DiscoverOrg Sales

AUGUST 1, 2019

Major enterprise accounts team. Next, segment your AE roles even more: Establish roles based on your lines of business, or however you classify accounts. At DiscoverOrg + ZoomInfo, we break it down by size of company: Ramp team specializes in small business accounts. Mid-market team. Create a sales team mentality.

Video 136

Video Outbound Inbound Hiring 136

DiscoverOrg Sales

FEBRUARY 21, 2019

According to the Gartner CMO Spend Survey, 63% of enterprise CMOs expect their innovation budgets to increase in 2019 – but still struggle to identify ideas with real business potential. Read it: 7 Quick Wins for Sales and Marketing Alignment. Establish an “idea pipeline”.

ROI 171

ROI Survey Webinar Metrics Channels 171

DiscoverOrg Sales

MARCH 30, 2017

In many ways, sales intelligence is the secret weapon that startups and Millennials are using to bring down enterprises and tenured sales reps. Legacy enterprise business relationships are being eroded by informed pitches from reps who understand the client’s pain points with their existing solutions and know how to make life better.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

DiscoverOrg Sales

JANUARY 29, 2019

“If a sales team is still using a free version of a software, or individual reps are required to source their own tools – this is an strong indication that they are ready for an enterprise-wide solution,” says Chang. “ You have employees with an obvious need. That’s a great time to start prospecting into an account.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

DiscoverOrg Sales

JULY 6, 2016

Originally aired 6/24/16, his interview with DiscoverOrg CEO, Henry Schuck, focused on the importance of access to the right information, which is particularly crucial in enterprise sales because the accuracy of that information directly correlates to improving sales commissions. Below are some topical highlights of that podcast.

Commission 120

Commission Data Decision Maker Energy 120

DiscoverOrg Sales

OCTOBER 24, 2017

If you’re thinking about starting an account-based marketing program, aligning departments, or expanding within an enterprise account, you’ll want to know how account-based strategy impacts each of these issues. If so, a marketing and sales intelligence tool may be the answer to your problems.

Account Based Marketing 145

Account Based Marketing Marketing Lead Rank Lead Scoring 145

DiscoverOrg Sales

FEBRUARY 27, 2018

DiscoverOrg profiles over 6 million technology pairings in the categories of Enterprise Applications, Hardware/OS/Systems Environment, Virtualization, Security, Networking, and many more. True sales intelligence includes installed technology data. Intent data: a competitive intelligence must-have.

Competition 145

Competition Ideal Customer Profile Intent Data Intent 145

DiscoverOrg Sales

JUNE 8, 2017

In the enterprise space, most successful companies have already embraced sales enablement as a critical priority—and are seeing the fruits of their labor. And in fact, a study by Forbes & Brainshark notes that 72% of companies that surpassed revenue targets by 25+% “have a defined sales enablement function.”.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

DiscoverOrg Sales

NOVEMBER 20, 2017

I’m grateful for the opportunity we have to work with the most innovative and disruptive new startups as well as the largest, most prominent and influential enterprises. Justin Withers, VP of Product. It is exciting to have a hand in, to have a front row to their success.

Demand Generation Agencies 0

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 0

DiscoverOrg Sales

NOVEMBER 6, 2018

Whether it’s cringe-worthy internal social platforms or clunky databases, we’ve all had employee experiences with awkward enterprise technology that tries (and fails) to mimic the sleek tech of the consumer world. In short, HR tech that doesn’t support the employee experience detracts from it. Focus on usability.

Resources 224

Resources Decision Maker Compensation Vendor 224

DiscoverOrg Sales

MARCH 27, 2017

On the other end, you have true enterprise accounts where your known universe is in the hundreds or fewer. A given enterprise account executive may only be able to handle a few Tier 1 accounts, but a corporate rep could probably handle a few hundred Tier 3 target accounts at a time.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

DiscoverOrg Sales

FEBRUARY 12, 2019

I used DiscoverOrg to develop outbound campaigns, to get a foot in the door to large enterprise accounts, to get into cold accounts that I had not been able to break into before, and to do strategic account-based marketing. I was tasked with breaking into a very specific large enterprise company. And I mean, literally every capacity.

Ideal Customer Profile 29

Ideal Customer Profile Customer Account Based Marketing Enterprise 29

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

DECEMBER 20, 2017

According to a new report from Narrative Science , 38% of enterprises are already using AI technology in some form, and that number is expected to nearly double to 62% in 2018 – with the expectation that marketing departments alone will spend $2 billion annually on AI tools by 2020.

B2B 150

B2B Marketing Data System 150

DiscoverOrg Sales

NOVEMBER 27, 2018

When you’re leaving voicemails, sending carefully timed emails, maybe even putting something in the mail to entice enterprise or high-value accounts, you’ll want to show that you have done your homework and understand your prospect. When you can’t get your target on the phone.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

DiscoverOrg Sales

DECEMBER 18, 2018

SAMPLE SCOOP : A mid-level source has indicated that the largest upcoming enterprise application initiatives are related to leveraging Amazon Web Services (AWS) solutions to allow for cheaper, more efficient, and more flexible storage. UnitedHealth Group. Allan G– serves as Manager, Information Technology.

Company 156

Company Prospecting Oracle Transportation 156

DiscoverOrg Sales

FEBRUARY 5, 2019

Selling into enterprise accounts is the lifeblood of many whale-hunters … and it’s an new area of focus for many other companies. Jake, how has you seen the enterprise-sales process change over the last five years? Lesson 2: Get messaging for your enterprise personas straight. ?. Here’s what we’ve discovered so far.

Enterprise 120

Enterprise Enterprise How To Scale 120

DiscoverOrg Sales

MAY 1, 2018

Account based sales development is a sales process specifically designed for selling to enterprise companies. This makes sense when selling to enterprise companies, since the bigger the corporation, the more decision makers are generally involved in the buying process. Information needed for outreach.

Account 276

Account Top of Funnel Decision Maker Segment 276

DiscoverOrg Sales

MAY 26, 2017

In 2005, just two years after DiscoverOrg was launched, a client contacted us with a request: “We love what you do in midmarket and enterprise companies, but need support for our small-business and start-up efforts, too. Can you help?”. The problem? Startup and small-business data is very hard to research. According to the U.S.

Small Business 145

Small Business Small Business Outsourcing Services Decision Maker 145

DiscoverOrg Sales

MAY 29, 2019

Company sizes – e.g. enterprise. With this context, it should be clear that the cost of your product – and it’s value – are on par with other enterprise purchases. With a little extra digging – or a sales intelligence tool like DiscoverOrg – look for: Who does their company target?

Software 198

Software Software Decision Maker Lead Rank 198

DiscoverOrg Sales

FEBRUARY 6, 2018

Her best-fit clients are enterprise-size companies in the retail industry – which is always hiring due to a high rate of turnover. The sequential, piecemeal nature of the Fit + Opportunity + Intent scoring combination is not always well understood by sales and marketing professionals.

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

DiscoverOrg Sales

MAY 24, 2017

When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. What we didn’t expect were all the insights on how NOT to sell to CIOs.

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

DiscoverOrg Sales

OCTOBER 17, 2017

To dig into the truth of the two companies’ claims, SalesFolk: Created an “8-touch” campaign with 8 emails to senior sales leaders at midsize to enterprise-sized companies that had at least 3 inside sales people.

Case Study 145

Case Study Study Data Outbound 145

DiscoverOrg Sales

JUNE 2, 2016

The benefits of quality intelligence go well beyond marketing and sales and touch many corners of your enterprise. That means you likely have bad data — which could be costing you 6 to 9 figures per year in topline revenues. Other Departmental Points of Leverage.

B2B 120

B2B Hiring Ideal Customer Profile Sales Qualified Lead 120

DiscoverOrg Sales

AUGUST 2, 2017

Sales works within the frameworks of outbound vs. inbound, enterprise sale vs. volume, and velocity -and expects marketing to do the same. The days of siloed sales and marketing departments are thankfully in the past, and the two rely on each other to achieve shared goals. Will the arch-rivalry of sales vs. marketing ever go away?

Top of Funnel 175

Top of Funnel Marketing Lead Rank Hiring 175

DiscoverOrg Sales

AUGUST 23, 2018

You need more than a ‘champion’ or the ear of the economic buyer,” says Mark Birch from the Enterprise Sales Forum. But the “social” piece of the puzzle is more important than ever, especially when you consider that “ the number of people involved in B2B purchases has climbed from an average of 5.4 two years ago to 6.8

Social Selling 192

Social Selling Social Media Media Twitter 192

DiscoverOrg Sales

MAY 7, 2019

DiscoverOrg has several integrations, proprietary technologies, and methods of collection that profile over 8 million technology pairings in the categories of Enterprise Applications, Hardware/OS/Systems Environment, Virtualization, Security, Networking, and many more. True sales intelligence includes installed technology data.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

DiscoverOrg Sales

AUGUST 23, 2018

You need more than a ‘champion’ or the ear of the economic buyer,” says Mark Birch from the Enterprise Sales Forum. But the “social” piece of the puzzle is more important than ever, especially when you consider that “ the number of people involved in B2B purchases has climbed from an average of 5.4 two years ago to 6.8

Social Selling 120

Social Selling Social Media Media Twitter 120

DiscoverOrg Sales

MARCH 7, 2019

A change in mindset from startup to enterprise. We want to make it even easier for users to engage with prospective buyers directly from the platform – especially for smaller businesses who don’t have access to enterprise selling tools or resources that can implement sophisticated sales tech stacks. We have that now.”.

Lead Rank 24

Lead Rank Lead Scoring Scale Data 24

DiscoverOrg Sales

APRIL 23, 2019

Enterprise, mid-market, or startup/small business? At DiscoverOrg, we start by looking for patterns among our best customers. We sort by: Industry : Which industry or industries do you usually sell to? Company size/revenue : What’s the company size of your best customers?

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

DiscoverOrg Sales

JANUARY 10, 2018

The event was a dinner and a panel discussion with enterprise execs in HR roles. We wanted to capitalize on the opportunity to get in front of so many of our target accounts in one place, so we created the event and generated as much buzz as possible around it.

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

DiscoverOrg Sales

SEPTEMBER 12, 2018

Tiny mom-and-pop shops that would never buy your enterprise products and services. .” And you get your generic list from a typical data provider: Most “leads” won’t have been there for years. There are no direct-dial phone numbers. No email addresses. Multiple listings for franchise locations.

Retention 185

Retention Data Video Gatekeeper 185

DiscoverOrg Sales

AUGUST 24, 2017

Whether you’re selling to a handful of people in the world’s most niche market, or selling software solutions to an enterprise, it’s helpful to remember that you’re selling to people who have unique values and needs. This simple statement has the power to dramatically affect every action one makes as a marketer or salesperson.

B2B 186

B2B B2C Buyer Persona Social Media 186

DiscoverOrg Sales

OCTOBER 3, 2017

Strategic enterprise customer acquisitions often require a synchronized effort from sales, marketing, product leaders, and executives: For account-based sales to be successful, everyone needs to be on the same page in understanding the customer and specific opportunities within the target company.

Account Based Marketing 159

Account Based Marketing Report Decision Maker Ideal Customer Profile 159

DiscoverOrg Sales

SEPTEMBER 13, 2018

How small staffing agencies can win big against enterprise competitors. How small staffing agencies can win big against enterprise competitors. Enterprise organizations were able to dominate the market because they had the resources, they had the money, they had the ability to build those relationships. Bryerton agrees.

Intent Data 162

Intent Data Strategy Hiring Marketo 162

DiscoverOrg Sales

SEPTEMBER 13, 2018

How small staffing agencies can win big against enterprise competitors. How small staffing agencies can win big against enterprise competitors. Enterprise organizations were able to dominate the market because they had the resources, they had the money, they had the ability to build those relationships. Bryerton agrees.

Intent Data 120

Intent Data Strategy Hiring Marketo 120

DiscoverOrg Sales

MAY 11, 2017

Not long ago, large enterprises—with deeply entrenched incumbent business relationships, rolodexes, and enormous advertising budgets—wined, dined, and golfed with their customers more than any small business could ever afford or imagine. Launching and growing a business has never been easy, but it used to be a lot harder.

Data 154

Data Scale Oracle Ideal Customer Profile 154