DiscoverOrg Sales

MARCH 24, 2016

Unlike The Diplomat, who asks questions related to how your offer will benefit their team or work culture, The Logician is more interested in your actual features and benefits in relation to the problem they are attempting to fix. They will ask plenty of questions to unearth the facts they need to make a decision.

Prospecting 120

Prospecting Face-to-face Relationals Fashion 120

DiscoverOrg Sales

MARCH 9, 2016

It’s likely that you don’t enjoy the benefits of a long-standing sales operations team since 54 percent of sales ops departments are less than three years old. “Sales operations may very well be THE most important and unsung hero for sales teams big and small, inside and field, direct and channel.” Heinz Marketing.

Sales Operations 120

Sales Operations How To Proposal Webinar Metrics 120

DiscoverOrg Sales

DECEMBER 21, 2016

In fact, staying on top of the latest trends and thought leadership in the sales and marketing space not only benefits our internal teams but helps us support our customers. At DiscoverOrg, we are fortunate to sit on the front lines of advanced sales and marketing techniques because our product & market demands it.

Marketing 120

Marketing Trends Industry Sales 120

DiscoverOrg Sales

APRIL 7, 2017

Combing through social media for clues to contact information and calling wrong numbers consumes hours, and returns scant benefits: Burnout and high turnover are common among sales teams who have to question every phone number and email address. “Contact data is a very important priority to my clients,” he says.

Data 227

Data Social Media Ideal Customer Profile Twitter 227

DiscoverOrg Sales

MAY 27, 2016

This has several benefits. These were made available in a battlecard we encouraged (ok, required) everyone on the team to display where they would see it all day long, encouraging conformity in the way we strategically discuss accounts, calls, and opportunities.

Coaching 220

Coaching Webinar Metrics Forecasting Retention 220

DiscoverOrg Sales

APRIL 11, 2016

But a key characteristic of a good lead is that they have the potential to benefit from your solution – this characteristic is commonly known as “fit” – so the latter group, although interested, are bad fit leads. Some of them, however, may require a square widget.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

DiscoverOrg Sales

MAY 18, 2016

Once the SDR has defined an initial CPP, the AE may benefit from additional discovery to avoid engaging the prospect in a generic or stock demo. By creating a deeper understanding of a shared or universal pain across an organization, you build the alliance necessary to reach a buying decision. Conquer the Rush to Demo. Bridge the Success Gap.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Buyer Persona Top of Funnel 133

DiscoverOrg Sales

JANUARY 2, 2019

We’ve noticed a few factors that prevent companies from realizing the benefits of Intent Data: A lot of organizations struggle to make Intent Data operational. Intent Data is online behavior-based activity across the internet that links buyers and accounts to a solution, idea, or related topic.

Data 196

Data Intent Data Intent Customer 196

DiscoverOrg Sales

APRIL 11, 2019

When you’re trying to stand out in the crowded SaaS marketplace, features and benefits aren’t going to get buyer attention. The Tall Lady with the Iceberg is a great beach read for SaaS sellers: clever, logical, colorful – perfect for vacation! But you know it’s not just about standing out.

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

DiscoverOrg Sales

JANUARY 24, 2017

And sometimes, our points of contact are happy to intro us into other departments and functions that might similarly benefit from our offering. The takeaway here that my team is experiencing is consistent with that second point. Sure, we’re working existing Customer accounts.

Account 120

Account Account Based Marketing Customer Jigsaw 120

DiscoverOrg Sales

APRIL 25, 2017

And it’s not just sales that benefits. Technographic intelligence promotes new sales, upselling, and cross-selling opportunities. This type of information gives sales rep a vast advantage over competitors armed with a list of names and phone numbers. Account-based marketing can use sales intelligence for a new level of personalization.

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

DiscoverOrg Sales

MAY 1, 2019

Sales efficiency is an obvious benefit … but underneath the surface, there are other implications. If I’m on the phone for an hour, that’s the difference between getting 3 connections and conversations in an hour, and getting 12 connections or more.

Decision Maker 120

Decision Maker Meeting Scale Outbound Sales Team 120

DiscoverOrg Sales

JANUARY 22, 2019

I’ve looked at everything from Glassdoor employee ranges, how many people are on a company’s benefit plan, and of course, the employee count on LinkedIn. I’ve been optimizing DiscoverOrg’s process for gathering firmographic data since 2016. None of these numbers touch the level accuracy that we expect at DiscoverOrg.

Social Media 179

Social Media Media LinkedIn Data 179

DiscoverOrg Sales

OCTOBER 23, 2016

Teams looking to reach departments focused on human resources activities can now use DiscoverOrg’s HR Dataset to profile personnel in payroll, benefits, compliance, etc. Click To Tweet. The HR Dataset. This dataset targets a wide array of professionals with the understanding that no two departments are alike.

Tools 120

Tools Lead Rank Lead Scoring Scale 120

DiscoverOrg Sales

JULY 27, 2017

A long pause might indicate hesitation, in which case, a savvy salesperson might explain a benefit better, or offer a use case. Even the most poker-faced buyers offer contextual information about how they’re feeling.

Inside Sales 145

Inside Sales Groups Face-to-face Buyer 145

DiscoverOrg Sales

AUGUST 16, 2017

Are you happy with the way it {{main benefit}}?”. A few examples of CTA’s you can use: If you sell b2b software…. “Hi Hi {{FirstName}}, I noticed that you’re using {{competing software tool}}. Best, {{signature}}.

Conversion 186

Conversion How To Skype Film 186

DiscoverOrg Sales

OCTOBER 5, 2017

As you hone and evolve your sales practice, consider these three ways to quickly join the ranks of sales professionals who are seen as trusted advisors who bring benefit and ROI to their customers – based on a survey of 230 B2B buyers. Get the entire FREE study: 30 Ways to Get Inside the Mind of Your Target Buyer.

Vendor 145

Vendor Study Buyer B2B 145

DiscoverOrg Sales

MARCH 20, 2018

95% of all respondents find positive revenue gains when predictive indicators are present – and the most common benefit is higher conversion rates. Get the full study here. Over half of companies surveyed use data to formally score leads and accounts to assess fit, propensity to buy, or readiness to buy.

Ideal Customer Profile 69

Ideal Customer Profile Positioning Data Lead Rank 69

DiscoverOrg Sales

JUNE 21, 2017

However, we do know that there was some interest at this company: They raised their hand for a reason, and we believe that the company has a need, and they would benefit from our service. You can only put so much effort into it, right? So we don’t stop there.

Sales Qualified Lead 202

Sales Qualified Lead Lead Rank Lead Scoring B2B 202

DiscoverOrg Sales

APRIL 16, 2019

Start this process by looking at a corporate hierarchy map to determine which entities could benefit the most from your product or solution, and where the highest-annuity opportunities lie. This doesn’t mean ignoring some parts of the organization.

Enterprise 120

Enterprise Enterprise B2B Data 120

DiscoverOrg Sales

JUNE 8, 2016

Our goal is to create a product that, no matter the size of of a company’s workforce or the number of zeroes behind the dollar signs of annual revenue, removes the barriers to reach the people who could benefit from its product or service.

Penetration 120

Penetration Gatekeeper Data Face-to-face 120

DiscoverOrg Sales

SEPTEMBER 12, 2017

Other factors, such as respecting the time of a senior executive by being prepared (remember: talk benefits as well as features!), An accurate data-based Ideal Customer Profile (ICP) goes a long way toward helping a salesperson match their presentation to buyers’ expectations. Download the Persona Discovery Worksheet.

Buyer Persona 206

Buyer Persona Buyer Survey Ideal Customer Profile 206

DiscoverOrg Sales

SEPTEMBER 4, 2018

How important is X benefit?’” You might ask: ‘“What about reason X (where X is a differentiated part of your solution that you think they already value)? Is that a reason why you chose a higher number than I expected? ” Now it’s time to name their concerns: “It sounds like there are a lot of great reasons why we’re a great fit!

Closing 286

Closing B2B Decision Maker Discount 286

DiscoverOrg Sales

APRIL 17, 2019

At this point, I’m reading reviews, I’m considering the benefits and drawbacks of each machine, looking at prices… I’m just getting a feel for the market as a whole. Moreover, I want to know what the different types of sewing machines are – computerized versus mechanical, for example. The same is true for your B2B buyers.

Intent Data 120

Intent Data Intent Data Top of Funnel 120

DiscoverOrg Sales

NOVEMBER 13, 2017

If your prospect could benefit from a little more nurturing, marketing can send messaging or collateral that is on-point and relevant to whatever challenge the prospect faces. The decision maker and associated influencers. You know how to reach them. Their direct dial or email address. You know what to say.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

DiscoverOrg Sales

NOVEMBER 6, 2017

Most companies can benefit from creating a master pool of accounts in their databases that are fair game if they show the right intent and engagement signals, or if they come in through inbound. When you rely solely on inbound, your database likely represents only a fraction of your potential market. Fit is always the filter.

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

DiscoverOrg Sales

MARCH 2, 2016

They’re not out to get you or make your life more difficult, they want the same thing you want—to grow the business to something much larger—so give them the benefit of doubt when they’re asking questions or looking for more information. You and your investors are now on the same team ; they view it that way and so should you.

Hiring 120

Hiring Construction Meeting Report 120

DiscoverOrg Sales

JUNE 26, 2017

The right solution is an automatically updated CRM, which provides two significant benefits. When sales reps are doing administrative work, they aren’t communicating with customers and potentially closing deals. But updating notes and contact data in the CRM is critical.

Data 120

Data Closing Ideal Customer Profile Fashion 120

DiscoverOrg Sales

MARCH 3, 2017

Development of sales playbooks, competitive battle cards, quick reference guides, data sheets and other collateral articulating pain points addressed, cost of the status quo, features, benefits, differentiators, and ROI of your solution.

Hiring 120

Hiring Revenue Lead Rank Lead Scoring 120

DiscoverOrg Sales

NOVEMBER 27, 2018

So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level. It takes time: time to research a prospect’s priorities and pain points, their background, and hopefully time to find an opportunity to create a personal connection.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

DiscoverOrg Sales

SEPTEMBER 5, 2018

” Or, “What if my prospect doesn’t get the benefit that my service provides?” Don’t think of it as “What if I, as a seller, don’t get this deal?” ” Instead, look at it as, “What if my prospect doesn’t get my product?”

Video 120

Video Marketing Qualified Lead Lead Rank Top of Funnel 120

DiscoverOrg Sales

SEPTEMBER 5, 2018

” Or, “What if my prospect doesn’t get the benefit that my service provides?” Don’t think of it as “What if I, as a seller, don’t get this deal?” ” Instead, look at it as, “What if my prospect doesn’t get my product?”

Video 139

Video Marketing Qualified Lead Lead Rank Top of Funnel 139

DiscoverOrg Sales

JANUARY 22, 2018

With each email, I introduce another benefit. I’d love to walk you through our data/integration and show you how DiscoverOrg can solve any data problems you’re experiencing and increase your reps efficiencies without interfering with their workflow. In this case, integrations.

Prospecting 258

Prospecting Decision Maker Data Ideal Customer Profile 258

DiscoverOrg Sales

SEPTEMBER 4, 2018

How important is X benefit?” You might ask: “What about reason X (where X is a differentiated part of your solution that you think they already value)? Is that a reason why you chose a higher number than I expected? ” Question 3: Explore concerns. But you didn’t give me a 10 – why not?”.

Closing 120

Closing B2B Decision Maker Scale 120

DiscoverOrg Sales

JUNE 6, 2017

Instead of cramming features and benefits down someone’s throat, take a moment to connect with your prospect on a (virtually) human level: Find something they value, something you have in common – or even something you don’t have in common. Plus, see actual cold email exchanges that resulted in me scheduling a demo.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

DiscoverOrg Sales

MAY 30, 2017

Simply put, value is the financial benefit that you get in excess of the price that you pay for a solution. Value is the financial benefit. Step 2: Show the benefit of your solution. Sales teams need to spend more time focused on the actual benefit, the “so what” of the dual plug, and what it actually provides.

Lead Rank 163

Lead Rank Lead Scoring Video Case Study 163

DiscoverOrg Sales

JANUARY 29, 2018

In layman’s terms B2B companies are offering goods and services to companies, not the data subjects AT those companies – their products and services are for the benefit of the company, not the consumer (data subject) – think of this as the difference between selling a vacation cruise to a person over the phone or email vs. selling (..)

Data 215

Data Marketing Ideal Customer Profile B2B 215