DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Louise C– serves as Senior Director, Hospitality Marketing. Wells Fargo.

Company 156

Company Prospecting Oracle Transportation 156

DiscoverOrg Sales

MAY 7, 2015

Or at least that’s what a recent report by Forrester Research, an independent and leading research company in the marketing and technology space, has predicted. Consider Marketing Technology vendors and their target audience: marketers. By 2020, the B2B SALESMAN WILL BE DEAD. Source: [link] ).

Lead Rank 120

Lead Rank B2B Education Research 120

DiscoverOrg Sales

FEBRUARY 27, 2018

Knowing the technology stack of your prospect is an important piece of marketing and sales intelligence. This is part of a larger examination of 7 specific ways sales intelligence impacts marketing and sales processes : In Part 1, we tackled data quality and management. Sales and marketing professionals know this well.

Competition 145

Competition Ideal Customer Profile Intent Data Intent 145

DiscoverOrg Sales

MAY 29, 2019

A sales demo that’s focused on a few specific solutions may require more discovery time on the front end; this is especially true if you sell software with a wide range of features and use cases. The modern sales software demo is value-based, and focused on use cases that address the prospect’s unique and specific problems.

Software 198

Software Software Decision Maker Lead Rank 198

DiscoverOrg Sales

SEPTEMBER 2, 2016

Unfortunately for us, there was nobody in the marketplace who was providing a solution for OUR target market. For years we’ve provided in-depth intelligence on the IT, Engineering, Marketing, and Finance departments of companies, but we wanted to talk to Sales Departments and specifically the leaders there. Here are the top five: 1.

Data 181

Data Engineering Call-back Forecasting 181

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. Expanded Coverage. Bottom Line: Honing in on your targets just improves your aim. Cheers to Q2!

Ideal Customer Profile 120

Ideal Customer Profile Engineering SalesForce ACT 120

DiscoverOrg Sales

AUGUST 29, 2017

First, RainKing and DiscoverOrg were playing in a very large market: B2B Sales and Marketing is a massive opportunity, so it was okay to have a competitor. We hired a team of believers, and we sold them on the idea that we would build a $100m+ software company in Vancouver, Washington, of all places.

Competition 251

Competition Hiring Enterprise Enterprise 251

DiscoverOrg Sales

OCTOBER 14, 2016

That’s why DiscoverOrg provides sales and marketing departments with the intel to make jobs easier. Making life easier is also why DiscoverOrg’s data also integrates with marketing automation software. DiscoverOrg fuels BIG sales and marketing wins. Learn How.

Cold Calling 120

Cold Calling Commission Quota Call-back 120

DiscoverOrg Sales

JANUARY 8, 2019

Most of the market is about 2-3 years from a widespread adoption of predictive/machine learning , which is exciting. But in a few years, data-driven go-to-market muscle will be widespread. If you knew that a company makes a decision within 3-6 months of doing X … why would you go to market any other way?

Data 149

Data B2B Intent Data Intent 149

DiscoverOrg Sales

AUGUST 16, 2017

Marketing VPs. A few examples of CTA’s you can use: If you sell b2b software…. “Hi Hi {{FirstName}}, I noticed that you’re using {{competing software tool}}. Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email. Industry influencers.

Conversion 186

Conversion How To Skype Film 186

DiscoverOrg Sales

JUNE 26, 2017

The organization works hard to get lead data, either from their own marketing team, an in-house list from sales, or elsewhere (This is the most economical way to research.) Lead data often comes from the marketing team, a third-party provider, or reps who source leads themselves. It’s hard to learn anything in this cycle.

Data 120

Data Closing Ideal Customer Profile Fashion 120

DiscoverOrg Sales

FEBRUARY 9, 2017

But, to get it right, sales & marketing professionals must first understand the profile of their best and most valuable customers, develop an ideal customer profile (ICP), and use it as a pattern for identifying target prospects. The Foundation of Account-Based Everything: Identifying Target Accounts. Now there is! DESCRIPTION.

Ideal Customer Profile 120

Ideal Customer Profile Account Based Marketing Demand Generation Targets Segment 120

DiscoverOrg Sales

MARCH 30, 2017

Sales and marketing intelligence providers now offer verified direct-dial phone numbers, email addresses, and detailed org charts that give sales reps the ability to break through barriers and connect directly with buyers. Anyone willing to invest in premium sales and marketing intelligence has a shot at turning data into deals.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

DiscoverOrg Sales

JULY 10, 2018

Here are some common scenarios : PROSPECT: “I’m worried that your product is more software than we need, and -”. I am glad you’re doing your due diligence and exploring the market. At DiscoverOrg, we increase morale on the sales or marketing team: That’s a cost you won’t see on a balance sheet. Because they are!

Objections 243

Objections Buyer Persona Study Decision Maker 243

DiscoverOrg Sales

APRIL 16, 2019

Let’s say you sell a software solution designed specifically for news organizations, and you’d like to approach ABC Television. If you know this early on in the sales process, you may be able to sell your solution to other entities owned by Disney (especially if it’s a software solution). A more massive sale.

Enterprise 120

Enterprise Enterprise B2B Data 120

DiscoverOrg Sales

SEPTEMBER 6, 2017

Thousands of unsuspecting diners recently received a free side of cyber terror thanks to point-of-sale malware, a malicious software designed to steal customer payment data. Based in Washington, DC, Jeff’s experience includes broadcasting, strategic communications, PR, marketing, and media analysis.

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

DiscoverOrg Sales

MARCH 25, 2016

I used to represent a company that sold software support. I now work for DiscoverOrg, the sales intelligence leader that enables marketing and sales professionals to drive pipeline growth by avoiding the time trap of prospecting and focusing their efforts on actually selling. Cue our service as the hero’s magic wand.

Decision Maker 120

Decision Maker Conference Motivation ACT 120

DiscoverOrg Sales

APRIL 11, 2019

Whether it’s cloud-based products evolving to new needs and new markets, salespeople adapting to new sales technologies, or products so cutting-edge that you can barely describe them – don’t get comfortable. Adapting to change is key. The Sales Acceleration Formula – by Mark Roberge. But you know it’s not just about standing out.

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

DiscoverOrg Sales

MAY 4, 2017

Join DiscoverOrg CEO Henry Shuck and Justin Withers, VP of Product Management and Marketing, for a conversation about what drives high-growth companies. It showed the concrete steps that a sales leader or a marketing leader can put in place to accelerate growth in the years to come. It just doesn’t exist.

Company 120

Company Conversion Outbound Video 120

DiscoverOrg Sales

AUGUST 31, 2017

Also, do you have the ability to see what software the companies are running? This one does the trick for companies in heavily competitive markets or who compete heavily against another organization. This voicemail helped me land a meeting with a hard-to-reach sales leader who had been ignoring my emails prior to this message.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

DiscoverOrg Sales

MAY 18, 2016

And don’t forget Marketing — how can this critical information help your front-line lead-generators in creating a narrative that resonates with the specific and solvable pain points uncovered? 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.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

DiscoverOrg Sales

JUNE 6, 2018

If that sounds like marketing – you’re right! ). This may be a common career path for some technical skill sets such as software developers: Some developers just want to write really good code; others want to eventually manage teams. Market uncertainty inevitably creates potential leads for passive recruiters.

Hiring 230

Hiring Networking Positioning Compensation 230

DiscoverOrg Sales

NOVEMBER 27, 2017

But if the person doesn’t seem interested, many sales and marketers turn their attention toward existing customers. You have to bring in more marketing qualified leads. Unlike B2C marketing, in the B2B world, not all the people who read your blog post or express interest in your product or service are a great fit.

Lead Rank 196

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 196

DiscoverOrg Sales

NOVEMBER 27, 2017

But if the person doesn’t seem interested, many sales and marketers turn their attention toward existing customers. You have to bring in more marketing qualified leads. Unlike B2C marketing, in the B2B world, not all the people who read your blog post or express interest in your product or service are a great fit.

Lead Rank 133

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 133

DiscoverOrg Sales

MAY 7, 2019

Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. A lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! This is an introduction to the use and impact of marketing and sales intelligence data on business decisions.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

DiscoverOrg Sales

FEBRUARY 6, 2018

B2B sales pros and marketers swim in an ocean of information. We asked over 200 sales and marketing professionals about 78 data points (and “secret sauce” combinations of data points) in a comprehensive survey, Breaking Open the Predictive Black Box: Which Data Points Actually Lead to Higher Conversion Rates and More Sales?

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

DiscoverOrg Sales

APRIL 24, 2018

We were doing great with marketing. But if marketing scales, you can push your reps into a closing role. Marketing serves a key role in instilling confidence in the product: case studies are a huge confidence booster. This is especially important when you’re selling software. Then you have an opportunity to specialize.

Scale 120

Scale Hiring Cold Calling Coaching 120

DiscoverOrg Sales

JANUARY 23, 2019

I’ll be talking about one of the opportunities and challenges that marketers face in building out an account-based strategy. In an account-based world – and really any software buying committee – you typically have eight to ten buyers out there. Episode 1: Moving Beyond Account-Based Marketing.

Account Based Marketing 120

Account Based Marketing Intent Ideal Customer Profile Account 120

DiscoverOrg Sales

DECEMBER 11, 2018

Darrin Mossor , DiscoverOrg’s Software Development Manager, points to a few key areas we focused on, to grow in a way that produces an evolving, ever-better product for our customers: Build alignment with leadership. Read it: GDPR Best Practices for Sales and Marketing. Read on to see if anything sounds familiar.

Company 150

Company Scale Data Hiring 150

DiscoverOrg Sales

MAY 8, 2018

For companies in your target market, it’s firmographic data: Industry. So you pick up the phone and call the Marketing Manager. “Hi And most people know that salespeople have this information – so this is nothing new. For an individual prospect, this Fit data refers to demographic data: Name. Email address. Phone number.

Cold Calling 241

Cold Calling Intent Data Prospecting Intent 241

DiscoverOrg Sales

JANUARY 25, 2018

DiscoverOrg’s content strategist, Charity Heller, sat down with Schuck to ask about how he has handled DiscoverOrg’s evolution in the marketing and sales intelligence industry, from a scrappy startup to the industry heavyweight. Marketing doesn’t just do SEO when its convenient – you do it in a systematic way.

Scale 113

Scale Hiring Epiphany System 113

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. Working in Sales isn’t exactly a cakewalk.

Cold Calling 120

Cold Calling Ideal Customer Profile Sales Qualified Lead Decision Maker 120

DiscoverOrg Sales

MAY 10, 2017

The technology engine and software is the glue that bonds together People and Process. If you have challenges with People or Process within your organization, of course, no technology or software platform will solve it. The engine or glue that makes RaaS work effectively is technology and software. Marketing Intelligence (MI).

Hiring 120

Hiring Engineering Ideal Customer Profile Software 120

DiscoverOrg Sales

SEPTEMBER 19, 2017

Many sales and marketing team today are trying to implement account-based marketing – but not at the expense of their current marketing efforts, and without hiring a new, ABM-focused team. How to start account-based marketing (ABM). We aren’t trying to jump into a marathon. Identify your best customers.

Account Based Marketing 230

Account Based Marketing Ideal Customer Profile Webinar Metrics Direct Mail 230

DiscoverOrg Sales

AUGUST 24, 2017

Each acronym provides the building block at a company’s inception to describe their mission statement, target market, and product. Sales and marketing departments live and die by their ability to grasp these concepts, and a company’s success hinges an identifying the target market within each audience. Marketing Week.

B2B 186

B2B B2C Buyer Persona Social Media 186

DiscoverOrg Sales

AUGUST 22, 2017

Today, the average organization has upwards of 20+ marketing and sales tools in their tech stack and many thousands more exist, all promising to boost ROI in their own way. Nearly every sales and marketing technology boasts integration with the CRM and most commonly they integrate with Salesforce.com first.

SalesForce 120

SalesForce CRM Lead Rank Lead Scoring 120

DiscoverOrg Sales

SEPTEMBER 13, 2018

Staffing and recruiting companies have a sixth sense for hot passive candidates … but business development and expanding into new markets might not be second nature. Installed technologies or software in use. Noticed you got a position for an open VP of marketing. Financial events like investments or mergers. Get creative!

Intent Data 162

Intent Data Strategy Hiring Marketo 162