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. RainKing was a REAL company. How are two 23-year-olds going to compete with a venture funded REAL company!?”

Competition 251

Competition Hiring Enterprise Enterprise 251

DiscoverOrg Sales

APRIL 5, 2016

Some very innovative, progressive companies are turning massive amounts of raw data into usable insights designed to put salespeople in front of the right contact at the right time with the right solution. Most vendors do this: Company A in your database is the best type of company for you to be reaching out to. Great, now what?

Ideal Customer Profile 120

Ideal Customer Profile Data Account Based Marketing Marketo 120

DiscoverOrg Sales

JANUARY 29, 2019

Many companies don’t have an opportunity to sell into an account at all unless a specific technology is present. For example, you wouldn’t want to target a company using Oracle products if you’re in SAP consulting. Discover companies with a level of maturity that fits your product, and seriously boost win rate.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

DiscoverOrg Sales

JUNE 21, 2017

“DiscoverOrg’s advanced search helps you build targeted emails and prospecting lists and emails in the exact department, company size, and role you need!”. Show me contacts in the marketing department at software companies with fewer than 5000 employees!”. The marketer grabs the microphone. DiscoverOrg for Sales Intelligence.

Account Based Marketing 250

Account Based Marketing Ideal Customer Profile Video Lead Rank 250

DiscoverOrg Sales

AUGUST 31, 2017

Example 1: Use known company details. I came across a company right in your backyard who is looking to migrate their ERP system – and it looks like a home run for what you guys are doing there. Also, do you have the ability to see what software the companies are running? Example 2: Company details unknown.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

DiscoverOrg Sales

NOVEMBER 6, 2018

Company culture includes things like how feedback is given, how goals are set, and how employees can monitor their own success. How is gratitude expressed inside the company? And an employee disengaging from that product means disengagement from the company. Non-physical work environment. compensation strategy and delivery.

Resources 224

Resources Decision Maker Compensation Vendor 224

DiscoverOrg Sales

JUNE 6, 2018

They’re attending networking events, following your company on social media, and applying for your open positions. However, if your active candidates are not the right candidate, recruiters have to go beyond those seeking employment now to strengthen their company’s workforce – by building a pipeline of passive job seekers.

Hiring 230

Hiring Networking Positioning Compensation 230

DiscoverOrg Sales

JANUARY 20, 2017

The study revealed that doing hard things is just as relevant to the performance of teams and companies as it is to individuals. The Fastest Growing Companies Do Hard Things. At the end of 2016, we set out to study what drives growth at the fastest growing companies in the world. 5000 from those experiencing more muted growth?

Account Based Marketing 120

Account Based Marketing Company Cold Calling Outbound 120

DiscoverOrg Sales

JUNE 19, 2018

These snippets of conversations might not seem significant at the time, but it’s the gems from these 1:1 conversations that can mold how your company does its marketing, what product features should get built, and what pricing should be applied. But what’s good on paper doesn’t always translate to being good in the real world.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

DiscoverOrg Sales

JANUARY 22, 2018

I use Opportunity data – trigger alerts and inside scoops that let me know when a company experiences change or disruption, such as a funding event, executive departure, personnel move, or security issue. Like many B2B companies, DiscoverOrg has such a wide addressable market. I also saw on his Twitter that he loved fly fishing.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

DiscoverOrg Sales

MAY 2, 2019

In 2016, DiscoverOrg compiled a benchmark report that asked: How is gender distributed among C-suite and senior management roles at Fortune 1000 companies? By Company Size. DiscoverOrg found significant disparity between men and women in C-level roles at Fortune 1000 companies in 2016. The answer then: Not much. By Department.

Distribution 120

Distribution Decision Maker Study Enterprise 120

DiscoverOrg Sales

NOVEMBER 27, 2018

Like many B2B companies, DiscoverOrg has such a wide addressable market. It’s important to really understand the specific pain points of each company type, asking questions that uncover those pain points, and provide a relevant solution. How to write a BASHO cold email (with tons of examples). Take a good-will approach.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

DiscoverOrg Sales

SEPTEMBER 26, 2017

As a company, we’re always focused on growth – both for our customers and ourselves – and part of that focus has been the launch of a lot of new products and datasets over the past couple of years. 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

APRIL 7, 2017

A lifelong sales trainer, Steve has consulted for and trained sales teams for hundreds technology companies. Company accuracy : Was the contact’s company current? Seniority level accuracy : Was the seniority level designation accurate so that outreach campaigns could be targeted by hierarchical role within the company?

Data 227

Data Social Media Ideal Customer Profile Twitter 227

DiscoverOrg Sales

SEPTEMBER 6, 2017

Get data on Chipotle, cyber security companies – and hundreds of thousands of others. 2/9/2015: Just four months later, a hacker gained access to the company’s Twitter page and wreaked havoc. Chipotle’s three-year saga presented multiple opportunities to vendors hoping to sell to the company. 4/22/2015). (10/26/2015)

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

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). Promote sense of community and company culture. We’re all thinking, I work at a company that’s not just amazing but supports me in my growth and experience.”.

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202

DiscoverOrg Sales

NOVEMBER 14, 2018

Your Ideal Customer Profile is defined by company firmographics : the set of qualitative and quantitative characteristics of your best-fit accounts. The company-level ICP is often confused with the Buyer Persona , which is focused on qualities of the individual buyer.). Who are your best companies and individual buyers?

Ideal Customer Profile 150

Ideal Customer Profile Lead Rank Lead Scoring Customer 150

DiscoverOrg Sales

JUNE 8, 2016

For staffing companies, the Applicant Tracking System (ATS) is one of those tools with which salespeople and recruiters have a love-hate relationship. The trick is to target companies that you know employ that specific technology stack or skill set. But there’s also a cost behind automating the core sales and recruitment processes.

Penetration 120

Penetration Gatekeeper Data Face-to-face 120

DiscoverOrg Sales

FEBRUARY 13, 2019

A “qualified lead” means something different at every company, but whatever it is – Sales and Marketing must agree ! Determining the fit of a company – your Ideal Customer Profile – requires quite a few different data points. Company size (Employee Count and/or Revenue). NAICS code. Area/s of responsibility.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

DiscoverOrg Sales

FEBRUARY 7, 2018

As a data company, we knew there had to be a quantifiable answer: “What prompts someone to make a purchase?”. SPOILER ALERT : Across all categories, it’s Companies Comparing the Products of Other Vendors in Your Category. The most predictive Intent data point is Companies Comparing the Products of Other Vendors in Your Category.

Intent 145

Intent Data Opportunity Intent Data 145

DiscoverOrg Sales

NOVEMBER 29, 2017

Acquiring new business and company growth go hand in hand. Many companies and organizations have entire teams dedicated to finding new business prospects. So lead generation tools are critical to supporting a company’s growth objectives. Sales must get on the phones, attend events, and find leads the “outbound” way as well.

Marketing Qualified Lead 193

Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

DiscoverOrg Sales

MARCH 2, 2016

The life and leadership of your business might go through phases… For my company, it’s pre-investment and post-investment. In the middle of 2014, our bootstrapped sales intelligence company DiscoverOrg accepted a growth equity investment from TA Associates. Soon, we had a fully-fledged Board of Directors.

Hiring 120

Hiring Construction Meeting Report 120

DiscoverOrg Sales

MARCH 27, 2018

So why is it that so many companies shop for new customers as if they are combing every inch of the grocery store – hoping things will magically jump off the shelf and into their carts? Where are those companies located? What size of companies buy our solutions? What industries are we likely to sell into? Bigger budgets?

Lead Rank 162

Lead Rank Marketing Hiring Vendor 162

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. Are there other stakeholders at the company we should be engaging? But at a certain point we give up. So we don’t stop there.

Sales Qualified Lead 202

Sales Qualified Lead Lead Rank Lead Scoring B2B 202

DiscoverOrg Sales

DECEMBER 11, 2017

While the issue may seem complicated, the outcome is simple: (1) Companies who recognize the importance of diversity and promote it actively are the inevitable winners in this equation. (2) In sales, women make up : 25% of salespeople in tech companies. My advice to companies trying to attract more women in sales? Try harder.

Hiring 235

Hiring Face-to-face Promotion Retail 235

DiscoverOrg Sales

OCTOBER 3, 2018

Engagio is a B2B SaaS software company focused on helping marketers and salespeople drive the best business value for their company. On a company-wide level, we determine three kind of casings to focus on, and that’s where we spend our time for the year. Our goals are very, very clear. What technologies are CMOs looking at? “I

Marketing 193

Marketing Intent Data Face-to-face Webinar Metrics 193

DiscoverOrg Sales

APRIL 25, 2017

A prospect’s title is helpful, but because titles have different meanings from one company to the next, it’s not much for a sales magician to go on. Examples of triggers are funding events such as venture capital funding or planned mergers; product launches; and employee movement like promotions or when people leave or join the company.

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

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. They might have a company size in mind. I’ve been a part of that process at several companies.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

DiscoverOrg Sales

APRIL 15, 2016

The tool allows users to obtain sales intelligence on a contact or company while browsing online without having to be in to the DiscoverOrg platform. Improved search functionality continues to be the theme with the new ability to re-sort search results, directly add contacts and companies to campaigns, and the addition of contact photos.

Ideal Customer Profile 120

Ideal Customer Profile Engineering SalesForce ACT 120

DiscoverOrg Sales

APRIL 16, 2019

Corporate hierarchy shows an organization’s complete hierarchical structure, or the parent-child relationships between subsidiaries, divisions, branches, brands – and their parent companies. The company recently closed a new round of funding, and you decide the time is right to connect. Uncovering enterprise buying centers.

Enterprise 120

Enterprise Enterprise B2B Data 120

DiscoverOrg Sales

JUNE 6, 2017

Evidence shows that it does: Cold-calling distinguishes high-growth companies (see our report). If you are ever interested in coming to (company), we are hiring in a city near you. In this next example, I was researching a prospect at a target account and came across a video of my prospect accepting a new position at the company.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

DiscoverOrg Sales

FEBRUARY 27, 2018

Many companies have no opportunity to sell into an account unless a specific technology is present. You would not sell Apple accessories into a company that only uses Windows PCs. Start a targeted email drip campaign to keep your company top of mind. Creating opportunity. Invite decision makers and influencers to an event.

Competition 145

Competition Ideal Customer Profile Intent Data Intent 145

DiscoverOrg Sales

JANUARY 29, 2018

The GDPR applies to your processing of personal data if (1) your company is “established” within the European Union (EU), (2) you are processing data on persons in the EU to whom you are offering goods or services, or (3) you are “monitoring” the behavior of individuals in the EU. Scope of GDPR. 3(2)(a) (“The Regulation applies.

Data 215

Data Marketing Ideal Customer Profile B2B 215

DiscoverOrg Sales

DECEMBER 4, 2018

The roles and responsibilities for legal operations are vast, and differ from one company to another. They generally become more specialized as the company size grows. This role also serves as the proxy of the General Counsel in meetings, and as such, is privy to the strategy, and the roadmap of the company. risk management.

Buyer Persona 133

Buyer Persona Buyer Government Buying Cycle 133

DiscoverOrg Sales

FEBRUARY 10, 2017

What does it take to be a high growth company? We surveyed 200 sales and marketing leaders about growth at their companies and a host of factors that could be accelerating it or inhibiting it. For instance, you might wonder, “just what are the hard things high growth companies do?”. Looking to Achieve High Growth?

Revenue 120

Revenue Survey Report Tools 120

DiscoverOrg Sales

AUGUST 1, 2019

At DiscoverOrg + ZoomInfo, we break it down by size of company: Ramp team specializes in small business accounts. Automate data-sharing wherever possible : The easiest way to ensure that institutional knowledge stays with the company when salespeople leave is to make some fields required in your CRM. Mid-market team.

Video 136

Video Outbound Inbound Hiring 136

DiscoverOrg Sales

JANUARY 8, 2019

From a big data perspective, 2018 was the first year I’ve felt our company actually started leveraging machine learning and predictive capabilities for ourselves. I think, 3 years from now, it will be commonplace to talk to a company with 50 or 100 people driving sales through intent and activity data. This gives me confidence.

Data 149

Data B2B Intent Data Intent 149