DiscoverOrg Sales

APRIL 1, 2016

Steve: “Wow Sue, so you like Feature A, and you see how Widget B is going to save your team a ton of time and maximize their productivity. Once you have this, you then flip the equation by asking why they aren’t at a 10. And finally, it sounds like Function C is where this is really going to be a game changer for your company.

Scale 120

Scale Decision Maker Objections Call-back 120

DiscoverOrg Sales

SEPTEMBER 4, 2018

They want to maximize ROI, which is price relative to the value they get out of the product. When people are asking for discounts, Wernke says, they’re asking if what they’re buying is going to be successful. Price is relative. They don’t want a product that’s going to sit on the shelf.

Closing 120

Closing B2B Decision Maker Scale 120

DiscoverOrg Sales

AUGUST 17, 2016

One of the most popular avenues to generate leads is trade shows. Hundreds, if not thousands of prospects all in the same place, and potentially looking for your solution. During the trade show are opportunities to meet with colleagues for networking opportunities.

Trade Show 120

Trade Show ROI Decision Maker Webinar Metrics 120

DiscoverOrg Sales

FEBRUARY 21, 2018

On-demand Webinar: How to Maximize Your Trade Show ROI. BLOG] Pre-Show: 4 Steps to Maximize Trade Show Lead Generation. Connect with prospects in the moment. Take notes in between conversations. Respect everyone’s space. Follow up with prepared post-show sequences. Does your company spend thousands of dollars on trade shows?

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

DiscoverOrg Sales

JUNE 2, 2016

Throughout the life of a lead, from Marketing to Sales Development to Sales to Customer Success, good data facilitates and maximizes growth. High quality intelligence can give you massive leverage across multiple departments, in ways you might’ve never even considered. Bonus: your competitors are probably oblivious to its power.

B2B 120

B2B Hiring Ideal Customer Profile Sales Qualified Lead 120

DiscoverOrg Sales

MAY 23, 2018

To maximize results prospects should both 1.) Other activities, such as reading a blog, should get a lower score. Now ask leaders in both departments to agree on a lead score that they consider “warm”: That is, at what point should Marketing pass the lead over for Sales follow-up? meet a mutually-agreed-upon lead score threshold, and 2.)

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

DiscoverOrg Sales

FEBRUARY 5, 2016

However, by using the approach outlined here and in the TOPO study, you’ll likely start maximizing the return on your time by working more valuable and promising leads. Account-Based Selling is fairly new, so when pioneering your own program, you’ll need a healthy dose of patience and perseverance. Request a DiscoverOrg Demo Today!

Account 120

Account Case Study Study Collateral 120

DiscoverOrg Sales

FEBRUARY 14, 2018

Watch the webinar: Maximizing Your Trade Show ROI. Maximize your trade show ROI – get our Trade Show Toolkit. PRO TIP : Create a list using the primary industry audience of the trade show within a 50-mile radius. Jake uses DiscoverOrg to generate this list and see who might be in attendance. Get a map of the event. No problem!

Trade Show 193

Trade Show Prospecting Face-to-face Decision Maker 193

DiscoverOrg Sales

JULY 25, 2017

Some buyers trivialize a favored vendor’s major deficiency while maximizing the minor shortcomings of another. Some buyers take a polar opposite position to everything a salesperson says. They simply don’t want to buy from him or her. Trivialization. This is a sure sign that they have a favorite vendor.

Study 120

Study Buyer Decision Maker Vendor 120