DiscoverOrg Sales

SEPTEMBER 12, 2017

First, the bad news: Most B2B buyers don’t trust salespeople. These 30 findings from our extensive study tell salespeople exactly what to do to change this dynamic, and how to win back the respect and partnership the B2B sales-buyer relationship needs to be mutually successful. 1: Buyers rate 2/3 of B2B salespeople as average or poor.

Buyer Persona 206

Buyer Persona Buyer Survey Ideal Customer Profile 206

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. In B2B sales, it’s time. Insurance.

Company 156

Company Prospecting Oracle Transportation 156

DiscoverOrg Sales

JANUARY 8, 2019

Here’s what shook up the B2B data world in 2018 – and what I think that means for our industry in 2019. Learn how to use Intent data (without creeping out your prospects) to get started down this path. The post A Look Back and Ahead at the Evolution of B2B Data: Year in Review appeared first on DiscoverOrg.

Data 149

Data B2B Intent Data Intent 149

DiscoverOrg Sales

SEPTEMBER 4, 2018

The sales professional tells their prospect that after all of their discussion, even though they had initially appeared to be a great fit, the salesperson might have misread and seem to be speaking two different languages. “If If you’ve done your job well, the prospect knows they are a good fit. I thought it would be lower.

Closing 120

Closing B2B Decision Maker Scale 120

DiscoverOrg Sales

FEBRUARY 21, 2017

No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Have you ever noticed that there are spikes in the number of prospecting emails you receive when: You change jobs? The Most Prospected To Companies” By State During the 2nd Half of 2016. Not at all.

Company 161

Company Prospecting Direct Mail Hiring 161

DiscoverOrg Sales

JANUARY 2, 2019

B2B big data wasn’t quite there. We expect major gains in the sophistication – and volume – of B2B data in 2019. B2B big data is big business. But this wave of B2B data raises other questions too. Prediction #2: B2B Intent Data will (start to) go mainstream. BIG business. Privacy regulations like GDPR

Data 196

Data Intent Data Intent Customer 196

DiscoverOrg Sales

MARCH 24, 2016

However, it’s important to remember that every lead you prospect to also has a unique personality and communication style, and it’s essential to quickly match up “vibes” if you want to start building trust. By picking up on subtle cues and discovering who you’re prospecting to from the start, you can do exactly that. The Diplomat.

Prospecting 120

Prospecting Face-to-face Relationals Fashion 120

DiscoverOrg Sales

MAY 5, 2016

If IT departments are your prospecting focus, it might be valuable to know where the CIO you’re targeting falls in the Fortune 500 range of compensation – to gauge seniority, the value placed on security initiatives, and related budget. Gain insight into your most sought-after CIO prospect Request your intelligence report today!

Prospecting 120

Prospecting Salary Compensation Report 120

DiscoverOrg Sales

MAY 6, 2016

See How An Org Chart Can Help You Know Your Prospect (KYP) Sample Our Data! .” Even if you walk away and only implement two or three of these strategies, you are sure to gain not only efficiency but a much bigger ROI.

Trade Show 133

Trade Show Webinar Metrics Strategy Prospecting 133

DiscoverOrg Sales

NOVEMBER 27, 2018

They’re a critical part of personalized prospecting and account-based strategy. A “BASHO email” is a fancy-pants name for a very personalized B2B email , usually addressed to a decision maker at a high-value account. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

DiscoverOrg Sales

DECEMBER 27, 2017

VIDEO] How to Get 30% Response Rates with Prospecting Emails. If you spend a lot of time thinking about how to give that prospecting email a fresh spin, we’re right there with you. We’ve got the prospecting email down to a science. SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer.

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

DiscoverOrg Sales

MAY 6, 2016

See How An Org Chart Can Help You Know Your Prospect (KYP) Sample Our Data! .” Even if you walk away and only implement two or three of these strategies, you are sure to gain not only efficiency but a much bigger ROI.

Trade Show 120

Trade Show Webinar Metrics Strategy Prospecting 120

DiscoverOrg Sales

JANUARY 29, 2018

We think the GDPR, based on its plain language, does not apply to B2B marketing under this test, because the offer is to the employer, not the employee. So, if you are simply processing business contact data and using it to reach out to prospects, that would not appear to constitute monitoring. Data is at the heart of prospecting.

Data 215

Data Marketing Ideal Customer Profile B2B 215

DiscoverOrg Sales

FEBRUARY 19, 2018

You see, Tellwise offers a sales acceleration tool with a robust set of capabilities for interacting with prospects, and tracking those interactions. From there, sales reps can instantly call or IM the prospect to answer questions and deepen the relationship. fewer bounces than the typical B2B sales email campaign.

Data 254

Data Lead Rank Lead Scoring Leads 254

DiscoverOrg Sales

FEBRUARY 13, 2019

We’ve bucketed B2B data into 4 categories: Firmographic data (Marketing’s favorite). This information may be found using a combination of prospect websites, social profiles, public financial documents, and press releases. send direct mailers to prospects or customers. Location data (Marketing loves). NAICS code.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

DiscoverOrg Sales

DECEMBER 18, 2017

B2B buyers research solutions months before buying. According to Salesforce, 94% of B2B buyers conduct online research at some point in the buying process. To further align the marketing and sales departments: Include some overlap in the Key Performance Indicators for organization-wide prospecting efforts.

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

DiscoverOrg Sales

JUNE 8, 2017

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. But many B2B firms can’t afford all the bells and whistles of a comprehensive sales enablement function. How to market to prospects with open sales opportunities. Marketing-generated demand.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

DiscoverOrg Sales

NOVEMBER 13, 2017

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business. You can then have a deliberate, thoughtful approach to prospecting into those accounts and contacts. When and where your prospect wants to buy.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

DiscoverOrg Sales

JUNE 19, 2018

To improve quality of marketing leads, here are three key pieces of information sales must share with the marketing team: Raw feedback from customers and prospects. Sales professionals have access – in between your cold calls and rejections – to priceless data that other teams do not: raw feedback from real life prospects.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

DiscoverOrg Sales

NOVEMBER 9, 2016

Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects? Access to high-quality contact data, market trends, and emerging predictive analytics tools allow for rapid segmentation of high-quality accounts and prospects. Get the prospect out of their own way.

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

DiscoverOrg Sales

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. He is perhaps best known for his work creating large-scale online communities such as the B2B Technology Marketing Community on LinkedIn with over 97,000 followers across the world (at the time of this publication).

Scale 120

Scale B2B Trends Lead Rank 120

DiscoverOrg Sales

JULY 3, 2018

Revive Cold, Dead Prospects. Here are a few ideas to build pipeline with once-and-future prospects: 1. Nurture closed-dead B2B sales opportunities. Engage Live, Active Prospects. Work backwards, starting with awareness: Your prospect needs to know who you are. Your prospect is in this bubble.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

DiscoverOrg Sales

FEBRUARY 7, 2018

Which data points – individually, or together in a “secret sauce” – predict buying behavior in B2B customers? One of our account executives recently reviewed some numbers with a prospective customer, who wanted to compare costs. If you know which prospects are most likely to buy, you can get the first seat at the table.

Intent 145

Intent Data Opportunity Intent Data 145

DiscoverOrg Sales

FEBRUARY 26, 2019

of B2B emails decay each month , even in a perfect world. While email is no longer the ‘hero tactic’ for many B2B campaigns, companies need to know that the addresses they’re using are accurate. Are your emails engaging enough that prospects click through? com) you’ll get a hard bounce. It has to be valuable.”.

Data 120

Data CRM Lead Rank Lead Scoring 120

DiscoverOrg Sales

JANUARY 29, 2019

Own win rate increases by 300% when we know key parts of a prospect’s technology stack. If your offering integrates with your prospect’s tech stack, it’s not a matter of whether a prospect can use a solution like yours: They can, and they do. Don’t creep out your prospects by acting like a stalker. Notice a trend?).

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

DiscoverOrg Sales

APRIL 17, 2019

The same is true for your B2B buyers. As a B2B seller, if you can get your message out and drive awareness of your brand, you can get ahead of these preconceived notions by tapping into this phase of the buyer’s journey. Decisions aren’t made in a vacuum – not usually in B2C, and definitely not in B2B.

Intent Data 120

Intent Data Intent Data Top of Funnel 120

DiscoverOrg Sales

AUGUST 16, 2017

Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email. IMPORTANT: Be upfront about your intentions with your prospects. A few examples of CTA’s you can use: If you sell b2b software…. “Hi Marketing VPs. Industry influencers. HR directors.

Conversion 186

Conversion How To Skype Film 186

DiscoverOrg Sales

FEBRUARY 12, 2016

The Shell: Holding the Prospecting Relationship Together. The message I am presenting about myself (or my company and its product) and understanding of my audience (or my prospect) is represented in the packaging of my taco, aka the shell, which will ultimately reveal the tasty filling inside. Mmmm…delicious filling.

Hiring 120

Hiring Decision Maker Sales Cycle Vendor 120

DiscoverOrg Sales

MARCH 29, 2018

There’s a lot of confusion and anxiety surrounding the upcoming General Data Protection Regulations (GDPR), which goes into effect May 25, 2018, l eaving a lot of people wondering how it impacts them as a B2B marketer. In other words, we think you are not limited to “opt in” contact data for B2B marketing under the GDPR.

Marketing 198

Marketing Outbound Government Data 198

DiscoverOrg Sales

APRIL 11, 2019

You’ll learn best practices for scheduling demos, how to engage prospects and give killer demos, startup-specific demo tips, and of course, the 7 Deadly Sins of Demoing. 5 Keys Sales Must Use to Get in the Door with B2B Buyers. Product Demos That Sell by Close.io How to Use Buying Signals to Time Sales Outreach.

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

DiscoverOrg Sales

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. Moreover, 72% of SDR teams are moving to an account-based approach of targeting prospects. Below is a preview of the first three modules.

Top of Funnel 120

Top of Funnel Scale Decision Maker Enterprise 120

DiscoverOrg Sales

NOVEMBER 6, 2018

So does the CHRO look for in a B2B technology buy? As with all B2B buyers, the CHRO listens to their customers – in this case, that’s company employees. Sales and marketing professionals should take this to heart: Research the values of your HR prospect and their company – and make sure your messaging speaks to that.

Resources 224

Resources Decision Maker Compensation Vendor 224

DiscoverOrg Sales

OCTOBER 23, 2016

Now a standard feature in the DiscoverOrg platform, DealPredict enables customers to enter criteria for their ideal prospects, which DealPredict’s algorithms then predictively rank target accounts and contacts by. DealPredict organizes prospective companies, and target buyers within those companies, on a scale of 0-5 stars.

Tools 120

Tools Lead Rank Lead Scoring Scale 120

DiscoverOrg Sales

OCTOBER 3, 2018

Engagio is a B2B SaaS software company focused on helping marketers and salespeople drive the best business value for their company. PRO TIP – What this means for salespeople: Use the terminology of sales prospecting -like building pipeline, meeting revenue goals – when prospecting to the CMO.

Marketing 193

Marketing Intent Data Face-to-face Webinar Metrics 193

DiscoverOrg Sales

JULY 10, 2018

shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is wrestling internally – hoping you can make them feel good. “We Validate your prospect’s concern. Here are some common scenarios : PROSPECT: “I’m worried that your product is more software than we need, and -”.

Objections 243

Objections Buyer Persona Study Decision Maker 243

DiscoverOrg Sales

JUNE 6, 2017

Much like my mom’s BMW, I use personalized emails to catch the attention of my most important prospects. Either I get responses from someone who forwarded my email, or the prospect who received the email responds themselves. So what situations are appropriate for this type of prospecting? When your prospect is a decision maker.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

DiscoverOrg Sales

APRIL 12, 2017

It’s easy to see the correlation between data accuracy and sales efforts: If phone numbers are correct and link sales reps directly to their buyers, they can spend more time talking to likely prospects at the other end of the line, rather than shaking down a phone tree of gatekeepers. Setting up the A/B data test.

Data 222

Data Scale ROI Gatekeeper 222