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. Does the provider have any client success stories in your industry?

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

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.). Then build it out with more data points relevant to your activities and industry. Who are your best companies and individual buyers? Are they in a similar industry? Then, look for patterns.

Ideal Customer Profile 150

Ideal Customer Profile Lead Rank Lead Scoring Customer 150

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

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

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

APRIL 17, 2019

Believe it or not, it’s a great comparison for how companies buy technology: It can be complex if you aren’t familiar with the industry, and it has a higher price point. Step 1: Buyer research. Your buyers are doing this, too: They’re trying to get clear on what problem they’re trying to solve. That’s it.

Intent Data 120

Intent Data Intent Data Top of Funnel 120

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. Have you made your 2018 marketing plan yet?

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

DiscoverOrg Sales

DECEMBER 11, 2017

Gender diversity is making headlines these days, as the spotlight shines on the treatment and representation of women in one industry after another. And yet, women are vastly underrepresented in the sales industry. We’re talking about a male-dominated industry. Products don’t sell themselves – and neither do jobs.

Hiring 120

Hiring Face-to-face Promotion Retail 120

DiscoverOrg Sales

NOVEMBER 13, 2017

For most of the companies I’ve worked at, the Ideal Customer Profile (ICP) is has been anecdotal at best … meaning that if you ask sales leader who we sell to, they’ll offer a few key titles, maybe a couple of industries. The ICP can generally refer to both: What does the ideal company – and the ideal buyer – look like?

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

DiscoverOrg Sales

FEBRUARY 2, 2017

DiscoverOrg rode the coattails of the IT industry for several years, banking six consecutive years on the Inc. We see significant indicators that industries like marketing and human resources are ready for an explosion. Sales and marketing professionals need actionable intelligence regardless of the department of their buyer.

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

DiscoverOrg Sales

FEBRUARY 13, 2019

Industries. Depending on the solution you are selling, there are going to be more or less filters applied, but it may include the following: Industry. 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. Seniority level. Employee count.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

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. This means the majority of competitors in any given industry have already adopted a data-first approach. Direct Prospecting at Interested Buyers.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 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 17, 2016

What are the top areas of focus within the industry? How do you see Sales Tech changing as an industry? 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

MARCH 8, 2017

Vendors vow you’ll have direct access to hundreds of buyers (if not thousands) for cheap. As a rule of thumb, you want to be as close to 0% as possible, but providers give a little leeway up to 15% depending on the size, target industry, and circumstances of your list. Potential buyers have long since made deals.

Campaigns 235

Campaigns Email Marketing Top of Funnel Vendor 235

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

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

OCTOBER 23, 2016

However, in HR and Recruiting industries, there is an increasing number of middle management generalists with significant purchasing influence. 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

DECEMBER 18, 2018

Before we dive in, let’s take a quick look at the most-prospected-to industries. Top 10 Most-Prospected-to Industries of 2018. The top three most-prospected-to industries are all in the financial sector. But you don’t have to work in the software industry to sell into companies like IBM. FinancialServices. Insurance.

Company 156

Company Prospecting Oracle Transportation 156

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

OCTOBER 27, 2016

I could do this because my territory was very defined—the semiconductor industry in the western half of the U.S. Step five: Begin finding the right buyer contacts and mapping out the political landscape using a sales intelligence platform. Step two: Add to that list, all companies that should be a customer but aren’t.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

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. But there are many industries and employees who don’t live on their mobile phones.”. Cutting-edge mobile tech? …Not necessarily.

Resources 224

Resources Decision Maker Compensation Vendor 224

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

APRIL 1, 2016

After all, you’re the industry expert, so the idea here is to lead your prospect – “when I get to this point with people some of the things they want to talk about are X, Y, and Z” (a la the Chinese menu) – as a salesperson we need to “help people order” because more often than not, they don’t know how and it can be very confusing as a buyer.

Scale 120

Scale Decision Maker Objections Call-back 120

DiscoverOrg Sales

JANUARY 29, 2019

If a target account has X CRM, X Marketing Automation System, and an SDR tool like Outreach or Tellwise … if they have that, AND they’re in the right industry?” Include installed technologies in your buyer persona. ” For accounts that are good fits? “If says DiscoverOrg Chief Operating Officer Chris Hays. We’ll take it!

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

DiscoverOrg Sales

NOVEMBER 9, 2016

It’s critical to give your buyers a stellar experience, from first touch to renewal. They’re the first interaction, impression, and ultimately, the steward of your business for your buyer’s experience. In the modern sales organization, Sales Development Reps are that first touch.

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

DiscoverOrg Sales

APRIL 16, 2019

Because of its size, enterprise buyers perceive these sales as having a higher degree of perceived risk. Depending on the industry, it can take anywhere from 6 to 18 months from the time you establish first contact to the time you close a deal. A roadmap for a long sales cycle. All of this takes time. A lot of it.

Enterprise 120

Enterprise Enterprise B2B Data 120

DiscoverOrg Sales

DECEMBER 20, 2017

” “Sales and marketing will be able to align around the right buyer personas.” ” “We’ll see a faster, smarter, more personalized buyer journey!” Responses included: “AI will manage customer relationships through predictive marketing.”

B2B 150

B2B Marketing Data System 150

DiscoverOrg Sales

JANUARY 22, 2016

Last year, CISOs were confronted with an abundance of cyberthreats and data breaches, affecting banking, healthcare, government, media, telecommunications, and other industries. In other companies, CISOs are not the head buyers; such tasks are delegated to their teams. The CISO role will be elevated in the organization.

Decision Maker 120

Decision Maker Banking Telecommunications Insurance 120

DiscoverOrg Sales

OCTOBER 30, 2017

I graduated from college in 2016, which means I haven’t been in this industry very long. Get our free ebook: Why Didn’t They Buy: A Deep-Dive into Buyer Preferences. Having the support system of a sales sisterhood allowed me to learn, grow, take risks, and build up the experiences I’ve had to become successful in my role.

eBook 122

eBook Exercises Travel Sales 122

DiscoverOrg Sales

JULY 29, 2016

2) an alternative to “buyer persona marketing,” whereby named accounts are micro-segmented with messaging that is hyper-specific to their needs. DiscoverOrg recently partnered with ListenLoop to improve our own ABM program.

Account Based Marketing 120

Account Based Marketing Account Marketing eBook 120

DiscoverOrg Sales

JULY 22, 2016

Other marketers see ABM as an alternative to “buyer persona marketing,” whereby named accounts are micro-segmented with messaging that is hyper-specific to their needs. Currently, ABM has two definitions, the first being a way of marketing to existing clients for the purpose of cross-selling or expanding their presence within an account.

Account Based Marketing 120

Account Based Marketing eBook Account Marketing 120

DiscoverOrg Sales

JUNE 24, 2016

If you want to avoid spam, or the trash, every email you send needs to be formatted and easily accessible from any device; because your buyers don’t have time for outdated anything , and as marketers, you need sales intelligence that travels with you. you’re not out of the woods yet.

Retail 133

Retail Travel Call-back Engineering 133

DiscoverOrg Sales

AUGUST 10, 2016

“ A report written by Winning Consensus-Based Sales CEB cites “ buyers are 57% through the purchase process before sales professions even speak to them.” In fact, as a direct result of social selling entering the scene, it isn’t uncommon to hear statements like “ cold-calling is dead.

Cold Calling 120

Cold Calling Objections Social Media Social Selling 120

DiscoverOrg Sales

MAY 23, 2018

But the habits and expectations of modern buyers have changed the Sales and Marketing Funnel and muddied the waters around the roles of each. Modern buyers are just better informed. The buyer has changed more in the past 10 years than in the past 100. The buyer is in control.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

DiscoverOrg Sales

MAY 4, 2017

We realized a few years ago that even if we provided our customers with the most accurate database of their prospective buyers with the deepest intelligence about what projects and initiatives they’re working on, what their technology stack looks like, and what triggers are coming down the pipe for them.

Company 120

Company Conversion Outbound Video 120

DiscoverOrg Sales

MAY 8, 2018

For companies in your target market, it’s firmographic data: Industry. If a prospect is not in a decision-making role, or if a company is in the wrong industry or has a tech stack that doesn’t compliment your offering – the sale will never happen. Number of employees. Physical location. Tech stack. Intent data.

Cold Calling 241

Cold Calling Intent Data Prospecting Intent 241