DiscoverOrg Sales

JUNE 6, 2017

When your prospect is a decision maker. It’s hard to get decision makers, department heads, and people of influence – the people you really want to reach – on the phone. Diego was so impressed, he went on to use my email in training sessions (and offered me a job)! Thanks again. MARKETING MANAGER.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. The train either has not arrived yet, or has already left the station.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

DiscoverOrg Sales

SEPTEMBER 20, 2016

Success depends on their ability to communicate effectively with a variety of decision makers. TiLT complements sales development onboarding and is an excellent continuous training experience. Through the program, we provide training on 10 proven techniques that you can learn today and start using tomorrow.

Top of Funnel 120

Top of Funnel Scale Decision Maker Enterprise 120

DiscoverOrg Sales

OCTOBER 26, 2017

Each Scoop contains an important piece of information, including: Decision-maker moves. These reported initiatives indicate a variety of possibilities, such as the likelihood that the IT department may need additional staff or training to achieve newly stated goals surrounding security. How to decipher Scoops.

ACT 120

ACT Data Hiring Decision Maker 120

DiscoverOrg Sales

MAY 15, 2017

There are all kinds of critical levers that can be pulled to drive these results – better hiring and training, better technology, great data to make smarter decisions, new markets to explore, new products to launch, and investment in M&A, to name a few.

Hiring 206

Hiring Lead Rank Lead Scoring Research 206

DiscoverOrg Sales

OCTOBER 5, 2017

Most sales training programs focus on the recitation of facts. The moral of the story? Be friendly, but not too friendly. And know your product. However, two salespeople can say the very same words with entirely different results.

Vendor 145

Vendor Study Buyer B2B 145

DiscoverOrg Sales

MAY 5, 2016

To find this out, you would need a team of highly-trained researchers. Unfortunately, while CEOs’ and CFOs’ salaries are almost always disclosed by Fortune 500 companies, a majority do not share this information for their CIOs. Good news, though – we have that team in place.

Prospecting 120

Prospecting Salary Compensation Report 120

DiscoverOrg Sales

MARCH 24, 2015

Average output after fully training: 3.33 This guy is not a decision maker – why should I “waste my time” with him? Total Annual Cost for 3 researchers. Hire a Manager: Fully burdened cost. Hire QA Rep to keep data clean: Fully Burdened Cost. profiles / day / rep; or 2, 500 profiles for the year. Seems like a lot, right?

Hiring 120

Hiring Lead Gen Salary Ideal Customer Profile 120

DiscoverOrg Sales

AUGUST 16, 2017

I know this is out of the blue, but as a fellow salesperson, I’d love to hear what your favorite pieces of sales training are. If you sell sales consulting… “{{FirstName}}, congrats on your promotion to Sales VP! Books, courses, seminars, workshop, etc.?). Personally, I’ve gotten a ton of value out of {{book}} & {{seminar}} lately.

Conversion 186

Conversion How To Skype Film 186

DiscoverOrg Sales

DECEMBER 4, 2018

We were rolling out training, and updating contracts to make sure that they’re up to par and compliant with GDPR.”. “We’re looking at a lot of different compliance requirements that are coming up,” says Huppert, “one of them being GDPR.

Buyer Persona 133

Buyer Persona Buyer Government Buying Cycle 133

DiscoverOrg Sales

DECEMBER 18, 2018

The company also made a number of HR enhancements related to employee experience, retention, training, and retention – all selling opportunities. But the biggest disruptor in retail, logistics, consumer technology, cloud computing, and media & entertainment has a lot of decision-makers. JPMorgan Chase.

Company 156

Company Prospecting Oracle Transportation 156

DiscoverOrg Sales

MAY 26, 2017

We hired and trained a research team. Decision-makers only. Another common issue that plagues teams who sell into small-businesses and startups: The contacts they have access to aren’t decision makers. That team went through every single company.

Small Business 145

Small Business Small Business Outsourcing Services Decision Maker 145

DiscoverOrg Sales

JANUARY 20, 2017

That team needs the right information and resources to succeed including access to intelligence on key accounts and contacts, direct-dial phone numbers and email addresses, new names at target accounts, and the ability to reach decision-makers. Training and Coaching Sales Teams Three or more Hours Per Week.

Account Based Marketing 120

Account Based Marketing Company Cold Calling Outbound 120

DiscoverOrg Sales

FEBRUARY 19, 2019

PRO TIP : Sit in on sales demos and trainings at least once or twice per week, to learn common objections and use cases. This will 1.) get marketing aligned with sales’ talking points, and 2.) help uncover real pain points. Sales works more closely with prospects and customers, after all, and knows what really matters to them.

Lead Rank 230

Lead Rank Marketing Qualified Lead Lead Gen ROI 230

DiscoverOrg Sales

JUNE 2, 2016

Saving time is reason enough to invest in data that contains direct dials, but calling a high-level decision maker on their direct line also increases credibility. You probably don’t need me to explain the value of direct dials, but just in case, two words: circumventing gatekeepers.

B2B 120

B2B Hiring Ideal Customer Profile Sales Qualified Lead 120

DiscoverOrg Sales

DECEMBER 13, 2017

That may take the form of investment in additional hires, assistance from staffing agencies, or training for existing employees. In Q3 and Q4 2017, 29% and 27% of participants (respectively) indicated that their organization had plans to invest in solving this problem.

Trends 181

Trends Survey Wireless Data 181

DiscoverOrg Sales

SEPTEMBER 12, 2018

Considering ramp-up time is 3+ months for new SDRs … well, let’s just say if it seems like you’re spending a LOT of time training newbies these days, you’re not imagining it. Today, just 8% of salespeople stick around that long; the average tenure is down to 1.5 Watch the video here or on YouTube , or read on. Guessing email addresses.

Retention 185

Retention Data Video Gatekeeper 185