DiscoverOrg Sales

APRIL 15, 2016

In addition to the IT, Marketing, and Finance departments , we now profile the teams responsible for product development and engineering in our recently-launched Technology, Engineering, Design and Development (or what we just call TEDD ) dataset.

Ideal Customer Profile 120

Ideal Customer Profile Engineering SalesForce ACT 120

DiscoverOrg Sales

AUGUST 11, 2017

“Evaluators who are part of IT, Engineering, and Accounting are more critical of the salespeople than those from less-scientific, process-oriented departments such as Marketing. ” With variations by department and industry in mind, the study goes on to examine buyers’ willingness to take risks.

B2B 145

B2B Buyer Buyer Persona Real Estate 145

DiscoverOrg Sales

FEBRUARY 26, 2019

Amanda Hamilton , DiscoverOrg’s Marketing Operations Coordinator, points to both accidental typos and deliberate actions that search engines take to prevent SPAM: “The email may look mostly right, but accidental typos are hard to spot.” Moreover – the many errors in web form-fills aren’t always deliberate.

Data 120

Data CRM Lead Rank Lead Scoring 120

DiscoverOrg Sales

JUNE 14, 2017

But you need a focused sales engine to achieve that. Want to Build a Sales Engine? Response time – defined as the time between an interested lead completing a web form and a sales representative contacting them – is critical to conversion. Adding new tools to the sales tech stack took the team to the next level.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

DiscoverOrg Sales

FEBRUARY 2, 2017

As word of DiscoverOrg’s product began spreading, we started getting an increasing number of inquiries for organizational profiles on other departments like Marketing, Engineering and Development, Finance, and Human Resources. In January, we released TEDD, which profiles Technology Engineering, Development and Design professionals.

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

DiscoverOrg Sales

JANUARY 31, 2019

Sales development tools, lead prioritization engines, marketing automation systems, call recording and analysis tools … use them! Just as fact-checking sites have proliferated to help readers determine what’s accurate, there are even more technology tools to consolidate data and automate sales and marketing processes.

Data 133

Data Hiring Vendor Face-to-face 133

DiscoverOrg Sales

MARCH 3, 2017

Sales Engineers, Account Managers, Farmers , etc.), Without new appointments and opportunities feeding the sales engine, the growth machine quickly grinds to a halt. While not every sales role requires prospecting skills (i.e. it should come as no surprise that as a collective sales team prospecting skill is critical to growth.

Hiring 120

Hiring Revenue Lead Rank Lead Scoring 120

DiscoverOrg Sales

MARCH 22, 2017

Want to Build a Sales Engine? If you can confirm that A) they have the amount of data you need, B) they have the data points you need, and most importantly C) that data is good, clean, and accurate – then you’ve done a good evaluation and can feel confident in your choice. Get Started with Free Data.

Data 171

Data Ideal Customer Profile Video How To 171

DiscoverOrg Sales

JUNE 24, 2016

As part of the sales and marketing engine, you put in serious effort to connect with your prospects. You learn product features inside and out, pore over CRM notes, do research, makes calls, crank out emails, develop relationships, make more calls, write more emails…what we’re saying is, selling isn’t easy.

Retail 133

Retail Travel Call-back Engineering 133

DiscoverOrg Sales

APRIL 19, 2018

Want to Build a Sales Engine? It’s never too late to take a step back and make sure that the efforts of your sales team are focused on the right WHO, WHY, WHERE, and WHAT. The benefits of a focused sales approach go far beyond the deal. Get Started With a Sample of Our Data.

Territories 181

Territories Outsourcing Services Ideal Customer Profile Buyer 181

DiscoverOrg Sales

MAY 7, 2015

B2B companies must respond by implementing digitally-enabled selling models and they must think beyond the front line of sales representatives and create solutions for call center agents, inside sales reps, and the rest of the sales engine network. The crux of Mr. Hoar’s thesis is that people prefer buying online vs. from a person.

Lead Rank 120

Lead Rank B2B Education Research 120

DiscoverOrg Sales

JUNE 8, 2017

Want to Build a Sales Engine? Interested in enhancing your sales enablement practices? Magnetude Consulting would love to hear from you ! Get Started with Free Data. The post Want Better Lead Generation? Get Marketing & Sales in Line appeared first on DiscoverOrg.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

DiscoverOrg Sales

JULY 10, 2018

Want to Build a Sales & Marketing Lead Engine? And engaged conversation is really about discovering that interest, and using it to frame the conversation and drive toward agreement. Get Started With a Sample of Our Data. The post The Savvy Sales Pro’s 5-Point Guide to Overcoming Objections appeared first on DiscoverOrg.

Objections 243

Objections Buyer Persona Study Decision Maker 243

DiscoverOrg Sales

MAY 2, 2019

However, as Mid-level managers, and as individual contributors – roles such as Engineer, Representative, Team Lead, Analyst, Coordinator, Executive Assistant, and Coordinator – female representation has declined slightly since 2013. At almost every level, women comprise about one-quarter of the business workforce.

Distribution 120

Distribution Decision Maker Study Enterprise 120

DiscoverOrg Sales

MARCH 2, 2016

Want to engineer a new feature? Second, it’s a chance to introspect beyond the day-to-day firefight that CEOs are under—to look back and to look forward. 4) Hire a skilled CFO. Your board loves numbers and metrics on, well, everything. Have a bad month? Show us the data on why. Have a great month? Show us the data on why.

Hiring 120

Hiring Construction Meeting Report 120

DiscoverOrg Sales

MARCH 31, 2016

Evaluating the expansion of enterprise document management with OpenText including the integration with Maximo, Microsoft SharePoint & Prolog applications, the implementation of City Attorney workflow & record retention, and the deployment of a viewer to include GIS and engineering file formatting.

Microsoft 120

Microsoft Government Health Care SAP 120

DiscoverOrg Sales

JANUARY 29, 2019

Reverse-engineer your top 10 best accounts : Pick those who have the largest deal size, who renew every year, and who get the most value from your product or solution. Maybe you want to just land some new accounts without wasting your time. Here’s another way to target with the tech stack. Include installed technologies in your buyer persona.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

DiscoverOrg Sales

DECEMBER 20, 2017

The human experts who engineer, refine, and augment data to add layers of value and understanding for the end user – or for training ML algorithms – are at least as important as the data or the algorithms.

B2B 150

B2B Marketing Data System 150

DiscoverOrg Sales

JULY 5, 2017

Suppose they’ve completed several successful engineering contracts with Novartis in the U.S., You might say Engineering (a practice area) “owns” the current job, led by a project manager. Most business developers want a sequence of coordinated touches over a period of time coming from key players in marketing, engineering, and sales.

Account 289

Account Campaigns Engineering Harvest 289

DiscoverOrg Sales

MARCH 27, 2018

We sell to many companies that don’t meet these criteria, but we focus our very targeted outbound prospecting engine in this area, which provides a more realistic boundary for calculating TAM. Different approaches for calculating Total Addressable Market.

Lead Rank 162

Lead Rank Marketing Hiring Vendor 162

DiscoverOrg Sales

JANUARY 22, 2018

Want to Build a Sales Engine? DiscoverOrg offers more robust, accurate sales intelligence on your target prospects than any other data provider. See why our customers see a 50% decrease in research time – and a 300% increase in sales, on average. Get Started with Free Data.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

DiscoverOrg Sales

MAY 24, 2017

I simply mean know when to just send your engineering staff. The CIOs on our panel described some of their best sales meetings as being very technically focused and involving only engineers. If you do attend, don’t let your engineer do all of the talking. No, I don’t mean blow off the sales meeting all together.

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

DiscoverOrg Sales

DECEMBER 11, 2018

I don’t think many people realize how much activity went on that night down in the engine room,” Steckley says, “but that’s a good thing! Engineers and developers are good at building things, but they aren’t always good at knowing what should be built. Engineering is excited again! They completed it flawlessly. “I adds Mossor.

Company 150

Company Scale Data Hiring 150

DiscoverOrg Sales

JULY 25, 2017

From a departmental perspective, under 20% of Accounting and Information Technology members want to be challenged, while 43% of the Engineering department does. Over 50% of Marketing, Information Technology, and Engineering prefer a salesperson who would listen and match their solution to solve their specific needs.

Study 120

Study Buyer Decision Maker Vendor 120

DiscoverOrg Sales

MAY 26, 2017

It includes IT, Marketing, Sales, Engineering, HR, Finance, and Operations departments. In DiscoverOrg, the majority of contacts in the SMB dataset (and all our datasets) are decision makers: 62% are in mid-level or senior leadership, across all lines of business – including IT, Marketing, Sales, Engineering, HR, Finance, and Operations.

Small Business 145

Small Business Small Business Outsourcing Services Decision Maker 145

DiscoverOrg Sales

FEBRUARY 5, 2019

His company, ForeScout , was focused on a security market: So he was considering what a CISO cared about, versus mid-level engineers, managers, down to the analysts – and crafting unique messages that helped them reach their own goals within the organization or meet specific business challenges. What real problems are you solving?

Enterprise 120

Enterprise Enterprise How To Scale 120

DiscoverOrg Sales

APRIL 24, 2018

Henry has always seen the sales team as the growth engine of the company. Want to Build a Sales Engine? But to maintain that level of growth when your company is worth $1 million, $10 million, $100 million? That’s crazy. That’s a whole different game.”. It is whole different game. And that’s the game we’re playing.

Scale 120

Scale Hiring Cold Calling Coaching 120

DiscoverOrg Sales

JULY 11, 2017

Evaluators who are part of IT, Engineering, and Accounting are more critical of the salespeople than those from less-scientific, process-oriented departments such as Marketing. When you look at ratings of salespeople from the perspective of departmental buyers, a pattern emerges.

Study 206

Study Buyer B2B Vendor 206

DiscoverOrg Sales

JANUARY 25, 2018

Now, we’re continuing to optimize a highly tuned revenue engine that is running all the time. It’s a transition from ad hoc to systematized processes that creates a revenue engine. You need to have systems that support and give you visibility into seeing how you’re doing at each of those levels. Business development is no different.

Scale 113

Scale Hiring Epiphany System 113

DiscoverOrg Sales

NOVEMBER 29, 2016

Description: Purpose: Inbound Leads: Distribution Engine. That engine has gone from generating only about 20% of our wins to 50% and by implementing these flows, our sales development team has continued to increase the number of scheduled demos as headcount increases, and at scale.

Hiring 120

Hiring Lead Rank Scale Outbound 120

DiscoverOrg Sales

MARCH 7, 2016

Crystal is an intelligence engine that analyzes your contacts and then fits them into one of 74 psychological behavioral profiles. It’s a single platform that allows sellers around the world the opportunity to identify and connect with prospects in order to efficiently qualify them and convert them over to pipeline.

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Conference Sales Qualified Lead 120

DiscoverOrg Sales

JANUARY 6, 2017

Another driver of our 2016 success was the launch of multiple new products – including datasets for TEDD (Technology, Engineering, Design, and Development), Sales, CXO, and HR – all of which performed exceedingly well with rapid customer adoption. New & Expanded Products for Our Customer’s Success.

Margin 120

Margin Marketo Ideal Customer Profile SalesForce 120

DiscoverOrg Sales

JUNE 15, 2018

In fact, you won’t be able to find a single company that is growing after it hit $20m in revenue, that doesn’t have an outbound engine. Walk into any fast-growing company or recently IPO’d technology company: You can’t find ONE that doesn’t go outbound. They all do. Don’t believe me?

Outbound 120

Outbound Cold Calling Webinar Metrics Revelation 120

DiscoverOrg Sales

AUGUST 23, 2018

Want to Build a Sales & Marketing Lead Engine? Oh – and if you’re still wondering what “Business Expressionism” is, connect with Kenny Madden on Twitter and Instagram ! Get Started With a Sample of Our Data. The post Social Selling is Just … Selling: A Contemporary Guide appeared first on DiscoverOrg.

Social Selling 192

Social Selling Social Media Media Twitter 192

DiscoverOrg Sales

JANUARY 20, 2017

Companies should focus on developing a revenue engine of growth powered by a balance of inbound and outbound prospecting, effective cold calling, account-based strategies, training and coaching, and technology that enables and accelerates productivity.

Account Based Marketing 120

Account Based Marketing Company Cold Calling Outbound 120

DiscoverOrg Sales

MARCH 7, 2019

We have more engineering resources than we’ve ever had! We’re consolidating efforts: Instead of 150 data engineers working on two platforms, we’re going to build just one. “When we release the combined platform, it will have more functionality than either has today.”. It’s an economy of scale. “We

Lead Rank 24

Lead Rank Lead Scoring Scale Data 24

DiscoverOrg Sales

JANUARY 10, 2018

At DiscoverOrg, we have a very large target market and have built an incredible lead gen and prospecting engine … so the idea of putting this much focus on only 50 accounts was daunting, to say the least. Quite frankly, we weren’t sure how breaking down the fourth wall and documenting our own ABE efforts would play out.

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46