DiscoverOrg Sales

NOVEMBER 14, 2018

Once you have come up with your criteria, repeat the exercise above. The granularity of your data and segmentation tools is the only limitation here. DiscoverOrg has a tool that stack-ranks your best prospective accounts for you! Highest retention rate or longest time with your company. Highest Customer Health Score.

Ideal Customer Profile 150

Ideal Customer Profile Lead Rank Lead Scoring Customer 150

DiscoverOrg Sales

DECEMBER 20, 2017

When you ask your phone for directions, artificial intelligence (AI) serves up the optimal route. With these awe-inspiring displays of superhuman intelligence, it’s no wonder Marketing teams will spend $2 billion a year on AI tools by 2020. The B2B business community is only just now entering the “Early Adopters” period.

B2B 150

B2B Marketing Data System 150

DiscoverOrg Sales

AUGUST 16, 2017

By now, you’re probably wondering why we decided to test this email in a not-so-english-speaking city that throws people in jail (up to a year) and fines them ¥30 million for sending email without permission. If this email template works with busy start-up founders in Tokyo, then there’s a good chance it will work for you and your list.

Conversion 186

Conversion How To Skype Film 186

DiscoverOrg Sales

DECEMBER 18, 2018

The next two, Manufacturing – Durables and Consumer Products, likely climbed up the list as consumers responded to low interest rates and more liquidity. With this information, it wouldn’t be hard to warm up that cold call. Savvy professionals can follow target accounts online and watch for relevant announcements.

Company 156

Company Prospecting Oracle Transportation 156

DiscoverOrg Sales

JANUARY 24, 2017

I had a special opportunity to learn Sales early on from a mentor that practiced many of the non-technology tenets of ABE – accounting for multiple stakeholders, personalizing messages by function and role, coordinating multi-modal follow-up as an integrated account plan, all against a named list of target – ideal – accounts.

Account 120

Account Account Based Marketing Customer Jigsaw 120

DiscoverOrg Sales

JUNE 6, 2018

They’re the ones with the ready-to-go resume and up-to-date website. They’re attending networking events, following your company on social media, and applying for your open positions. We split passive candidates up into a few different groups: Candidates who are content with their current job and are not looking for new opportunities.

Hiring 230

Hiring Networking Positioning Compensation 230

DiscoverOrg Sales

NOVEMBER 9, 2016

Access to high-quality contact data, market trends, and emerging predictive analytics tools allow for rapid segmentation of high-quality accounts and prospects. Effective B2B storytelling often follows the same arc as a successful Hollywood screenplays : Three Acts consisting of (1) The Setup; (2) The Conflict, and (3) The Resolution.

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

DiscoverOrg Sales

APRIL 1, 2016

Thus, making your follow-up akin to throwing darts with a blindfold on and hoping for a bullseye. Your call is over, another demo in the books and your prospect seems generally approving of the product: Prospect Larry: “Okay, Steve, thanks for your time, this really looks like a great tool. So how do we avoid this?

Scale 120

Scale Decision Maker Objections Call-back 120

DiscoverOrg Sales

MARCH 12, 2019

If you’re not sure where to start, here are the tools that we use at DiscoverOrg to monitor our sender reputation: Mx Toolbox — We use this mostly to monitor blacklists as well as check the technical set up of our emails. A really quick way to damage your sending reputation is to drive up your bounce rate!

Email Marketing 212

Email Marketing eBook Scale Campaigns 212

DiscoverOrg Sales

APRIL 29, 2016

Here are the most important sales lessons I’ve learned the hard way, through years of experience: Don’t Be a Tool. You can follow a written process all you want, but at the end of the day, people buy from who they like. You don’t pick up on the subtlety of facial tics and vocal inflections right away. Fold or Call.

Hiring 120

Hiring Negotiation Decision Maker Follow-up 120

DiscoverOrg Sales

JULY 27, 2017

The timing and cadence of follow-up calls, product positioning, even tone of voice are all examples of sales intelligence that is acquired through a learning process. Jeb Blount is the author of eight books, including Sales EQ , Fanatical Prospecting , and People Follow You. Acquired intelligence makes IQ relevant and useful.

Inside Sales 145

Inside Sales Groups Face-to-face Buyer 145

DiscoverOrg Sales

JUNE 19, 2018

Industry scoops, trends, and shake-ups. Sales reps also share raw feedback with the following teams: Product development : To improve the product and future roadmap. Any hot tips or industry scoops gleaned from sales intelligence tools such as DiscoverOrg can also enable your marketing team to help you close more sales.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

DiscoverOrg Sales

AUGUST 17, 2016

Don’t let up while the show is going on. Problem #3: Ineffective or Minimal Follow-Up. For companies that aren’t quite ready to buy, create alerts to keep up to date on any company news. If the company is not currently in the market, set up alerts to get pulled back into the conversation when they are ready.

Trade Show 120

Trade Show ROI Decision Maker Webinar Metrics 120

DiscoverOrg Sales

OCTOBER 3, 2018

We think about the customer, beginning to end,” Bullock says, “but in a lot of cases, we don’t always set up the business for success. My marketing team has ‘mini goals’ that roll up to that.”. For example, if we use tools that help us understand our product usage, my marketing team can trigger plays off that insight.”.

Marketing 193

Marketing Intent Data Face-to-face Webinar Metrics 193

DiscoverOrg Sales

AUGUST 29, 2018

Voicemail is yet another tool we have at our disposal; and like most tools, it works best when combined with others. It’s very, very easy today to hide behind a computer screen and actually never pick up the phone. In this day and age, we have a lot of ways to connect: cold calling, cold emailing, social touches, etc.

Cold Calling 159

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

DiscoverOrg Sales

JANUARY 22, 2018

Check out my post, How to Heat Up Cold Emails with Personalization.). I subscribed to a job changes Trigger in DiscoverOrg to track companies where previous users ended up. I grew up fishing on the Deschutes River in Eastern Oregon. I consistently gets a response rate of 60% – and an engagement rate of 80%.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

DiscoverOrg Sales

MARCH 27, 2017

You can follow him on twitter @brandon_lee_09 or connect with him on LinkedIn. A big part of this is coming up with clear and consistent definitions. If Marketing, Sales, and Customer Success are using different tools to accomplish similar goals, start worrying. For us, the core tools are Salesforce and Engagio.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

DiscoverOrg Sales

MARCH 30, 2017

About 80% of non-routine sales require five follow ups after the initial meeting. Sales reps usually lack the software tools necessary to conduct, gather, and enter research efficiently. It’s time to level up the ranks of data-driven sales intelligence. No Googling required. Request a DiscoverOrg Demo Today!

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

DiscoverOrg Sales

AUGUST 29, 2018

Voicemail is yet another tool we have at our disposal; and like most tools, it works best when combined with others. It’s very, very easy today to hide behind a computer screen and actually never pick up the phone. In this day and age, we have a lot of ways to connect: cold calling, cold emailing, social touches, etc.

Cold Calling 120

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

DiscoverOrg Sales

FEBRUARY 6, 2019

This seemingly simple chart is one of the most effective tools your sales team has. Strategic post-event follow-up. The sales team might have a name to reach out to … but that person might not end up signing off the deal. Use the org chart to go from cross-selling to up-selling. And follow-up there is great.

Decision Maker 29

Decision Maker Video Outbound Influencer 29

DiscoverOrg Sales

MARCH 24, 2015

Last month at our Sales Kickoff, I had a chance to discuss with my team why Lead Gen and Lead Quality are such MASSIVE issues – and this is what we came up with: Hiring expensive, top sales talent to sift through CRAP is just plain STUPID. Let me spend my time cleaning up your data!” – said no sales rep, ever. caused by bad data.

Hiring 120

Hiring Lead Gen Salary Ideal Customer Profile 120

DiscoverOrg Sales

FEBRUARY 21, 2018

We’ve got the ultimate collection to get the most of your trade show – with step-by-step instructions, plus creative tips for everything from making yourself memorable to follow-up techniques guaranteed to get a reply. Follow up with prepared post-show sequences. Get a map of the event. Respect everyone’s space.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

DiscoverOrg Sales

APRIL 11, 2016

Weak,” or “bad” leads are old, incomplete, inaccurate, irrelevant, or used up. You can also use Twitter to follow companies and executives in your market. But what makes a GOOD lead? First, it’s easy to define a bad lead. Good leads are harder to pin down. 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

MAY 7, 2019

How many contacts, notes, and valuable pieces of information are in your CRM or Marketing Automation tool? (If You rely on it to pull lists, look up contacts, track opportunities, and more. If your intel isn’t up to par, it will sabotage your processes and results – and you’re paying for it anyway. Burned by churn.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

DiscoverOrg Sales

MAY 1, 2018

B2B buyers have to give the thumbs up before a purchase can go through. A few key facts about their personal interests that you can pick up from a quick look at those social profiles. In order to do this, you might want to follow what’s called the five-by-five method (or if the clock’s ticking, the three-by-three method ).

Account 276

Account Top of Funnel Decision Maker Segment 276

DiscoverOrg Sales

NOVEMBER 15, 2017

The idea was based on the Sales Development Rep/Account Executive relationship: The AEs get to come in and have meetings already set up – so they can spend their time with prospective customers. If you can’t integrate it, it’s just a lookup tool. You specify who is using our tool, and exactly how much. You build a story.

Retention 227

Retention Travel Customer ROI 227

DiscoverOrg Sales

JULY 5, 2017

That is, it starts with marketing and is followed up by sales. They manage all the factory installations worldwide and are made up of 67 sites organized into six technology platforms. If your sales team is well established, you may have all the tools in place; but even if you’re not, it’s never too late to add tools.

Account 289

Account Campaigns Engineering Harvest 289

DiscoverOrg Sales

AUGUST 23, 2018

The average American will spend up to 50 minutes browsing through social media today. For Kenny Madden and other sales professionals who use this tool successfully, social selling is just … selling. Even on professional social platforms like LinkedIn , Kenny recommends following and sharing topics of personal interest.

Social Selling 192

Social Selling Social Media Media Twitter 192

DiscoverOrg Sales

MAY 29, 2019

A lot of companies struggle to get prospects to show up to sales demos. Take a look through their company website and identify the following: What are they selling? With a little extra digging – or a sales intelligence tool like DiscoverOrg – look for: Who does their company target? First, the easy stuff.

Software 198

Software Software Decision Maker Lead Rank 198

DiscoverOrg Sales

FEBRUARY 5, 2016

If you’ve been keeping up with our blog, you might have seen the TOPO case study about Cloudera’s Account-Based Selling (ABS) approach. It led to double-digit improvements in email performance, call follow-ups, and pipeline growth. Stay Up To Date. A great second step is to set up a Google Alert using the company name.

Account 120

Account Case Study Study Collateral 120

DiscoverOrg Sales

NOVEMBER 2, 2017

Following are some of the challenges a reliable intelligence provider can help you overcome. How many contacts, notes, and valuable pieces of information does your CRM or Marketing Automation tool hold? You rely on it to pull lists, look up contacts, track opportunities, and more. Sloppy databases are a waste of time.

Data 133

Data Churn Hiring eBook 133

DiscoverOrg Sales

AUGUST 23, 2018

Reading Time: 10 minutes The average American will spend up to 50 minutes browsing through social media today. For Kenny Madden and other sales professionals who use this tool successfully, social selling is just … selling. At least follow them on LinkedIn and Twitter.”. This is a great way to stand out from the crowd.

Social Selling 120

Social Selling Social Media Media Twitter 120

DiscoverOrg Sales

JANUARY 27, 2016

Even if you have the most killer marketing team, it is highly unlikely that you just sit back in your big, cushy office and wait for the leads to come in – and even more unlikely that those leads are all great fits, pre-qualified and warmed up enough for a slam dunk close. Just following up on an email that I sent her earlier.”

Cold Calling 120

Cold Calling Ideal Customer Profile Sales Qualified Lead Decision Maker 120

DiscoverOrg Sales

NOVEMBER 29, 2016

One quick look at the definition of Physiology makes the connection to People & Hiring as the base of our team-building hierarchy absolute and for Maslow, the concept was summed up as meeting basic needs for survival. Safety with Tools: Phone, Email, CRM, Data. There’s a lot that goes into having people work for you.

Hiring 120

Hiring Lead Rank Scale Outbound 120

DiscoverOrg Sales

AUGUST 2, 2017

Some sales teams are set up to struggle from the get-go by organizations that don’t properly onboard newly hired salespeople. Being able to do this seamlessly in a meeting or an online discussion can only happen with a robust effort to train and follow-up with your sales employees. Thought leadership is great, but stories sell.

Top of Funnel 175

Top of Funnel Marketing Lead Rank Hiring 175

DiscoverOrg Sales

JANUARY 10, 2018

In episode 3 of INSIDE LOOK, key players from the sales and marketing teams – share their strategy and key takeaways following a series of multi-channel, cross-functional plays for our HR dataset. We based call cadence on engagement in our marketing automation tool. Episode 3: Executing an Account-Based Strategy.

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

DiscoverOrg Sales

MAY 30, 2018

But I’m doing the job of demand generation, AND customer marketing, AND product marketing, AND the sales development team … with a bare minimum of tools to make that all happen!”. Specific technology in place that your tool complements or replaces. Before I bought any tool other than a CRM, I would spend money on data.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Demand Generation Targets 270