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 133

Buyer Persona Buyer Government Buying Cycle 133

DiscoverOrg Sales

DECEMBER 18, 2017

Buyers control the journey. First, marketers must understand and accept that buyers control the journey to your product. B2B buyers research solutions months before buying. According to Salesforce, 94% of B2B buyers conduct online research at some point in the buying process. Develop a better buyer persona.

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

DiscoverOrg Sales

JUNE 19, 2018

Buyer personas. Shape buyer personas. Your marketing team will never nail their messaging if they’re directing their efforts at the wrong types of buyers. Understanding changes and trends of buyers in your industry is important for marketing to target the right people, to pass over the right leads.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

DiscoverOrg Sales

JULY 3, 2018

We’ve found that a lot of sales organizations are still waiting until buyers are most of the way through the funnel to engage with them. Buyers are already mid-way through their buying process before they ever engage with a salesperson. Buyers are already mid-way through their buying process before they ever engage with a salesperson.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

DiscoverOrg Sales

APRIL 11, 2019

But for buyers who may not be as comfortable or familiar with a cloud-based environment, sales skills and SaaS knowledge are a perfect combination. Agility is a critical skill for modern sellers: Cloud-based products are constantly evolving, the pain points and buyers are changing. Watch it: 8 TED Talks All Salespeople Must Watch.

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

DiscoverOrg Sales

JANUARY 31, 2019

The result: You won’t have a handle on the facts, and your assumptions about your buyer, their company, or deal-making in general are very real barriers to closing the deal. Also not fake news: 70% buyers prefer NOT to be challenged by new ways of thinking. A little counter-intuitive, no? Examine the context. Check your biases.

Data 133

Data Hiring Vendor Face-to-face 133

DiscoverOrg Sales

DECEMBER 27, 2017

SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer. Martin for two buyer persona studies: Just 18% of buyers trust and respect salespeople. For the complete study, download The B2B Buyer Persona here. STUDY] What Do B2B Buyers Want? 8 TED Talks All Salespeople Should Watch.

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

DiscoverOrg Sales

SEPTEMBER 26, 2017

Historically, we’ve been no exception (especially before we had datasets that covered our target buyers, sales and marketing departments). It’s no secret that many companies aren’t poster children for practicing what they preach and “eating their own dog food.”

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

DiscoverOrg Sales

JULY 25, 2017

Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process. Insights from this study include: Which elements do buyers want to see on vendor websites? Read Part 1: What Do B2B Buyers Want?

Study 120

Study Buyer Decision Maker Vendor 120

DiscoverOrg Sales

JULY 10, 2018

Hit these 5 points when you get an objection – and add a little groove to your game , disarm your buyers, and have more productive sales conversations. Here are a few questions I would make sure you get answered…” Up your game: 30 Ways to Get Inside the Mind of Your Target Buyer. A Buyer Persona Study by Steve W.

Objections 243

Objections Buyer Persona Study Decision Maker 243

DiscoverOrg Sales

MARCH 3, 2017

Knowledge of buyers. Sales teams that were rated as “Weak” or “Very Weak” in prospecting skills, storytelling, tech savvy, and knowledge of products & buyers experienced lower than the median revenue growth. Weak Knowledge of Products and Buyers. Competence. Delivering product demos. Discipline. Experience. Sales Skill.

Hiring 120

Hiring Revenue Lead Rank Lead Scoring 120

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 120

Data Lead Rank Decision Maker Account Based Marketing 120

DiscoverOrg Sales

NOVEMBER 14, 2018

The company-level ICP is often confused with the Buyer Persona , which is focused on qualities of the individual buyer.). You might notice that they are concentrated in a particular region of the country, a certain industry, a similar size, or involve a specific buyer. Who are your best companies and individual buyers?

Ideal Customer Profile 150

Ideal Customer Profile Lead Rank Lead Scoring Customer 150

DiscoverOrg Sales

JANUARY 2, 2019

Intent Data is online behavior-based activity across the internet that links buyers and accounts to a solution, idea, or related topic. In an era of self-directed research, according to SiriusDecisions, the average B2B buyer is 67% of the way through the buyer journey before they ever engage with a salesperson.

Data 196

Data Intent Data Intent Customer 196

DiscoverOrg Sales

FEBRUARY 13, 2019

If a C-level or VP level individual is your buyer, they are likely a very highly prospected individual: Getting their attention can be tough. If you manage to engage your buyer, they will often refer the opportunity down to user buyers, coaches, influences, or technical buyers for review.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

DiscoverOrg Sales

MAY 18, 2016

Craig Rosenberg, Chief Analyst with TOPO, a research, advisory, and consulting firm, shared three key ways on how buyer-centric teams succeed: A clearly mapped out sales engagement strategy. Develop a matrix that outlines five levels of pain for every organization you interact with, based on your buyer persona. Conclusion.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

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 206

Study Buyer B2B Vendor 206

DiscoverOrg Sales

DECEMBER 11, 2017

Your potential candidates (buyers) are now actively seeking jobs and considering options. Get our free ebook: Why Didn’t They Buy: A Deep-Dive into Buyer Preferences. Take a deep dive into buyer preferences - and the implications for salespeople. Download the Full Buyer Persona Study. Try harder. Consideration.

Hiring 235

Hiring Face-to-face Promotion Retail 235

DiscoverOrg Sales

MAY 7, 2015

The author, Andy Hoar, outlines the following as major contributors to this demise: B2B buyer preferences have fundamentally shifted from speaking with a sales rep 1-on-1 to a self-education ecommerce type model for purchasing. Buyers are consistently inundated with products, technologies and solutions.

Lead Rank 120

Lead Rank B2B Education Research 120

DiscoverOrg Sales

JULY 15, 2016

As sales and marketing professionals, how well do we motivate our buyers to change by appealing to both their rational and emotional brains? Most sales and marketing directors that I speak with note that the number one gap in their teams’ skill sets is their lack of ability to tell stories and authentically connect with their buyers.

Marketing 120

Marketing Case Study Motivation Buyer 120

DiscoverOrg Sales

JULY 27, 2017

A Deep-Dive into Buyer Preferences – and the Implications for Salespeople”. Buyers are starving for authentic human interaction. Even the most poker-faced buyers offer contextual information about how they’re feeling. Your own and those of others. Read our free study: “Why Didn’t They Buy?

Inside Sales 145

Inside Sales Groups Face-to-face Buyer 145

DiscoverOrg Sales

FEBRUARY 21, 2017

DiscoverOrg customers leverage our platform to identify the right time to prospect based on trigger events such as these, and they leverage our verified org charts, direct dials, and email addresses to connect with the right buyers within their target companies. The Most Prospected To Companies” By State During the 2nd Half of 2016.

Company 161

Company Prospecting Direct Mail Hiring 161

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. A Deep-Dive into Buyer Preferences – and the Implications for Salespeople. Download the Full Buyer Persona Study. Spending initiatives.

ACT 120

ACT Data Hiring Decision Maker 120

DiscoverOrg Sales

APRIL 25, 2017

It should reduce time spent prospecting; offer sales development reps (SDRs) an opportunity for smart expansion into new markets; let sales reps identify the 3% of any industry’s target accounts that are active buyers … and a whole lot more. How have existing clients historically used your sales intelligence to predict buyer intentions?

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

DiscoverOrg Sales

MARCH 8, 2017

Vendors vow you’ll have direct access to hundreds of buyers (if not thousands) for cheap. Potential buyers have long since made deals. Our data is verified by trained professionals to ensure that every data point our clients receive provides a legitimate and efficient link to strategic buyers. Contact DiscoverOrg.

Campaigns 235

Campaigns Email Marketing Top of Funnel Vendor 235

DiscoverOrg Sales

NOVEMBER 13, 2017

You’ll get different answers from different people across the team, because the idea of a “target buyer” is inconsistent, nebulous, and often based on hunches and feelings – not data. The ICP can generally refer to both: What does the ideal company – and the ideal buyer – look like? See the process in action!

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

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.

Data 222

Data Scale ROI Gatekeeper 222

DiscoverOrg Sales

MAY 16, 2017

When we get to the end of the demo, more often than not we haven’t been dealing with the key decision maker, or the ultimate buyer of our solution. How do we create the sense of urgency moving forward? We need to figure out how do we create that sense of urgency and get them to introduce us to their boss, get their boss on the call.

Video 154

Video Decision Maker Outbound eBook 154

DiscoverOrg Sales

OCTOBER 23, 2016

DealPredict organizes prospective companies, and target buyers within those companies, on a scale of 0-5 stars. The scale allows Sales and Marketing professionals to prioritize leads and opportunities at-a-glance based on demographics, firmographics, and buyer signals.

Tools 120

Tools Lead Rank Lead Scoring Scale 120

DiscoverOrg Sales

NOVEMBER 6, 2017

With an account-based approach, you already know who is likely to buy and who has the highest value, so you can select your tactics, proactively engage, and efficiently progress your target accounts and target buyers through their buying journeys. Learn about DiscoverOrg’s predictive scoring model – and predictive buying Triggers.).

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

DiscoverOrg Sales

JANUARY 23, 2019

In an account-based world – and really any software buying committee – you typically have eight to ten buyers out there. Buyer intent as a sales engagement trigger. Prioritize sales outreach with buyer intent. Buyer Intent data to trigger sales engagement. But you also need to start thinking about personas.

Account Based Marketing 120

Account Based Marketing Intent Ideal Customer Profile Account 120

DiscoverOrg Sales

DECEMBER 11, 2017

Your potential candidates (buyers) are now actively seeking jobs and considering options. Get our free ebook: Why Didn’t They Buy: A Deep-Dive into Buyer Preferences. Take a deep dive into buyer preferences - and the implications for salespeople. Download the Full Buyer Persona Study. Try harder. Consideration.

Hiring 120

Hiring Face-to-face Promotion Retail 120

DiscoverOrg Sales

JANUARY 3, 2018

Since Marketing holds an increasing part of a company’s budget (especially for technology investments), we wanted to sell more to Marketing buyers, and we wanted them to be more involved in the deals. Following SKO, we had a higher win rate and a higher deal size for marketing buyers, and I think we can credit SKO for that.

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202

DiscoverOrg Sales

NOVEMBER 6, 2018

While vendors might think that every buyer is gunning for the latest, greatest, and most advanced technology, that’s not the case when selling to the HR department. As with all B2B buyers, the CHRO listens to their customers – in this case, that’s company employees. Cutting-edge mobile tech? …Not necessarily.

Resources 224

Resources Decision Maker Compensation Vendor 224

DiscoverOrg Sales

DECEMBER 4, 2017

Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer. This means that, in total, 44% of businesses have not aligned their sales processes to the customer journey in any meaningful way. When it comes to focusing efforts, this should be a top priority. Streamlining the sales process.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

DiscoverOrg Sales

NOVEMBER 17, 2016

Another big change driving tech adoption is the balance of power shifting to the buyer who is now in control of the buying cycle, making it more complex from the seller’s perspective.

Scale 120

Scale B2B Trends Lead Rank 120

DiscoverOrg Sales

AUGUST 29, 2018

Let’s think about our buyers today: They are getting emails, they’re getting calls, they’re getting text messages. You want to bridge the gap between the buyer and the seller; one good example of a way to do that is talk about a project that’s going on. DON’T leave a long voicemail.

Cold Calling 159

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