DiscoverOrg Sales

MARCH 9, 2016

That’s why when our friends at Tinderbox were looking for some sales ops focused content for their blog, we nominated Jonathan Gregg, our new head of sales operations, to write a blog about his first 30 days on the job. In fact, check out the awesome blog they wrote for us, “ 6 Things Silently Killing Your SDR Function ”.

Sales Operations 120

Sales Operations How To Proposal Webinar Metrics 120

DiscoverOrg Sales

NOVEMBER 6, 2017

In our previous guest blog on “ Adventures in Account-Based Marketing ” ( original post from Terminus), I outlined the importance of taking a data-driven approach in your account-based marketing program and introduced a model I refer to as Fit + Intent + Engagement. Fit, intent, and engagement. Want to learn more?

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

DiscoverOrg Sales

MAY 6, 2016

If you want to dive in to staffing, giveaways and other on-site related items, our CEO Henry Schuck delivers 10 keys in his blog, “ Keys to Tradeshow ROI: 10 Strategies to Maximize Your Return.” It goes in-depth on the topics of targeting, promotion and cleaning up your lead data.

Trade Show 133

Trade Show Webinar Metrics Strategy Prospecting 133

DiscoverOrg Sales

APRIL 19, 2018

In this blog, you’ll learn how to create a sales territory plan in 3 steps: Identify buyer-centric market opportunities. But don’t forget about your sales territory plan. It’s a critical team effort to determine the best place to win. Calculate your Total Addressable Market (TAM). Expand with a Win/Loss SWOT.

Territories 181

Territories Outsourcing Services Ideal Customer Profile Buyer 181

DiscoverOrg Sales

MAY 6, 2016

If you want to dive in to staffing, giveaways and other on-site related items, our CEO Henry Schuck delivers 10 keys in his blog, “ Keys to Tradeshow ROI: 10 Strategies to Maximize Your Return.” It goes in-depth on the topics of targeting, promotion and cleaning up your lead data.

Trade Show 120

Trade Show Webinar Metrics Strategy Prospecting 120

DiscoverOrg Sales

APRIL 5, 2016

The corresponding interview with Mark Godley has been simultaneously posted on the HG Data Blog. ~~. Check out his interview on HG Data’s blog. We hope you find their responses insightful. Below are the interview answers provided by Henry Schuck. How did the DiscoverOrg / HG Data partnership come about?

Ideal Customer Profile 120

Ideal Customer Profile Data Account Based Marketing Marketo 120

DiscoverOrg Sales

FEBRUARY 19, 2018

Read the blog: “What’s the difference between cold email and SPAM?” ( Plenty.). Tellwise’s smart messaging tool – which integrates directly with DiscoverOrg – tracks emails to give sales reps with insight into open rates and engagement with attachments, as well as the ability to see when that activity is happening, in real-time.

Data 254

Data Lead Rank Lead Scoring Leads 254

DiscoverOrg Sales

MARCH 27, 2017

This post is an original piece from guest author, Brandon Redlinger, and first published on DiscoverOrg’s blog on 3/27/2017. To learn more about Account-Based Everything, follow the Engagio Blog , or pick up our Clear and Complete Guides to Account-Based Marketing and Sales Development at Engagio.com/guides.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

DiscoverOrg Sales

NOVEMBER 29, 2017

Skip our 7-part blog series and go straight our new ebook: The Power of Marketing and Sales Intelligence – 7 Ways to Fuel Faster Growth. Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes. In Part 1, we tackled data quality and management. This is part 3.

Marketing Qualified Lead 193

Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

DiscoverOrg Sales

AUGUST 10, 2016

” For additional tips and tricks to improve your cold calling efforts, check out our blog on preventing cold calling objections. Join Steve Bryerton 8/11 at 10 am PST for the webinar “Cold Call Objections: How to overcome the most common objections.” What tips for cold calling do you have?

Cold Calling 120

Cold Calling Objections Social Media Social Selling 120

DiscoverOrg Sales

AUGUST 29, 2017

This blog is more personal than business – it’s the story of how two companies pushed each other to be better, how that competition changed me as a leader, and why I couldn’t be more excited about our future. Yesterday, we announced to our employees and customers that DiscoverOrg has acquired RainKing.

Competition 251

Competition Hiring Enterprise Enterprise 251

DiscoverOrg Sales

DECEMBER 18, 2017

BLOG] The ABM Cookbook for Sales Teams: 5 recipes to keep Sales 100% focused on target accounts. Our internal teams at DiscoverOrg are focused on lead-to-demo conversion rate and pipeline numbers. Start the best journey with good data. A data-driven marketing plan strikes at the essence of Account-Based Marketing (ABM).

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

DiscoverOrg Sales

APRIL 16, 2019

In this blog, you’ll learn what it is – and how to: Find valuable connections you may not know you have. Nowhere is this more critical than in enterprise sales, where understanding an organization’s corporate hierarchy can illuminate the battlefield. The stakes are high – and your competitors know it.

Enterprise 120

Enterprise Enterprise B2B Data 120

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.

Cold Calling 159

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

DiscoverOrg Sales

NOVEMBER 13, 2017

You can also skip our 7-part blog series and go straight our new ebook: The Power of Marketing and Sales Intelligence – 7 Ways to Fuel Faster Growth. Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes. In Part 1, we took a deep dive into next-level data quality and management.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

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

JULY 25, 2016

The corresponding interview with Steven Broudy, Head of Account Development, Americas at Mulesoft, is posted on the Mulesoft’s blog. Below are the interview answers provided by David Sill, an authority on B2B sales and the SVP of Customer Success at DiscoverOrg.

Coaching 120

Coaching Sales Coaching Hiring Forecasting 120

DiscoverOrg Sales

JUNE 6, 2018

Review their skills, work history, and check out the blogs or networking groups they engage with. To see how a strong recruitment strategy is built, we talked to Brett Kindshuh, DiscoverOrg’s Director of Human Resources, who oversees the recruitment efforts of an organization that has grown 400% in the past 3 years.

Hiring 230

Hiring Networking Positioning Compensation 230

DiscoverOrg Sales

FEBRUARY 21, 2018

Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. BLOG] How to Use Sales Intelligence for Event Lead Generation. BLOG] Pre-Show: 4 Steps to Maximize Trade Show Lead Generation. BLOG] 21 Do’s and Don’ts to Master Trade Show Prospecting. Step 1: Set specific and measurable goals.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

DiscoverOrg Sales

MARCH 24, 2015

Plus, every time the sales rep has to go do some sort of research because the data is no good, they are going to see a clear opportunity for them to quit, go get coffee, go read a blog, go march around the office and complain about the leads. Give your team good data and allow them to feel that every minute is a minute well spent.

Hiring 120

Hiring Lead Gen Salary Ideal Customer Profile 120

DiscoverOrg Sales

MAY 23, 2018

Is someone who has read one of your blogs a “qualified lead”? How about if they read 10 blogs? What if they read one blog and attended a webinar? What about one blog, one webinar, and one ebook download? Other activities, such as reading a blog, should get a lower score. So let’s start there.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

DiscoverOrg Sales

NOVEMBER 27, 2017

BLOG] Read it: Matt, Kyle, and the Less-Traveled Road to Customer Satisfaction. Unlike B2C marketing, in the B2B world, not all the people who read your blog post or express interest in your product or service are a great fit. BLOG] Read it: How to Heat Up Cold Emails with Personalization. Target your best-fit prospects.

Lead Rank 196

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 196

DiscoverOrg Sales

NOVEMBER 27, 2017

BLOG] Read it: Matt, Kyle, and the Less-Traveled Road to Customer Satisfaction. Unlike B2C marketing, in the B2B world, not all the people who read your blog post or express interest in your product or service are a great fit. BLOG] Read it: How to Heat Up Cold Emails with Personalization. Target your best-fit prospects.

Lead Rank 133

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 133

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

DiscoverOrg Sales

FEBRUARY 5, 2016

If you’ve been keeping up with our blog, you might have seen the TOPO case study about Cloudera’s Account-Based Selling (ABS) approach. For starters, make sure to subscribe to any newsletters, blogs, and other publications distributed by the prospect itself. Your contacts will appreciate familiarity with their proprietary content.

Account 120

Account Case Study Study Collateral 120

DiscoverOrg Sales

AUGUST 28, 2018

We sifted through top blogs the best email subject lines of 2018, plus some fresh, real-life examples from our own SMEs – and pulled out the best of the best, so you don’t have to. Before you write another blog post, read this” Another one from Sumo that offers the reader information they didn’t have before. How-to content.

B2B 120

B2B Hubspot Marketo Account Based Marketing 120

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. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down. Ask five different sales enablement leaders, and you’ll likely get five different responses.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

DiscoverOrg Sales

AUGUST 28, 2018

We sifted through top blogs the best email subject lines of 2018, plus some fresh, real-life examples from our own SMEs – and pulled out the best of the best, so you don’t have to. Before you write another blog post, read this” Another one from Sumo that offers the reader information they didn’t have before. How-to content.

B2B 89

B2B Hubspot Marketo Account Based Marketing 89

DiscoverOrg Sales

MAY 8, 2018

Look for information that is publically available, such as a CEO’s quote in a press release, a blog post by a senior executive, a datasheet published by your prospect about their new product, news about their competitors – or any trigger events. The “5×5 Method” means finding 5 pieces of information in 5 minutes.

Cold Calling 241

Cold Calling Intent Data Prospecting Intent 241

DiscoverOrg Sales

MAY 5, 2017

We’re on a boat! Well, actually, it’s a fishing boat. We’ve got a captain, a crew, and a gigantic net – because we’re angling for the ultimate catch. We’re fishing for leads, thanks to the ultimate account-based everything team. Ultimate Catch: Your Guide to Account-Based Orchestration is a clever ebook from LeadMD.

eBook 133

eBook Account Based Marketing Pivotal Engineering 133

DiscoverOrg Sales

JANUARY 25, 2018

BLOG] Hiring SDRs? Tested tips + fresh strategy + thought leadership = Subscribe to our blog. Make sure they understand the goals, and people will drive to those goals for you – because they’re smart and think in unique ways. Hire the best ones, point them at the right goal, and they will hit it.

Scale 113

Scale Hiring Epiphany System 113

DiscoverOrg Sales

JUNE 26, 2017

A lot of sales organizations today have a sales communication strategy that looks something like a black hole. The organization works hard to get lead data, either from their own marketing team, an in-house list from sales, or elsewhere (This is the most economical way to research.)

Data 120

Data Closing Ideal Customer Profile Fashion 120

DiscoverOrg Sales

JULY 5, 2017

All content assets in all forms are available to you–videos, white papers, Skype conversations, personal notes, a blog post that someone wrote last year, an answer to a specific question, industry-relevant data. You’re not sending messages to personas, but to people – people with real names and real job titles.

Account 289

Account Campaigns Engineering Harvest 289

DiscoverOrg Sales

OCTOBER 27, 2016

As a newly hired sales rep, I began the way I did at every new company, spending the first several weeks typing furiously into a growing Excel spreadsheet. It wasn’t until after my own special brand of analysis, that I would begin full-on selling. I was always taught to plan my attack and then attack my plan.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

DiscoverOrg Sales

JULY 27, 2017

The speed and complexity of the modern marketplace is the domain of intellectual agility.

Inside Sales 145

Inside Sales Groups Face-to-face Buyer 145

DiscoverOrg Sales

NOVEMBER 2, 2017

or skip our 7-part blog series and go straight our new ebook: The Power of Marketing and Sales Intelligence – 7 Ways to Fuel Faster Growth. Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes. First, we’ll take a deep dive into next-level data quality and management. …

Data 133

Data Churn Hiring eBook 133

DiscoverOrg Sales

AUGUST 2, 2017

Read our blog: Want Better Lead Gen? There are countless articles, videos and snazzy infographics that point to an organization’s extreme competence, all of which can paint an impressive picture for your product. Get Sales and Marketing in Line.

Top of Funnel 175

Top of Funnel Marketing Lead Rank Hiring 175