DiscoverOrg Sales

JULY 10, 2018

We should relish objections,” says Steve Bryerton , DiscoverOrg’s VP of Sales. If you’re NOT getting objections, you’re probably not very close to a sale, because your pospect doesn’t have that uncomfortable feeling of taking a risk. So, how do you handle sales objections? A study from Gong.io It can drag on forever. “I

Objections 243

Objections Buyer Persona Study Decision Maker 243

DiscoverOrg Sales

JULY 3, 2018

Even if you hit your sales goal, the new quarter is still a great time to take stock of wins and losses … AND start building your pipeline for a quota-crushing Q3. Just like exercise and eating your vegetables, building sales pipeline means doing the hard things now in order to reap a future reward. It starts today. Not always.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

DiscoverOrg Sales

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. Myth 1: Contact lists = sales intelligence. Fact: Sales intelligence is more than a list of names and numbers. Sales intelligence includes a depth of information that is both accurate and predictive. Us either.).

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

DiscoverOrg Sales

JANUARY 31, 2019

” In sales, accuracy is paramount. This is most important when your sales team hears “news” about a target account – and that news seems to indicates that your prospect is about to make a purchase. In fact, many of the same tips that news experts offer for spotting fake news apply to spotting questionable sales data.

Data 133

Data Hiring Vendor Face-to-face 133

DiscoverOrg Sales

FEBRUARY 13, 2019

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Sales has others. Sales uses a CRM … but the marketing automation system might not integrate. Reporting structure/org charts (Sales loves).

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

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. Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

DiscoverOrg Sales

DECEMBER 11, 2017

So why is the sales profession still so far behind the curve when it comes to gender? In sales, women make up : 25% of salespeople in tech companies. 12% of sales leadership. Women usually remain in their sales role longer, decreasing turnover. And yet, women are vastly underrepresented in the sales industry.

Hiring 235

Hiring Face-to-face Promotion Retail 235

DiscoverOrg Sales

MARCH 3, 2017

Evaluating and hiring a winning Sales Team is not unlike the process of evaluating character attributes in a video game. No sales rep is perfect in every category. Sales Team Attributes. The sales team attributes we assessed were: Adapting to change. Knowledge of buyers. Sales Skill. Competence. Discipline.

Hiring 120

Hiring Revenue Lead Rank Lead Scoring 120

DiscoverOrg Sales

JANUARY 15, 2019

Are there differences selling to men and women in a B2B sales process? In B2B sales, isn’t it all the same? Buyers make decisions the same way – the price, the functionality, the value they get back, and the recommendations from their peers.”. In partnership with leading sales linguist Steve W. Stereotypes exist.

B2B 192

B2B Cold Calling B2C Fashion 192

DiscoverOrg Sales

JULY 27, 2017

Jeb Blount, author and sales acceleration specialist, knows well how successful sales professionals (ultra-high performers) possess four types of intelligence that are tightly intertwined – each connecting, affecting, and amplifying the others: IQ : how smart you are. Ultra-high sales performers are smart people.

Inside Sales 145

Inside Sales Groups Face-to-face Buyer 145

DiscoverOrg Sales

SEPTEMBER 14, 2017

When we commissioned a study that asked 270 B2B buyers about their feelings on salespeople, the response revealed … shall we say, room for improvement. That’s because, in part, technology has changed the role of the salesperson, and a lot of sales professionals haven’t yet changed along with it. Assume buyers use it.

Report 219

Report B2B Study Buyer Persona 219

DiscoverOrg Sales

JANUARY 3, 2018

Somewhere between the stuffy boardroom of a local Best Western , and a weekend of company-sanctioned debauchery in the woods is the perfect Sales Kickoff (SKO). How to create a great sales kickoff: Identify specific goals and a focus of the SKO. improve our sales team’s knowledge of our product and space; and 3.) Operations.

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202

DiscoverOrg Sales

MARCH 8, 2017

Vendors vow you’ll have direct access to hundreds of buyers (if not thousands) for cheap. Here are just a few ways that unverified bargain contact lists can lead to sales drought rather than providing that rainmaker resource you wanted. It’s been around the block and has been mined by other sales and marketing teams looking for leads.

Campaigns 235

Campaigns Email Marketing Top of Funnel Vendor 235

DiscoverOrg Sales

JULY 15, 2016

This could teach us a lot about a human approach to sales and marketing. While most marketers and sales professionals may not think of themselves as change agents, they would be mistaken. Why a Rational Approach to Sales Isn’t Enough. Many experts refer to this as the loss of the human element in sales.

Marketing 120

Marketing Case Study Motivation Buyer 120

DiscoverOrg Sales

DECEMBER 4, 2018

If you sell services or technologies to the legal department, you’ll want to catch this: We’re partnering with author and sales speaker Jill Konrath to interview the Director of Legal Operations, Dana Huppert , at Synchronoss Technologies to dig into the pains and purchases of this role. Your buyer is Legal Ops – NOT general counsel.

Buyer Persona 133

Buyer Persona Buyer Government Buying Cycle 133

DiscoverOrg Sales

NOVEMBER 13, 2017

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business. Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes. What’s the real “power” of sales Intelligence?

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

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

MAY 16, 2017

I’m Steve Bryerton, Vice President of sales here at DiscoverOrg, to talk about how to bookend your demo in order to create a sense of urgency and commitment from your prospects. Get our free Outbound Sales and Marketing Strategy ebook. See How Accurate Data Can Supercharge Your Sales. Step 2: Create a sense of urgency.

Video 154

Video Decision Maker Outbound eBook 154

DiscoverOrg Sales

NOVEMBER 9, 2016

This is second installment detailing DiscoverOrg’s TiLT Sales Development Challenge and it’s 10 core learning modules. Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects? Modern sales teams are now more data-driven than ever before. You Say “Tomatoes”.

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

DiscoverOrg Sales

OCTOBER 23, 2016

The idea of supercharging your sales is nothing new. Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. The Sales Dataset. Teams selling to Sales need this dataset to get a flying start.

Tools 120

Tools Lead Rank Lead Scoring Scale 120

DiscoverOrg Sales

SEPTEMBER 4, 2018

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. Here’s how to manage so much winning, with 9 tips from our top sales closers. To make customers feel good about the sale, throw in three freebies, in this order: additional support. The Rule of Three. price discount.

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Closing B2B Decision Maker Discount 286

DiscoverOrg Sales

OCTOBER 26, 2017

With the right information in-hand, savvy sales pros and marketers might have seen it coming. But keen sales and marketers can use Scoops to spot patterns that inform the timing of their pitch. Addressing buyer Pain Points. A Deep-Dive into Buyer Preferences – and the Implications for Salespeople.

ACT 120

ACT Data Hiring Decision Maker 120

DiscoverOrg Sales

SEPTEMBER 26, 2017

Account-based marketing (ABM) is a hot topic of conversation, and momentum is building to expand this person-first approach from Marketing to Sales and beyond, breaking down department barriers with shared goals: Enter account-based everything (ABE). It’s not old wine in a new bottle,” says Dave Sill, our Senior VP of Sales. “It’s

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

DiscoverOrg Sales

DECEMBER 11, 2017

So why is the sales profession still so far behind the curve when it comes to gender? In sales, women make up : 25% of salespeople in tech companies. 12% of sales leadership. Women usually remain in their sales role longer, decreasing turnover. And yet, women are vastly underrepresented in the sales industry.

Hiring 120

Hiring Face-to-face Promotion Retail 120

DiscoverOrg Sales

DECEMBER 27, 2017

An acquisition, sales and marketing tips, and thought leadership that often bucks the trend. If you rely on email for sales and marketing, it might be reassuring to know that cold email isn’t usually considered SPAM … except when it is. SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer.

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

DiscoverOrg Sales

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. Recently, DiscoverOrg sat down with Schulze to uncover the momentum sales technology has gained over the past 12 months. We want to see how sales technology is evolving and what the trends are.

Scale 120

Scale B2B Trends Lead Rank 120

DiscoverOrg Sales

SEPTEMBER 5, 2018

I’m David Sill , Head of Sales Enablement at DiscoverOrg. Today we’re going to be discussing emotional intelligence; more specifically, four things that you can try to marshal your emotions towards greater sales success. We have this knee-jerk tendency to think, What if I don’t get this sale? What do I mean?

Video 139

Video Marketing Qualified Lead Lead Rank Top of Funnel 139

DiscoverOrg Sales

DECEMBER 20, 2017

There’s a lot of buzz around Sales and Marketing AI, but what is real and what is hype? What can we actually expect from AI in the sales and marketing technology in 2018? AI for Sales and Marketing Tech: High Expectations Meet Reality. ” “Sales and marketing will be able to align around the right buyer personas.”

B2B 150

B2B Marketing Data System 150

DiscoverOrg Sales

FEBRUARY 2, 2017

Back when DiscoverOrg was founded in 2007, our goal was to provide sales and marketing professionals with accurate intelligence on IT decision-makers. In August, we released datasets for the C-Suite and Sales department. 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

MARCH 30, 2017

Cracking a tough sales account was once like striking oil. The first good sales rep on site won exclusive mining rights. All of that changed with access to high quality sales intelligence and emphasis on Account-Based Everything (ABE). Sales reps are no longer locked out of an account by longstanding business relationships.

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.). Shorten sales cycles by reducing time in the awareness stage of the buyer’s journey. Who are your best companies and individual buyers? How do you rally? It’s different for every business.

Ideal Customer Profile 150

Ideal Customer Profile Lead Rank Lead Scoring Customer 150

DiscoverOrg Sales

APRIL 16, 2019

And there’s no question that B2B sales is a battlefield: Reputations, sales, and profits are lost and won. Nowhere is this more critical than in enterprise sales, where understanding an organization’s corporate hierarchy can illuminate the battlefield. Enterprise sales are also known as complex sales for a reason.

Enterprise 120

Enterprise Enterprise B2B Data 120

DiscoverOrg Sales

OCTOBER 30, 2017

Sales is the great equalize r: It’s a meritocracy. October is Women in Sales month. For me, that means celebrating how sales really is the great equalizer. She WAS our first woman in the sales department. I think really listening and asking those open-ended questions is a very important trait to have in sales.

eBook 122

eBook Exercises Travel Sales 122

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. Sales Development Reps still don’t know what to say,” TOPO’s analysts add. “We We think 2019 is the year Intent Data moves into the sales and marketing stack, and the skills will follow.

Data 196

Data Intent Data Intent Customer 196

DiscoverOrg Sales

MAY 18, 2016

Sales people have been giving tech demos for a long time. SDRs motivated only by activity metrics cast a precariously wide net, without gathering adequate sales intelligence. SDRs motivated only by activity metrics cast a precariously wide net, without gathering adequate sales intelligence. Are we getting any better at it? –

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

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

SEPTEMBER 26, 2018

Remember that last sale that you made where you ran into an objection? Objections are something we hate hearing in sales – but if we’re honest with ourselves, we realize that in order to sell effectively, we have to hear objections during a sale cycle. Step 1: Love sales objections. It’s tough, right?

Objections 154

Objections Sales Cycle Call-back Vendor 154