DiscoverOrg Sales

DECEMBER 27, 2017

Martin for two buyer persona studies: Just 18% of buyers trust and respect salespeople. For the complete study, download The B2B Buyer Persona here. Join the conversation in the comments!). TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email. STUDY] What Do B2B Buyers Want? Well done!!”.

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

DiscoverOrg Sales

FEBRUARY 7, 2018

Actually Lead to Higher Conversion Rates and More Sales? Our study did indeed reveal the most predictive data points. Indeed, the most significant finding from this comprehensive study is that “Buying magic happens at the confluence of 3 different types of predictive data: Fit, Intent, and Opportunity.”.

Intent 145

Intent Data Opportunity Intent Data 145

DiscoverOrg Sales

AUGUST 11, 2017

Martin on a comprehensive study of 230 B2B buyers , with the goal of pointing the spotlight on buyers themselves. Download the free B2B Buyer Persona study in full. From the study: “Overall, study participants rated 12% of salespeople excellent, 23% good, 38% average, and 27% poor. First, the bad news.

B2B 145

B2B Buyer Buyer Persona Real Estate 145

DiscoverOrg Sales

MAY 6, 2016

Instead of reading a two-page description of what the most effective strategies are, I want you to watch a short, 45-minute webinar that shows successful trade show strategy, messaging, cadence, and methods that increase conversions. Timing is everything!

Trade Show 133

Trade Show Webinar Metrics Strategy Prospecting 133

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? Or Download the entire study for free.

Study 120

Study Buyer Decision Maker Vendor 120

DiscoverOrg Sales

MAY 6, 2016

Instead of reading a two-page description of what the most effective strategies are, I want you to watch a short, 45-minute webinar that shows successful trade show strategy, messaging, cadence, and methods that increase conversions. Timing is everything!

Trade Show 120

Trade Show Webinar Metrics Strategy Prospecting 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. What's wrong with salespeople (& how to fix it) Get the complete study.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

DiscoverOrg Sales

MARCH 20, 2018

We put the question to 207 sales and marketing professionals in a director position or above, and published our findings in a resulting study of 80+ individual data points and datapoint combinations. Get the full study here. Grab a full copy of our study to find out. Get the complete study.

Ideal Customer Profile 69

Ideal Customer Profile Positioning Data Lead Rank 69

DiscoverOrg Sales

DECEMBER 11, 2017

Studies repeatedly show that gender-diversity in sales is a money-maker for companies – to the tune of 15x higher average sales revenue: Women achieve higher quotas. Read it: How to Start a Conversation Using the “Foot-in-the-Door” Email Template. Download the Full Buyer Persona Study. Set a quota.

Hiring 235

Hiring Face-to-face Promotion Retail 235

DiscoverOrg Sales

APRIL 25, 2017

Org charts are a flagship DiscoverOrg product used to understand employees’ positions within an organization hierarchy and pull multiple stakeholders into a conversation, giving weight to a sales proposition. Do you have any case studies? Check out our case study for Box !). Sales intelligence includes insights from triggers.

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

DiscoverOrg Sales

SEPTEMBER 20, 2016

In this era of increasing sales and marketing automation, busy managers are abdicating their responsibilities as mentors and coaches, hoping to automate their way past hard work, study, and team building. Lift Conversion Rates with a Sales Development Program.

Top of Funnel 120

Top of Funnel Scale Decision Maker Enterprise 120

DiscoverOrg Sales

JUNE 8, 2017

I like Brainshark’s straightforward definition of sales enablement : Sales enablement: “A systematic approach to increasing sales productivity, by supporting reps with the content, training and analytics they need to have more successful sales conversations.”. This can be accomplished through programs such as email lead nurturing.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

DiscoverOrg Sales

JULY 11, 2017

Sales development reps, account executives, and other sales professionals will find a trove of actionable insights in this comprehensive study. Research goals of the B2B buyer study. Overall, study participants rated 12% excellent, 23% good, 38% average, and 27% poor. From Steve W. The research goals were to 1.) out of 10.

Study 206

Study Buyer B2B Vendor 206

DiscoverOrg Sales

DECEMBER 11, 2017

Studies repeatedly show that gender-diversity in sales is a money-maker for companies – to the tune of 15x higher average sales revenue: Women achieve higher quotas. Read it: How to Start a Conversation Using the “Foot-in-the-Door” Email Template. Download the Full Buyer Persona Study. Set a quota.

Hiring 120

Hiring Face-to-face Promotion Retail 120

DiscoverOrg Sales

MAY 12, 2016

2) The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. The two authors spent years studying thousands of sales reps and concluded that there are five specific profiles those reps fall into. We find her perspective genuinely eye-opening.

Inside Sales 120

Inside Sales Ideal Customer Profile Lead Rank Account Based Marketing 120

DiscoverOrg Sales

JUNE 6, 2018

That’s what these early conversations are meant for. In fact, according to a study by LinkedIn, compensation isn’t even among the top 4 reasons why people quit a job. Some conversations don’t call for next steps, but if you mention one, make sure to follow through. Be honest in what you have to offer. Ask what’s missing.

Hiring 230

Hiring Networking Positioning Compensation 230

DiscoverOrg Sales

MARCH 30, 2017

DemandBase quotes a SiriusDescisions study, which found that 70% of B2B companies have staff that are fully or partially dedicated to driving ABM-specific programs. Cutting gatekeepers out of the equation ensures that each touch point is effectively directed toward sales conversion. When deals close faster, business grows faster.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

DiscoverOrg Sales

FEBRUARY 13, 2017

You usually only get a few seconds to impress and leaving bullets in the chamber is only going to hurt your conversion rate. There are plenty of studies out there on the best time to send an email. Teapot that arm as far out as you want if you think it makes you look better. Timing IS Everything.

Email Marketing 136

Email Marketing Marketing Ideal Customer Profile Lead Rank 136

DiscoverOrg Sales

SEPTEMBER 5, 2018

If I am telling that story, it would be easy for me to stop after I said, “Well, we took the marketing qualified leads and improved them by 14x, the conversion of a marketing qualified lead, over to a existing active opportunity in our sales funnel.”. Get the Complete Study. I hope you got some value out of this. Have a good day.

Video 139

Video Marketing Qualified Lead Lead Rank Top of Funnel 139

DiscoverOrg Sales

FEBRUARY 6, 2018

We asked over 200 sales and marketing professionals about 78 data points (and “secret sauce” combinations of data points) in a comprehensive survey, Breaking Open the Predictive Black Box: Which Data Points Actually Lead to Higher Conversion Rates and More Sales? For complete results, download the new study. Get the complete study.

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

DiscoverOrg Sales

SEPTEMBER 14, 2018

At this session, Gartner is saying that they found NO correlation between customer satisfaction and business growth , when they studied the growth drivers of their own existing customers. Here’s the case study you’ve been looking for, up close and personal. If Gartner said the sky is yellow and the sun is blue, we would believe them.

Account Based Marketing 202

Account Based Marketing SalesForce Top of Funnel Hotels 202

DiscoverOrg Sales

MAY 8, 2018

Finally, we’ll talk about how to weave this too-personal data into a truly helpful conversation. Bryerton suggests approaching the conversation as an expert in a consultative role. Get the complete study. What NOT to say in a cold call. You already know your prospect needs your solution, because you have the Scoop.

Cold Calling 241

Cold Calling Intent Data Prospecting Intent 241

DiscoverOrg Sales

SEPTEMBER 17, 2018

At this session, Gartner is saying that they found NO correlation between customer satisfaction and business growth , when they studied the growth drivers of their own existing customers. Here’s the case study you’ve been looking for, up close and personal. If Gartner said the sky is yellow and the sun is blue, we would believe them.

Account Based Marketing 120

Account Based Marketing SalesForce Top of Funnel Hotels 120

DiscoverOrg Sales

JANUARY 20, 2017

The verity of this principle was reiterated to me again in a recent study we conducted at DiscoverOrg on what drives growth at the fastest growing organizations. The study revealed that doing hard things is just as relevant to the performance of teams and companies as it is to individuals. Conversations per Day. of contacts.

Account Based Marketing 120

Account Based Marketing Company Cold Calling Outbound 120

DiscoverOrg Sales

MARCH 5, 2019

A DiscoverOrg study revealed that 71% of newly-hired or recently promoted decision-makers lead 3+ initiatives within their first 3 months in a new position. It shouldn’t be the subject of the conversation. CASE STUDY] How Deal IQ Grew Booked 8x More Client Meetings. Read it: How to Time Your Sales Outreach with Opportunity Data.

Hiring 218

Hiring Decision Maker How To SalesForce 218

DiscoverOrg Sales

AUGUST 7, 2018

This includes: Downloads of whitepapers, case studies, tech publications. Get the study: What Data Points Lead to Higher Conversion Rates and More Sales? “Intent data” is online behavior-based activity across the internet that links buyers and accounts to a solution, idea, or related topic. Website visits. Product reviews.

Intent Data 313

Intent Data Intent Data Lead Rank 313

DiscoverOrg Sales

MAY 30, 2017

You can’t get granular, actionable insights that a real live researcher can get from a phone conversation or a survey about purchasing habits that are coming up for a particular organization. Let’s talk about a case study or a story from DiscoverOrg. That’s how you illustrate differentiation.

Lead Rank 163

Lead Rank Lead Scoring Video Case Study 163

DiscoverOrg Sales

AUGUST 7, 2018

This includes: Downloads of whitepapers, case studies, tech publications. Get the study: What Data Points Lead to Higher Conversion Rates and More Sales? “Intent data” is online behavior-based activity across the internet that links buyers and accounts to a solution, idea, or related topic. Website visits. Product reviews.

Intent Data 120

Intent Data Intent Data Lead Rank 120

DiscoverOrg Sales

NOVEMBER 27, 2017

One company saw a 50% drop in cost and doubled their conversion rate partly by increasing their bid amount. Get the study: Why Didn’t They Buy? That way, when these people are searching through Google, they are constantly reminded of your business, and they don’t forget about what you have to offer.

Lead Rank 196

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

DiscoverOrg Sales

NOVEMBER 27, 2017

One company saw a 50% drop in cost and doubled their conversion rate partly by increasing their bid amount. Get the study: Why Didn’t They Buy? That way, when these people are searching through Google, they are constantly reminded of your business, and they don’t forget about what you have to offer.

Lead Rank 133

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

DiscoverOrg Sales

APRIL 10, 2018

And this study doesn’t consider the costs associated with email deliverability issues. We’ve tripled our average conversion rate, because our sales team is now able to engage based on the challenges our prospects self-report,” says Coit Group President Tim Farrelly. It’s expensive to go cheap.

Data 46

Data Ideal Customer Profile Cost per Lead Outbound 46

DiscoverOrg Sales

AUGUST 24, 2017

For a deep-dive into the B2B Buyer persona, get our extensive, free study. As Ann Handley has so rightly said , smart companies lead conversations, not just join them. Download the Full Buyer Persona Study. B2B branding falls short. If you cover up your brand’s logo/identity, is your brand itself still recognizable?

B2B 186

B2B B2C Buyer Persona Social Media 186

DiscoverOrg Sales

OCTOBER 3, 2017

Include taboo topics, as well as conversation starters. Strategic Value [of your solutions] – Based on both intelligence gathered and any customer conversations, this is the strategic value you think the decision maker wants from your solution. This is also where personal information – such as relevant work history (not a bio!)

Account Based Marketing 159

Account Based Marketing Report Decision Maker Ideal Customer Profile 159

DiscoverOrg Sales

JULY 13, 2017

Rather than leave this large puzzle piece a mystery, DiscoverOrg partnered with Martin on a comprehensive study of 230 business decision-makers. Insights from the study include: Which departments and industries are part of the 35% who stick with the industry leader – and which are willing to take a chance on the newcomer.

Vendor 154

Vendor Buyer B2B Comparison 154

DiscoverOrg Sales

SEPTEMBER 21, 2017

Our conversation might sound like this: “Hey Jason, I know you’re new to the role and you’re getting your feet under you, but my assumption is that you’ve been hired for a reason, and that you’ve got some very big goals and tasks in front of you. Get a free copy of our study: 30 Ways to Get Inside the Mind of Your Target Buyer.

Outbound 215

Outbound Hiring Account Campaigns 215