DiscoverOrg Sales

SEPTEMBER 4, 2018

For example: “Can you see how DiscoverOrg helps your team set more meetings?”. For example: “You said that you were struggling with X, right?” Quiring uses this example: “To sign by August 31st, we need to have this in the hands of the legal department for review by August 24th. For example: “John, our month end is Friday.

Closing 286

Closing B2B Decision Maker Discount 286

DiscoverOrg Sales

JANUARY 29, 2019

For example, you wouldn’t want to target a company using Oracle products if you’re in SAP consulting. Here’s an example conversation WITHOUT using client voice: Prospect : “Yeah, I don’t know, we have tools that do that already. Tech-stack data may be more noise, but it should be music to your ears.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

DiscoverOrg Sales

SEPTEMBER 5, 2018

Before we get started with some practical examples that you can apply in your selling efforts immediately, I want to talk about a tendency when emotions come up in a selling context. This is one example of how you could intend a better outcome by controlling your emotions. Another self-management tool is empathy. What do I mean?

Video 139

Video Marketing Qualified Lead Lead Rank Top of Funnel 139

DiscoverOrg Sales

SEPTEMBER 5, 2018

Before we get started with some practical examples that you can apply in your selling efforts immediately, I want to talk about a tendency when emotions come up in a selling context. This is one example of how you could intend a better outcome by controlling your emotions. Another self-management tool is empathy. What do I mean?

Video 120

Video Marketing Qualified Lead Lead Rank Top of Funnel 120

DiscoverOrg Sales

JANUARY 8, 2019

Here’s an example: Customer success reps will be able to instantly tell when a customer becomes less likely to renew, and they’ll be able to automate the most effective campaigns to re-engage them. For example, the way Einstein feeds into Marketo or Outreach. Operationalizing machine learning. What will this look like ?

Data 149

Data B2B Intent Data Intent 149

DiscoverOrg Sales

JUNE 8, 2017

In a recent example, a client of ours in the cyber security space wanted to drive more conversations for sales, efficiently. This simple example shows how marketing and sales can align to efficiently identify which prospects are worth Sales’ time. 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

MARCH 27, 2018

Justin shares this example: “A few years ago, I actually put together a menu of different meals I liked that my wife commonly prepared, and included a few additional genres I like in general, such as Italian and Greek food. For example, DiscoverOrg markets to companies of all sizes and in all industries. Bottom-Up market size.

Lead Rank 162

Lead Rank Marketing Hiring Vendor 162

DiscoverOrg Sales

FEBRUARY 1, 2019

So let’s talk about the cold example. So, in this example, you’d end up having some real engagement with 1:100 people. For example, most reps end up calling their prospect and then asking a bunch of questions to try to qualify them and see if they’re a good fit. We’ve all had that experience by now.

Sales Enablement 120

Sales Enablement Decision Maker Sales Qualified Lead Referrals 120

DiscoverOrg Sales

JUNE 6, 2017

If your prospect has a social presence that allows you to do sufficient research, but they haven’t responded to your social touches (reaching out on LinkedIn, or a Twitter @mention, for example), your prospect might be ripe for a cold email. In this next example, I’m targeting Megan, a marketer. When your prospect is a decision maker.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

DiscoverOrg Sales

JANUARY 22, 2018

To see exactly how to use event opportunities for cold email prospecting, here are four real examples of email exchanges that quickly became warm leads. Take the example of selling into IT Staffing & Recruiting companies: Sometimes the open positions are filled within the IT department, and sometimes it’s ran through the HR department.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

DiscoverOrg Sales

MARCH 24, 2016

They want concrete examples of real world applications without the sugar coating. Pay Special Attention To: The decor of their office, books on the shelf, fashion choices, and examples brought up in conversation, which can give you clues as to who they admire, from business leaders to successful innovators in their field. The Debater.

Prospecting 120

Prospecting Face-to-face Relationals Fashion 120

DiscoverOrg Sales

OCTOBER 26, 2017

To illustrate a baseline of Scoops during an era without known security breaches, here’s an example of Equifax Scoops from June 2016: So how can YOU use these Scoops to leverage a product or service ? Equifax is a great example. Scoops indicate a created need for investment in a solution. That might be your solution.

ACT 120

ACT Data Hiring Decision Maker 120

DiscoverOrg Sales

SEPTEMBER 4, 2018

For example: “Can you see how DiscoverOrg helps your team set more meetings?”. For example: “You said that you were struggling with X, right?” Quiring uses this example: “To sign by August 31st, we need to have this in the hands of the legal department for review by August 24th. For example: “John, our month end is Friday.

Closing 120

Closing B2B Decision Maker Scale 120

DiscoverOrg Sales

JANUARY 22, 2019

For example, Poczta Polska S.A. Let’s go back to the Home Depot example. At international companies, other social media networks, like XING , are more prevalent than LinkedIn. Business professionals working outside of North America sign up for LinkedIn at a much lower rate. But they only have 2,668 on LinkedIn.

Social Media 179

Social Media Media LinkedIn Data 179

DiscoverOrg Sales

DECEMBER 27, 2017

EXAMPLES] How to Heat Up Cold Emails with Personalization. Sales Development Rep Josh Sutton reveals his cold email secrets, in the form of real-life email examples – and our readers couldn’t get enough!

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

DiscoverOrg Sales

OCTOBER 31, 2017

Let me show you some examples from data vendors we’ve bought data from in the last 12 months. For example, if you’re sending from your MAT using mycompany.com and your SDRs are also sending from mycompany.com, the sending behaviors of each impact one another. And yet, too many people are spending good money on it. That’s scary.

Data 181

Data Marketing Vendor Sales Qualified Lead 181

DiscoverOrg Sales

APRIL 11, 2016

For example, say you’re a round widget supplier. For example, I subscribe to a community on Facebook focused on the startup industry in Portland, Oregon. For example, I receive daily alerts on new projects and trends within the CRM and SaaS spheres. The foundation of a good lead is complete and accurate contact information.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

DiscoverOrg Sales

AUGUST 1, 2019

For example: When prospecting to a new company, require certain elements of their tech stack. 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.

Video 136

Video Outbound Inbound Hiring 136

DiscoverOrg Sales

OCTOBER 10, 2018

For example : “As Kevin was telling me yesterday, this is a big priority for you guys, going into 2019.”. Make sure to mention them by name if you can. If they’ve talked to you about some of the things that you’re re-capping, make sure to give them credit for it. Just make sure that everybody is engaged.

Social Media 202

Social Media Exact Call-back Conversion 202

DiscoverOrg Sales

APRIL 16, 2019

Example of corporate hierarchy in DiscoverOrg. In the case of a national retailer, for example, you wouldn’t expect individual stores to purchase their own applicant tracking systems! Enterprise sales are also known as complex sales for a reason. These deals are marked by the following characteristics: High perceived risk.

Enterprise 120

Enterprise Enterprise B2B Data 120

DiscoverOrg Sales

OCTOBER 3, 2018

For example, if we use tools that help us understand our product usage, my marketing team can trigger plays off that insight.”. For example, one topic that comes up a lot is how to hire the right team for the size you are. So be prepared. Predictive customer insights. I find that very interesting! Increased efficiency.

Marketing 193

Marketing Intent Data Face-to-face Webinar Metrics 193

DiscoverOrg Sales

AUGUST 29, 2018

You want to bridge the gap between the buyer and the seller; one good example of a way to do that is talk about a project that’s going on. For example, “Hey Susie, I sent you over a LinkedIn connection the other day, hope to have a live conversation. Couple your voicemail with other touches. Send an email.

Cold Calling 159

Cold Calling Video Call-back Face-to-face 159

DiscoverOrg Sales

JANUARY 29, 2018

The regulation as a whole seems clear that processing business contact information for B2B marketing does not require procedures that are as stringent as those that would need to be in place for processing, for example, sensitive health information. For example, Lead Source may already be a value tracked within your database.

Data 215

Data Marketing Ideal Customer Profile B2B 215

DiscoverOrg Sales

APRIL 17, 2019

Today, we’re talking through the buying journey and intent data – from the perspective of my true-life example of buying a sewing machine for my fiancée. Moreover, I want to know what the different types of sewing machines are – computerized versus mechanical, for example.

Intent Data 120

Intent Data Intent Data Top of Funnel 120

DiscoverOrg Sales

APRIL 5, 2016

For example, if I see a company is using Salesforce, Box, and Workday then I can be pretty sure that they are interested in Cloud solutions. How do sales reps leverage the tech install data they find to initiate conversations? HS: There are some obvious ways, and others that require some ingenuity.

Ideal Customer Profile 120

Ideal Customer Profile Data Account Based Marketing Marketo 120

DiscoverOrg Sales

FEBRUARY 9, 2017

Here are several common use case examples of lists sales and marketing teams might import, analyze, and use to find target prospects: ACCOUNT LIST. Dynamically generate a lookalike list of target prospects based on those characteristics. Use Cases for AccountView. AccountView is not limited to analyzing best customers. DESCRIPTION.

Ideal Customer Profile 120

Ideal Customer Profile Account Based Marketing Demand Generation Targets Segment 120

DiscoverOrg Sales

MAY 12, 2016

Plus, we guarantee you’ll be laughing at some of Ziglar’s priceless stories and examples. Take this great example: A blog post on “ Eliminating Common But Not So Obvious Opening Value Statement Mistakes. No matter where you are in your sales career, this book is a foundational resource. 4) Salesbuzz.com.

Inside Sales 120

Inside Sales Ideal Customer Profile Lead Rank Account Based Marketing 120

DiscoverOrg Sales

FEBRUARY 19, 2018

When emails in DiscoverOrg bounce, we have the industry’s largest research team following up on that data to ensure that DiscoverOrg continues to provide the most accurate data in the business; for example, when we are unable to validate a contact’s email through our other tools, we have a researcher call their company and confirm their email.

Data 254

Data Lead Rank Lead Scoring Leads 254

DiscoverOrg Sales

MAY 5, 2017

For example, a chief objection of engineers is that pivots and changes are too expensive. Someone has to understand what fish the crew is after, add the right crew members to the boat – and keep them working once they’re onboard. In addition to each crew’s skills, they bring unique objections to repositioning as well.

eBook 133

eBook Account Based Marketing Pivotal Engineering 133

DiscoverOrg Sales

MAY 27, 2016

You hear the new SDR getting hammered by a prospect, for example, and as soon as the call ends, you can approach him/her, break down what happened, and provide a couple of strategies to try next time that issue arises. That’s because, when everyone is within earshot of each other, you’re inherently around when coaching opportunities pop up.

Coaching 220

Coaching Webinar Metrics Forecasting Retention 220

DiscoverOrg Sales

JANUARY 11, 2017

How We Get Sales Intelligence. Sales data turns into intelligence, similarly, when it comes to life because of the context it lives in – of the relationships around it.

Data 120

Data Video Licensing B2B 120

DiscoverOrg Sales

AUGUST 29, 2018

You want to bridge the gap between the buyer and the seller; one good example of a way to do that is talk about a project that’s going on. For example, “Hey Susie, I sent you over a LinkedIn connection the other day, hope to have a live conversation. Couple your voicemail with other touches. Send an email.

Cold Calling 120

Cold Calling Video Call-back Face-to-face 120

DiscoverOrg Sales

JANUARY 31, 2019

For example, our recent study found that, despite a reputation for playing it safe, women are more likely to select new upstart vendors, while male buyers stick to established, known vendors (see below).

Data 133

Data Hiring Vendor Face-to-face 133

DiscoverOrg Sales

MAY 18, 2016

For example, if you identify elements of the prospect software stack and renewal dates, you will know the best times to introduce a new solution. Examples of Sales Intelligence Triggers. There are many trigger events such as office expansion, product upgrades, and even competitor product upgrades.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

DiscoverOrg Sales

NOVEMBER 29, 2017

For example, suppose there’s a sales development conference in San Francisco. At DiscoverOrg, we use sales intelligence in a very specific process to get the most out of conferences. The tradeshow or conference itself is the central hub of activity – but my team uses it as an opportunity to drum up business.

Marketing Qualified Lead 193

Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

DiscoverOrg Sales

JULY 29, 2016

Our playbook sheds light on this question through detailed examples and tactics every marketer should consider.”. Most other eBooks I’ve read on the subject are theoretical and leave the reader wondering, ‘that’s great, but how I do I execute this strategy?’

Account Based Marketing 120

Account Based Marketing Account Marketing eBook 120

DiscoverOrg Sales

JULY 22, 2016

Our book sheds light on this question through detailed examples and tactics every marketer should consider.” . Most other eBooks I’ve read on the subject are theoretical and leave the reader wondering, ‘that’s great, but how I do execute this strategy?’

Account Based Marketing 120

Account Based Marketing eBook Account Marketing 120