DiscoverOrg Sales

APRIL 7, 2017

DiscoverOrg assigns a seniority level to each contact to group hierarchical roles such as “Vice President,” “Director,” and “Manager.” In addition, there were three records without a LinkedIn URL and it was confirmed that these contacts do not have LinkedIn profiles. Seniority Level Accuracy. The seniority level was 100% accurate.

Data 227

Data Social Media Ideal Customer Profile Twitter 227

DiscoverOrg Sales

JUNE 6, 2018

Review their skills, work history, and check out the blogs or networking groups they engage with. 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. Know your passive candidate. Get to know your potential candidate before reaching out.

Hiring 230

Hiring Networking Positioning Compensation 230

DiscoverOrg Sales

APRIL 11, 2016

But a key characteristic of a good lead is that they have the potential to benefit from your solution – this characteristic is commonly known as “fit” – so the latter group, although interested, are bad fit leads. Be on the lookout for online groups composed of people posting about topics of interest to you and your business.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

DiscoverOrg Sales

JANUARY 3, 2018

It’s an event that celebrates the successes of the previous year, ignites a new focus for the coming year – and creates a team in the best sense of the word, a group who shares the belief that we fail or succeed together. How to create a great sales kickoff: Identify specific goals and a focus of the SKO.

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202

DiscoverOrg Sales

JULY 25, 2016

It’s a dynamic process, whereby at any point, all members of the Team have a voice that is heard, but only by deciding as a group that new thinking justifies an update will a best known method change. Best known method for overcoming a pricing objection. After that, it’s a pact — hands in the middle, we all agree THIS is the best way.

Coaching 120

Coaching Sales Coaching Hiring Forecasting 120

DiscoverOrg Sales

DECEMBER 18, 2018

UnitedHealth Group. Unlike UnitedHealth Group, Bank of America is divesting from their money-market fund product, selling off a credit-card business, and responding to multiple costly data privacy issues. (Read: They probably don’t have a preferred vendor or short list yet.).

Company 156

Company Prospecting Oracle Transportation 156

DiscoverOrg Sales

APRIL 19, 2018

Todd Berkowitz, Gartner Group. “Those who take a more comprehensive approach [to win/loss analysis] have seen a 15% to 30% increase in revenue and up to 50% improvement in win rates.”. Benefits of buyer-centric sales territory planning.

Territories 181

Territories Outsourcing Services Ideal Customer Profile Buyer 181

DiscoverOrg Sales

JUNE 13, 2018

“When I first started at DiscoverOrg two years ago, I joined a group of six other Sales Development Reps (SDRs). We were all green to the role and new to sales in general. We had a team lead, whose job was daily cheerleading – but the role of ‘manager’ on the Inbound team didn’t exist.”

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

DiscoverOrg Sales

FEBRUARY 12, 2016

For example, If I’m going to make tacos for a group of people with gluten sensitivity, then I’m definitely going to use a corn tortilla. If I’m entertaining a group of foodies, I might go for the blue corn tortilla.

Hiring 120

Hiring Decision Maker Sales Cycle Vendor 120

DiscoverOrg Sales

NOVEMBER 17, 2016

Due to a growing wave of marketing and sales technology now sweeping into B2B sales organizations, the B2b Technology Marketing Group – together with select sales tech vendors – have created a survey that aims to explore the growth of technology stacks for sales and to provide insight on tools peers are using to generate revenue.

Scale 120

Scale B2B Trends Lead Rank 120

DiscoverOrg Sales

AUGUST 11, 2017

“Conversely, Marketing rated 18% of salespeople as poor—the lowest “poor” rating in the group – while their tolerance for risk rating was much higher, at 7.1%.”

B2B 145

B2B Buyer Buyer Persona Real Estate 145

DiscoverOrg Sales

NOVEMBER 20, 2017

To be surrounded by a group of motivated, highly intelligent people pushes me to be at my best. Larry Anderson, Director, Demand Generation, Adapt Telephony Services, LLC. Daniel Rich, Sales Development Rep. I’m grateful for the opportunity to come to this office everyday. I know this is a special place to be.

Demand Generation Agencies 0

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 0

DiscoverOrg Sales

MARCH 8, 2017

Spam reports will be high among this group, pushing your campaigns close to the spam threshold. It’s been around the block and has been mined by other sales and marketing teams looking for leads. Potential buyers have long since made deals. All that remains are people sick and tired of endless emails.

Campaigns 235

Campaigns Email Marketing Top of Funnel Vendor 235

DiscoverOrg Sales

AUGUST 16, 2017

Note: This is much higher than the 4% of a similar group of people who volunteered to help when approached directly. Three days later, a second researcher called the same people and actually requested help for this organization. 31% agreed to help. So the “foot-in-the-door” email is a conversation starter.

Conversion 186

Conversion How To Skype Film 186

DiscoverOrg Sales

FEBRUARY 6, 2019

If our product serves more than one market, or has a potentially long sales cycle, we’re gonna have to sell into multiple groups within that organization. Want to hone your org chart skills and become more comfortable with buying groups? Tip 3: Use the org chart to find cross-sell opportunities in other departments.

Decision Maker 29

Decision Maker Video Outbound Influencer 29

DiscoverOrg Sales

JANUARY 22, 2016

Brian Lozada, CISO, Abacus Group, LLC. Gene Fredriksen, Global ISO, PSCU. David Hahn, CISO, Hearst. Brian Kelly, CISO, Quinnipiac University. Marty Leidner, CISO, The Rockefeller University. Michael Mangold, Director of Information Security, Tractor Supply Company. Vickie Miller, CISO, FICO.

Decision Maker 120

Decision Maker Banking Telecommunications Insurance 120

DiscoverOrg Sales

NOVEMBER 13, 2017

After presentation to a skeptical leadership group, use of the findings will vary from company to company. It generally consists of massive Salesforce exports, pivot table exercises (*shudder*), and manually creating charts and PowerPoint slides to present the findings.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

DiscoverOrg Sales

MAY 18, 2016

Richard Harris, Principal with The Harris Consulting Group, shared his framework for mapping a client’s willingness to engage with sales teams as a function of a complex set of requirements, described as client pain points. To start, create a framework for developing your CPP, as described below. Developing Your Client Pain Profile.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

DiscoverOrg Sales

DECEMBER 20, 2017

At a recent Marketing Technology conference, I informally surveyed a group of marketing leaders I happened to be seated with during lunch. But if it seems like we haven’t realized all the tantalizing, fantastic possibilities we imagine this new technology to bring, that may be because expectations are high … perhaps unrealistically so.

B2B 150

B2B Marketing Data System 150

DiscoverOrg Sales

MARCH 3, 2017

Within the high growth group, organizations that conducted five-or-more hours of training and coaching had the highest growth rates of all. In addition to finding that poor product and buyer knowledge suppresses growth, our survey found that high growth companies train and coach employees three-or-more hours per week. Weak Tech Savvy.

Hiring 120

Hiring Revenue Lead Rank Lead Scoring 120

DiscoverOrg Sales

FEBRUARY 1, 2019

For the next step, Frank followed up his first email campaign to non-decision makers with an email, containing the same content he shared with the first group, to the decision maker he was referred to. In that chat session, the contact told him who he needed to reach out to.

Sales Enablement 120

Sales Enablement Decision Maker Sales Qualified Lead Referrals 120

DiscoverOrg Sales

JULY 11, 2017

Group dynamics: 90% of the time, salespeople only need to convince one person in a buying committee: the dominant influencer. Conversely, Marketing rated 18% of salespeople as poor – the lowest “poor” rating in the group – while their tolerance for risk rating was much higher, at 7.1 Buyer group dynamics.

Study 206

Study Buyer B2B Vendor 206

DiscoverOrg Sales

SEPTEMBER 27, 2018

“Data isn’t this bright, shiny, sexy toy that people become enamored with and want to run out and buy,” said Trish Bertuzzi, President and Chief Strategist of The Bridge Group consulting firm. Data is just ugly, old data. But it’s more important than ever before.”. We think data SHOULD be sexy. It affects every business process !

Scale 24

Scale Data Intent Data Decision Maker 24

DiscoverOrg Sales

FEBRUARY 5, 2019

If you have marketing, operations, and IT in your typical sale, you’re someone completely different to each group. And if you don’t drive the process independently with the three different buying groups, you’ll be at the mercy of some vanilla use case that’s going to be limited to however you came in.

Enterprise 120

Enterprise Enterprise How To Scale 120

DiscoverOrg Sales

JULY 25, 2017

Generalizing all salespeople into a single group helps them handle the ordeal of buying, and a salesperson should not take this attack personally. Second, the groups gravitate to different types of vendors. Here’s a list of the common buyer coping mechanisms salespeople encounter on sales calls: Attack.

Study 120

Study Buyer Decision Maker Vendor 120

DiscoverOrg Sales

JANUARY 6, 2017

Our Sales Ops group also accelerated the team’s performance by implementing new sales productivity technology to setup campaigns and track performance. While we supported many groups each year, last year DiscoverOrg raised the bar to an entirely new level.

Margin 120

Margin Marketo Ideal Customer Profile SalesForce 120

DiscoverOrg Sales

JANUARY 10, 2018

We set aside a randomized subset to use as a control group so that we could really measure the impact of taking an Account-Based Everything approach. For the control group, we only executed our typical cold outbound email and call programs. We saw almost identical cursory, initial engagement with both groups: almost 100%. (We

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

DiscoverOrg Sales

DECEMBER 11, 2018

They were a small, scrappy team, driven to meet the demands of a diverse and very vocal group of stakeholders. We were communicating well within our own organization, but we struggled to communicate and coordinate between different groups in the company. These are not uncommon challenges,” Mossor adds.

Company 150

Company Scale Data Hiring 150

DiscoverOrg Sales

NOVEMBER 4, 2016

But that doesn’t mean everyone in that group is doing it well. Sure, these are fast and easy ways to reach out to a wide group of people, but they’re far from effective. Love it or hate it, the fact is that research shows a massive 15% of American adults have tried their hand at online dating. The parallels to prospecting are uncanny.

Prospecting 120

Prospecting Sales Qualified Lead Cold Calling Lead Rank 120

DiscoverOrg Sales

OCTOBER 22, 2018

DiscoverOrg’s own rapid growth is proof-of-concept of the power a group of sharp, inspired, dedicated, fun people. The resulting cultural ecosystem of DiscoverOrg has developed that is larger, deeper, and more complex than a single CEO. It’s also bigger than any one person.

Hiring 189

Hiring Competition Licensing Survey 189

DiscoverOrg Sales

MAY 1, 2018

Even though you’re selling to a pre-identified group of decision makers in the enterprise, you’re still dealing with individuals, so it’s well worth taking the time to learn a little about who those people are. Learn as much as possible about your targets in each level of the decision-making process.

Account 276

Account Top of Funnel Decision Maker Segment 276

DiscoverOrg Sales

NOVEMBER 15, 2017

Each Customer Success team is dedicated to a specific group of clients. The newly retooled Customer Success department made several key changes to ensure customers had a responsive, fluid experience, whether they were communicating with a CDR or CSM: Every Customer Success Manager has a Customer Development Rep; most CDRs have 2-3 CSMs.

Retention 227

Retention Travel Customer ROI 227

DiscoverOrg Sales

APRIL 10, 2018

The other investor starts to assume things and takes that information to their group of investors…. The COIT Group learned this as they transitioned from inbound-only to a mixture of inbound and outbound tactics. (An In most cases they are not trading on the standard, heavily monitored exchanges. You see where I’m going?

Data 46

Data Ideal Customer Profile Cost per Lead Outbound 46

DiscoverOrg Sales

AUGUST 23, 2018

I know that group of buyers really well and it takes a lot to break through in a market like this. (Their HQ was across the street) and sent it to the CEO with a note saying: “I enjoyed your comments on the Q1 conf call and the specific objectives you laid out to do X.

Social Selling 192

Social Selling Social Media Media Twitter 192

DiscoverOrg Sales

AUGUST 23, 2018

I know that group of buyers really well and it takes a lot to break through in a market like this. (Their HQ was across the street) and sent it to the CEO with a note saying: “I enjoyed your comments on the Q1 conf call and the specific objectives you laid out to do X.

Social Selling 120

Social Selling Social Media Media Twitter 120

DiscoverOrg Sales

MARCH 7, 2019

We have to decide as a group what the most important things are, and go after those. We want stack-ranked ideas that generate the most value for company. “So So part of my job is to gain visibility that I haven’t had in the past. I need to see what’s going on in the departments. I simply have to be more strategic. “I

Lead Rank 24

Lead Rank Lead Scoring Scale Data 24

DiscoverOrg Sales

MAY 30, 2018

But first, let’s build a great group of customers in your sweet spot. Great data is the number one sales and marketing productivity tool on the face of the planet.” – Trish Bertuzzi , CEO, The Bridge Group. Start with a market that you’ve already had success in, and find more companies like those.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Demand Generation Targets 270