ACT and Buyer - Sales Pro Central

Inside Scoop: Learning from Equifax – How Sales Can Act on (and Anticipate) a Data Breach

DiscoverOrg Sales

OCTOBER 26, 2017

These insights translate to actionable information in three ways: (1) management changes, (2) buyer pain points, and (3) spending trends and projects. Addressing buyer Pain Points. For a great example of using Scoops to act on security breaches, see “Chipotle’s Big Burrito Breach – Malware with a Side of Chips”.

ACT

ACT Data Hiring Decision Maker

[STUDY] Bridging the Great B2B Vendor-Buyer Divide

DiscoverOrg Sales

OCTOBER 5, 2017

In a perfect world , the B2B buyer-vendor relationship is mutually beneficial – and most of the time, it is. So why don’t buyers like salespeople? Get the entire FREE study: 30 Ways to Get Inside the Mind of Your Target Buyer. Differences in communication style and personality alienate buyers. They are too pushy.

Vendor

Vendor Study Buyer B2B

Pitch Perfect: Selling to Legal Operations

DiscoverOrg Sales

DECEMBER 4, 2018

This buyer persona may not get a lot of attention, but they control the budget at most in-house corporate legal departments. As the legal buyer, I also have to identify the right technology to bring in those efficiencies.”. Your buyer is Legal Ops – NOT general counsel. In short, your ideal buyer is the Legal Ops person.

Buyer Persona

Buyer Persona Buyer Government Buying Cycle

Webinars

Sales & Marketing Alignment: How to Synergize for Success

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Growth Begins with Data—and Your Competitors Already Know It

DiscoverOrg Sales

MARCH 30, 2017

According to Salesforce.com’s State of the Connected Customer survey, 57% of buyers are ready to take their business elsewhere if their vendor fails to anticipate their needs. Direct Prospecting at Interested Buyers. When done right, it offers real-time insights on buyers without the time-suck. Timing is everything in sales.

Data

Data Lead Rank Decision Maker Account Based Marketing

Putting the Human Back in Sales Conversations

DiscoverOrg Sales

NOVEMBER 9, 2016

It’s critical to give your buyers a stellar experience, from first touch to renewal. They’re the first interaction, impression, and ultimately, the steward of your business for your buyer’s experience. In the modern sales organization, Sales Development Reps are that first touch.

Conversion

Conversion Decision Maker Outbound Top of Funnel

How to Use the Tech Stack to Displace Competitors

DiscoverOrg Sales

JANUARY 29, 2019

Don’t creep out your prospects by acting like a stalker. Include installed technologies in your buyer persona. Include those technologies in your account scoring model and your buyer persona – and go target companies with those installed technologies. Step 3: Engage with client voice (but don’t mention the tech stack).

Ideal Customer Profile

Ideal Customer Profile Lead Rank Lead Scoring How To

9 B2B Sales Closing Techniques You Can Use Today

DiscoverOrg Sales

SEPTEMBER 4, 2018

” Question 2: Act surprised. Act surprised, no matter which number they choose: “I’m surprised you picked a number that high! Putting the steps in order creates commitment from both the seller and the buyer, moving you toward where you need to be: a signed contract. I thought it would be lower. Why did you pick number X?”.

Closing

Closing B2B Decision Maker Scale

9 B2B Sales Closing Techniques You Can Use Today

DiscoverOrg Sales

SEPTEMBER 4, 2018

” Act surprised, no matter which number they choose: “I’m surprised you picked a number that high! Putting the steps in order creates commitment from both the seller and the buyer, moving you toward where you need to be: a signed contract. I thought it would be lower. Why did you pick number X?”.

Closing

Closing B2B Decision Maker Discount

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

JULY 11, 2017

In which departments are B2B buyers more likely to give upstart products a chance? Which selling style do B2B buyers prefer? When should a salesperson challenge a buyer’s assumptions about a product, and which industries don’t like to be challenged? Research goals of the B2B buyer study. From Steve W.

Study

Study Buyer B2B Vendor

What is Intent Data? The Predictive Sales Trifecta

DiscoverOrg Sales

AUGUST 7, 2018

The average B2B buyer is 67% of the way through the buyer journey before they ever engage with a salesperson ( SiriusDecisions ). So, how do you intercept buyers in the early part of their journey? 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. Demand Gen Report, 2016). What is Intent data?

Intent Data

Intent Data Intent Data Lead Rank

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

MAY 23, 2018

Act-On adds: “56% of aligned organizations met their revenue goals, and 19% beat their goals. But the habits and expectations of modern buyers have changed the Sales and Marketing Funnel and muddied the waters around the roles of each. Modern buyers are just better informed. The buyer is in control.

Lead Rank

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel

What is Intent Data? The Predictive Sales Trifecta

DiscoverOrg Sales

AUGUST 7, 2018

The average B2B buyer is 67% of the way through the buyer journey before they ever engage with a salesperson ( SiriusDecisions ). So, how do you intercept buyers in the early part of their journey? 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. Demand Gen Report, 2016). What is Intent data?

Intent Data

Intent Data Intent Data Lead Rank

What Tech Spending Trends in 2017 Predict for 2018

DiscoverOrg Sales

DECEMBER 13, 2017

By analyzing the biggest IT initiatives, spending trends, and pain points of IT buyers in 2016 and 2017, DiscoverOrg can make some solid predictions for the coming year. And with this foreknowledge in hand, sales professionals, marketers, and recruiters can start 2018 by helping buyers solve real, self-identified problems.

Trends

Trends Survey Wireless Data

Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

DiscoverOrg Sales

NOVEMBER 27, 2017

To identify your best-fit B2B customers, try an account-based approach: Identify your best customers : Look for patterns among attributes such as company location; buyer title, role, and department; or installed technologies. A Deep-Dive into Buyer Preferences – and the Implications for Salespeople. Find look-alike companies.

Lead Rank

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel

Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

DiscoverOrg Sales

NOVEMBER 27, 2017

To identify your best-fit B2B customers, try an account-based approach: Identify your best customers : Look for patterns among attributes such as company location; buyer title, role, and department; or installed technologies. A Deep-Dive into Buyer Preferences – and the Implications for Salespeople. Find look-alike companies.

Lead Rank

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel

Maslow’s Hierarchy for SDR Teams

DiscoverOrg Sales

NOVEMBER 29, 2016

A wrong hire at any time has the potential to have act as a virus and negatively impact various functions resulting in a domino effect of downward spirals. DiscoverOrg’s buyers are either sales or marketing professionals all with different lead generation targets and objectives.

Hiring

Hiring Lead Rank Scale Outbound

Alert Subscriptions – A Magic 8 Ball for Outbound Sales Development

DiscoverOrg Sales

SEPTEMBER 21, 2017

There’s something very sexy under the hood of DiscoverOrg, and it’s solving a quintessential outbound sales development problem: Knowing when to act. And you know other sales people are acting to solve their needs in your absence. A Deep-dive into Buyer Preferences – and the Implications for Salespeople. Marketing alerts.

Outbound

Outbound Hiring Account Campaigns

10 Must-Have Business Development Strategies for Staffing & Recruitment

DiscoverOrg Sales

SEPTEMBER 13, 2018

The average B2B buyer is 67% of the way through the buyer journey before they ever engage with a salesperson. Buyers are in that ‘homework phase’ of whittling down their list,” Bryerton says “And so you miss out on a lot of opportunities that you didn’t even know you were even in the game for!

Intent Data

Intent Data Strategy Hiring Marketo

10 Must-Have Business Development Strategies for Staffing & Recruitment

DiscoverOrg Sales

SEPTEMBER 13, 2018

The average B2B buyer is 67% of the way through the buyer journey before they ever engage with a salesperson. Buyers are in that ‘homework phase’ of whittling down their list,” Bryerton says “And so you miss out on a lot of opportunities that you didn’t even know you were even in the game for!

Intent Data

Intent Data Strategy Hiring Marketo

Sales Pro Central

DiscoverOrg Sales

Inside Scoop: Learning from Equifax – How Sales Can Act on (and Anticipate) a Data Breach

[STUDY] Bridging the Great B2B Vendor-Buyer Divide

Webinars

Trending Sources

Pitch Perfect: Selling to Legal Operations

Webinars

Growth Begins with Data—and Your Competitors Already Know It

Putting the Human Back in Sales Conversations

How to Use the Tech Stack to Displace Competitors

9 B2B Sales Closing Techniques You Can Use Today

9 B2B Sales Closing Techniques You Can Use Today

[STUDY] What Do B2B Buyers Want?

What is Intent Data? The Predictive Sales Trifecta

7 Quick Wins for Sales and Marketing Alignment

What is Intent Data? The Predictive Sales Trifecta

What Tech Spending Trends in 2017 Predict for 2018

Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

Maslow’s Hierarchy for SDR Teams

Alert Subscriptions – A Magic 8 Ball for Outbound Sales Development

10 Must-Have Business Development Strategies for Staffing & Recruitment

10 Must-Have Business Development Strategies for Staffing & Recruitment

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