DiscoverOrg

AUGUST 1, 2019

We spend an enormous amount of time trying to hire sales professionals that we think are “A” players. . Watch the video: How to avoid an unfocused, inefficient sales team. Specialize sales roles. Specializing roles in the sales department helps build specific skills. Create a sales team mentality.

Video Marketing 136

Video Marketing Ad Building Zoominfo Enterprise Management 136

DiscoverOrg

JULY 10, 2018

We should relish objections,” says Steve Bryerton , DiscoverOrg’s VP of Sales. If you’re NOT getting objections, you’re probably not very close to a sale, because your pospect doesn’t have that uncomfortable feeling of taking a risk. So, how do you handle sales objections? Want to Build a Sales & Marketing Lead Engine?

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

OCTOBER 24, 2017

Sales intelligence. 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. The answers to these questions — and many others — can be found in sales intelligence.

Account Based Marketing 149

Account Based Marketing Enterprise Management List Brokers Marketing Automation Services 149

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

OCTOBER 10, 2018

I’m Monica Stewart from Skaled : A modern sales-consulting firm that helps increase the efficiency and effectiveness of sales organizations through the use of sales technology. tive Sales Demo. Read it: What You Can Do TODAY to Build Sales Pipeline for This Quarter. Welcome to another Whiteboard Wednesday!

B2B Sales 205

B2B Sales API Tips Conversion 205

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

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. If you don’t start with verified data from trusted sources, you’re wasting time chasing “leads” that aren’t really leads.

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

DiscoverOrg

MARCH 8, 2017

However, unless you are getting contact lists that have been verified as qualified leads, you’ll find soon enough that this is your own too-good-to-be-true deal. Here are just a few ways that unverified bargain contact lists can lead to sales drought rather than providing that rainmaker resource you wanted.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

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

APRIL 17, 2019

?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. So the messaging should be tweaking and tweaking and tweaking the buyer’s opinion: Driving me HERE, through the sales cycle. This is the equivalent of an inbound lead. Read the study: Which Data Points Predict More Sales? I know my price range.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 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

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

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

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

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. Billy : Exactly.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

JULY 15, 2016

In the book, Switch:How to Change Things When Change is Hard , Chip and Dan Heath detail how to successfully lead through change by embracing and motivating both our emotional and rational brains (and no, don’t argue guys – you have emotional brains too). This could teach us a lot about a human approach to sales and marketing.

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 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. Sales Skill. Sales Engineers, Account Managers, Farmers , etc.),

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

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

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

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

MAY 12, 2016

So, we recently published a blog entitled, “ What You Won’t Learn from Books About Sales ,” and now here we are sharing our favorite books and blogs that can make your better at inside sales. Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. Sound interesting?

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

OCTOBER 26, 2017

With the right information in-hand, savvy sales pros and marketers might have seen it coming. These insights demonstrate a pattern of executive departures in security-related roles – in the months leading up to the breach itself, and in the 1.5 Consider what other areas may be affected that are relevant to your sales offering.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

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

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

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. Setting up the A/B data test.

ROI 224

ROI Sample Demand Generation Agencies B2B Sales 224

DiscoverOrg

NOVEMBER 6, 2017

If prospects don’t fit your Ideal Customer Profile, they shouldn’t become leads. 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. The account-based way of approaching the market is fundamentally different than the lead-based approach.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

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 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. In B2B sales and marketing, a company’s installed technologies – their tech stack – includes: Software products.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

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

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 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

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. You guys take forever to follow-up on our leads – and you wonder why they don’t convert? SALES: They weren’t a good fit anyway.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

OCTOBER 14, 2016

Sales is hard. Not hard in the standard sense — sales requires emotional fortitude to survive the daily barrage of objections and quotas. We have a soft spot for sales reps at DiscoverOrg because we sell too. You got into Sales because you thought it would be easy. Leads sniff out the hardest objections.

Cold Calling 120

Cold Calling Marketing Management Marketing Automation Services Marketing Prospects 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! Lead generation.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

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?

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

AUGUST 19, 2016

Five years ago, I was asked to lead a recruiting department for the first time ever – and to double the size of the company within 6 months! 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.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222