering product demos. Knowledge of products.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 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?

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

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.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 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

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. In even the fastest growing organizations, there is always room for improvement.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

DECEMBER 9, 2016

Sales is a crucible, burning away excuses and bad habits. Go back to the phones and meet sales goals by providing prospects with solutions. 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.

Burn Rate 120

Burn Rate Budget Programs Deliverability Curation 120

DiscoverOrg

SEPTEMBER 20, 2016

Sales development is now the need-to-know skill set for growth and enterprise companies. 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. How to Grow Your Sales Development Performance.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

DiscoverOrg

DECEMBER 21, 2016

If you’re in sales or marketing, it’s likely you’ve come across a new SaaS platform or startup in the past 6 months that begs your attention. As technology continues to plunge sales and marketing professionals further into transformative innovation and new opportunities, we must define the new terms taking us there.

Paid Search Agency 120

Paid Search Agency Thought Leadership Startups Marketing & Strategy 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. In fact, when we ask someone to invest in our product, we are asking them to embrace and champion change within their organization.

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 120

DiscoverOrg

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. Recently, DiscoverOrg sat down with Schulze to uncover the momentum sales technology has gained over the past 12 months. We want to see how sales technology is evolving and what the trends are.

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 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. 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. Vendors, take note. How to decipher Scoops.

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

SEPTEMBER 26, 2017

Account-based marketing (ABM) is a hot topic of conversation, and momentum is building to expand this person-first approach from Marketing to Sales and beyond, breaking down department barriers with shared goals: Enter account-based everything (ABE). It’s not old wine in a new bottle,” says Dave Sill, our Senior VP of Sales. “It’s

Account Based Marketing 307

Account Based Marketing Ideal Customer Profiles Multi-Channel ABM 307

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. For example, you wouldn’t want to target a company using Oracle products if you’re in SAP consulting. Cloud-based products.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

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. Account-based sales intelligence includes a lot more than email lists. Deep account-based sales intelligence benefits an organization in the following ways.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

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. 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 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? Sales Development Reps still don’t know what to say,” TOPO’s analysts add. “We

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

DiscoverOrg

NOVEMBER 14, 2018

Developing an ICO should be viewed as a strategic exercise that must involve sales, marketing, and leadership to develop and agree upon the definition and parameters of the characteristics feeding into that definition. Shorten sales cycles by reducing time in the awareness stage of the buyer’s journey. How do you rally? Bon voyage!

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

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. Here are the 5 key ways that recruiting teams can leverage sales and marketing tactics to maximize hiring success: 1.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

AUGUST 14, 2018

Do they use technologies that complement your own products? Products & Services. What products or services interested them at the beginning? Who are the real advocates for your product? It’s also useful to look through and learn the first product or service that they purchased – their point of entry.

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

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. Interested in the breakdown of Gender Diversity in Sales Roles?

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

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. Why is employee count important for sales? Sales and marketing professionals use employee counts to understand a company’s size. I would know.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

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. Imagine doing it for every one of your sales reps.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

JUNE 29, 2017

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. For example, let’s say your product automates workflows so operations are more productive and efficient. Specificity makes it real, and reality makes it desirable. Role-based content.

Response Rate 149

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

DiscoverOrg

AUGUST 14, 2018

Do they use technologies that complement your own products? Products & Services. What products or services interested them at the beginning? Who are the real advocates for your product? It’s also useful to look through and learn the first product or service that they purchased – their point of entry.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120