DiscoverOrg Sales

JUNE 13, 2018

What if they attended a webinar, or download an ebook? Beyond website visits, we also score based on actions like email opens, content downloads, webinar registrations. My SDRs need to have confidence that the leads they get passed are going to be good fits, so that they get worked as quickly as possible. Warm lead qualification.

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

DiscoverOrg Sales

AUGUST 1, 2019

This lets the inbound team focus quickly wherever they’re needed – such as leads from an event, inbound leads from a webinar, etc. Inbound SDRs should round-robin leads across all teams, as needed.

Video 136

Video Outbound Inbound Hiring 136

DiscoverOrg Sales

MARCH 9, 2016

Register for the Webinar, Presenteded by Jonathan Gregg, Today! Then we are more than happy to introduce these sales productivity pros who specialize in making online presentations easy, integrated online proposal generation, contract management, and related analytics & alerts. Want to Know Which Metrics Matter to Sales Ops?

Sales Operations 120

Sales Operations How To Proposal Webinar Metrics 120

DiscoverOrg Sales

FEBRUARY 21, 2019

Add 1-2 new channels to experiment with – e.g., content syndication, targeted advertising, or webinars – then test and refine quickly. Get attribution in place to learn which channels have the best conversion rates. Quick wins are no substitute for long-term vision.

ROI 171

ROI Survey Webinar Metrics Channels 171

DiscoverOrg Sales

MARCH 27, 2017

Both are important to the growth of a B2B business, but they do very different things and require different processes and skills. Marketing is hosting a webinar for customers, where the CS team is helping drive registration of their accounts to attend. Now, we’re in the middle of rolling it out to customers and open opportunities.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

DiscoverOrg Sales

DECEMBER 18, 2018

Sales and marketers who have this insider knowledge can quickly reach out to help with helpful solutions – landing opportunities and sales before an RFP goes out, before a prospect downloads a whitepaper or attends a webinar … and long before competing sales teams even know an opportunity exists. In B2B sales, it’s time.

Company 156

Company Prospecting Oracle Transportation 156

DiscoverOrg Sales

AUGUST 10, 2016

Join Steve Bryerton 8/11 at 10 am PST for the webinar “Cold Call Objections: How to overcome the most common objections.” This ongoing feedback also allows you to tailor your responses and better steer the conversation. . Looking for more tips to improve cold-calling?

Cold Calling 120

Cold Calling Objections Social Media Social Selling 120

DiscoverOrg Sales

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. Before we get into specific alignment plays, let’s offer some context: Why is B2B sales and marketing alignment so important now? Wait, why is B2B sales and marketing alignment so important? Rolls eyes.]

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

DiscoverOrg Sales

AUGUST 31, 2017

Watch now: On-demand webinar – Purposeful Voicemails. While voicemail alone does not yield callbacks, it has the ability to increase response rates by over 11% when paired properly with targeted emails, according to TOPO’s Sales Best Practices: Voicemail Builder report. Cold-call voicemail script templates.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

DiscoverOrg Sales

AUGUST 29, 2018

As always, there’s a ton of resources on the website, including blogs, webinars, white papers, and a lot more Whiteboard Wednesdays to come. This concludes another Whiteboard Wednesday from DiscoverOrg. Now go out there and leave some voicemails! Get the Ultimate Guide for Turning Cold Calls Into Warm Leads. Get the eBook.

Cold Calling 159

Cold Calling Video Call-back Face-to-face 159

DiscoverOrg Sales

AUGUST 29, 2018

As always, there’s a ton of resources on the website, including blogs, webinars, white papers, and a lot more Whiteboard Wednesdays to come. This concludes another Whiteboard Wednesday from DiscoverOrg. Now go out there and leave some voicemails!

Cold Calling 120

Cold Calling Video Call-back Face-to-face 120

DiscoverOrg Sales

JANUARY 3, 2018

WEBINAR] How to Overcome the Most Common Cold-Call Objections. If you’re putting on the DiscoverOrg jersey every day, you shouldn’t get too comfortable. No one should be comfortable. Comfort zones are deadly.”. Of course, the swag and prizes that are given out liberally over the course of the weekend don’t hurt.

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202

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 ). Identifying and acting on Intent data from B2B buyers represents a huge opportunity for forward-thinking companies. Attendance of webinars. B2B buyers – they’re just like the rest of us!).

Intent Data 313

Intent Data Intent Data Lead Rank 313

DiscoverOrg Sales

FEBRUARY 6, 2019

Accurate org charts are a goldmine for B2B sellers, because they display relationships between stakeholders, reporting structure, and job titles. Check out our on-demand webinar: How to Leverage Gatekeepers to Reach Decision-makers. Wait – what are org charts? Org charts are a visual way to represent a company’s hierarchy.

Decision Maker 29

Decision Maker Video Outbound Influencer 29

DiscoverOrg Sales

OCTOBER 17, 2017

SalesFolk, a trusted outbound email company , is considered an expert on outbound email for 500+ B2B sales and marketing teams – and pride themselves on outbound email campaigns with open rates that reached above 82% on certain templates. ZoomInfo had been SalesFolk’s data provider for years. SalesFolk was considering a change.

Case Study 145

Case Study Study Data Outbound 145

DiscoverOrg Sales

FEBRUARY 21, 2018

On-demand Webinar: How to Maximize Your Trade Show ROI. As DisoverOrg’s VP of Sales, I lead our popular Trade Show ROI webinar. Watch Steve’s webinar to learn: Outbound marketing strategies. Track referrals. Connect with prospects in the moment. Take notes in between conversations. Respect everyone’s space.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

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 ). Identifying and acting on Intent data from B2B buyers represents a huge opportunity for forward-thinking companies. Attendance of webinars. B2B buyers – they’re just like the rest of us!).

Intent Data 120

Intent Data Intent Data Lead Rank 120

DiscoverOrg Sales

SEPTEMBER 12, 2016

Check Out Webinar Topics Like This & More Visit Our Webinar Calendar. “All value is perceived value,” he says. It’s a familiar concept but one that’s frequently forgotten. An important reminder for both sales and marketing folks. Get inspired here.

Scale 120

Scale Advertising Advertising Webinar Metrics 120

DiscoverOrg Sales

JANUARY 6, 2017

As a result we’ve switched from a “one-and-done” webinar training to continuous learning, with ~8,000 training activities being completed each month. Beginning with the creation of a dedicated Learning & Development team in late 2015, last year the team: added in-app training. created the DiscoverOrg online learning portal.

Margin 120

Margin Marketo Ideal Customer Profile SalesForce 120

DiscoverOrg Sales

JUNE 15, 2018

WEBINAR: C old-Call Objections: How to Overcome the Most Common Objections. So we did the only thing we knew: We picked up the phone, and we called prospects. Guess what? It was hard. There was a lot of rejection. There were days when we all wanted to hang up and quit. I’m better than this anyway.

Outbound 120

Outbound Cold Calling Webinar Metrics Revelation 120

DiscoverOrg Sales

APRIL 23, 2019

Watch the on-demand webinar: 6 Steps to DOUBLE lead generation at your next trade show. (Grab our infographic for ideas!). Take advantage of the lead-generation skills of your marketing department, plan clear lead goals in advance – and watch your pipeline grow!

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

DiscoverOrg Sales

FEBRUARY 14, 2018

Watch the webinar: Maximizing Your Trade Show ROI. PRO TIP : Create a list using the primary industry audience of the trade show within a 50-mile radius. Jake uses DiscoverOrg to generate this list and see who might be in attendance. He often contacts individuals ahead of time. Get a map of the event.

Trade Show 193

Trade Show Prospecting Face-to-face Decision Maker 193

DiscoverOrg Sales

SEPTEMBER 19, 2017

Check out our on-demand webinar: How to Build an ABM Strategy in 7 Days Without Going Tech Crazy. You could easily spend months doing an in-depth statistical analysis of thousands of data points; but that might actually hamstring your efforts. Find lookalike companies.

Account Based Marketing 230

Account Based Marketing Ideal Customer Profile Webinar Metrics Direct Mail 230

DiscoverOrg Sales

SEPTEMBER 28, 2017

Join the on-demand webinar: Why Didn’t They Buy? Prepare key messages, review issues with your guests, and then let them talk, talk, talk: About problems they used to face before ABM; about the way they implement their process; about their do’s and don’ts; about their initial results and next milestones … Your sales team will love it.

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237