DiscoverOrg Sales

NOVEMBER 13, 2017

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business. Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes. What’s the real “power” of sales Intelligence?

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

DiscoverOrg Sales

JUNE 26, 2017

A lot of sales organizations today have a sales communication strategy that looks something like a black hole. 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.) It’s hard to learn anything in this cycle.

Data 120

Data Closing Ideal Customer Profile Fashion 120

DiscoverOrg Sales

MARCH 27, 2018

When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying the Total Addressable Market should come first. This solution uses your own company data to build reliable market boundaries and sales goals. Bottom-Up market size.

Lead Rank 162

Lead Rank Marketing Hiring Vendor 162

DiscoverOrg Sales

DECEMBER 11, 2017

So why is the sales profession still so far behind the curve when it comes to gender? In sales, women make up : 25% of salespeople in tech companies. 12% of sales leadership. Women usually remain in their sales role longer, decreasing turnover. And yet, women are vastly underrepresented in the sales industry.

Hiring 120

Hiring Face-to-face Promotion Retail 120

DiscoverOrg Sales

DECEMBER 18, 2017

This pattern is traditionally understood through the sales funnel. It starts before the customer fully realizes that they need a product—perhaps it’s a pain point, or the perception of an opportunity—and it ends with your sales team closing a new account. Sales should also understand prefered methods of engagement and buying cycles.

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

DiscoverOrg Sales

JULY 29, 2016

Looking to give a your sales a boost? Based on our own lessons learned, we decided to create an Account-Based Marketing Playbook that identifies how to take a more targeted approach to the sales and marketing process – ultimately leading to faster growth. Empower Your Sales Team Get Intel on Your Top Prospect Accounts.

Account Based Marketing 120

Account Based Marketing Account Marketing eBook 120

DiscoverOrg Sales

JULY 22, 2016

Looking to give a boost your sales? This partnership resulted in our Account-Based Marketing Playbook to identify how to take a more targeted approach to your sales process. Sales Strategy Using Account-Based Marketing. A sprint for sales would be would be sending out a mass email approach and blowing up everyone on your list.

Account Based Marketing 120

Account Based Marketing eBook Account Marketing 120

DiscoverOrg Sales

JANUARY 22, 2016

Last year, CISOs were confronted with an abundance of cyberthreats and data breaches, affecting banking, healthcare, government, media, telecommunications, and other industries. As an added barrier for IT sales and security vendors, DiscoverOrg triggers indicate high CIO and CISO turnover …. Terrence Weekes, CISO, DJO Global.

Decision Maker 120

Decision Maker Banking Telecommunications Insurance 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. Point-of-sale malware – and how to prevent it. So what can you do, as a consumer, to keep yourself safe from point-of-sale hacks?

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

DiscoverOrg Sales

NOVEMBER 14, 2018

Developing an ICO should be viewed as a strategic exercise that must involve sales, marketing, and leadership to develop and agree upon the definition and parameters of the characteristics feeding into that definition. Shorten sales cycles by reducing time in the awareness stage of the buyer’s journey. How do you rally?

Ideal Customer Profile 150

Ideal Customer Profile Lead Rank Lead Scoring Customer 150

DiscoverOrg Sales

AUGUST 10, 2016

“ A report written by Winning Consensus-Based Sales CEB cites “ buyers are 57% through the purchase process before sales professions even speak to them.” cold calling) for a sales person’s target market. Reach out to us below in the comments or on social media to keep the conversation going.

Cold Calling 120

Cold Calling Objections Social Media Social Selling 120

DiscoverOrg Sales

AUGUST 11, 2017

The number of factors at play in purchasing decisions are too numerous to count – ranging from pricing, to product features, to reputation of the vendor, to the sales experience and so forth.n With so much of the spotlight on what sales reps could do differently, examining and understanding the psyche of buyers often gets overlooked.

B2B 145

B2B Buyer Buyer Persona Real Estate 145

DiscoverOrg Sales

MARCH 31, 2016

The recently opened Tom Bradley International Terminal at LAX pioneered the implementation of immersive media in the international airport space. Subscribe to DiscoverOrg’s sales triggers to receive hot opportunities delivered to your inbox.

Microsoft 120

Microsoft Government Health Care SAP 120

DiscoverOrg Sales

NOVEMBER 27, 2018

We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. And we’ve got examples. What is a BASHO email?

Examples 220

Examples Account Based Marketing Decision Maker Account 220

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. For savvy sales and marketing professionals, these are selling opportunities as well. For sellers, context is everything.

Company 156

Company Prospecting Oracle Transportation 156

DiscoverOrg Sales

MAY 23, 2018

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. SALES: They weren’t a good fit anyway. 7-quick-wins-sales-marketing-alignment. Sales and marketing have always relied on each other.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

DiscoverOrg Sales

AUGUST 23, 2018

The average American will spend up to 50 minutes browsing through social media today. More important: Those 303 hours of social browsing are sales opportunities for you. Social selling is when sales professionals use their social network to communicate with prospects and develop relationships to solve problems and achieve sales goals.

Social Selling 192

Social Selling Social Media Media Twitter 192

DiscoverOrg Sales

JUNE 6, 2018

They’re attending networking events, following your company on social media, and applying for your open positions. You already know how to recruit active candidates. They’re easy to find. They’re the ones with the ready-to-go resume and up-to-date website.

Hiring 230

Hiring Networking Positioning Compensation 230

DiscoverOrg Sales

AUGUST 7, 2018

But they’re not asking for help from your sales team. 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. Unfortunately, sales does not reward second or third place. Why is predictive intent important for B2B sales? How is Intent data used by sales and marketing teams?

Intent Data 313

Intent Data Intent Data Lead Rank 313

DiscoverOrg Sales

AUGUST 23, 2018

Reading Time: 10 minutes The average American will spend up to 50 minutes browsing through social media today. More important: Those 303 hours of social browsing are sales opportunities for you. Social media isn’t for everyone. Every “dial” is unique, because every person responds differently to every sales approach.

Social Selling 120

Social Selling Social Media Media Twitter 120

DiscoverOrg Sales

JULY 5, 2017

If you have one or more global accounts—large companies with a global footprint—it’s important to approach them globally – but this is a tall order for a busy sales department, especially among newer companies where any account-based approach has a learning curve. What is global account-based sales development? View a video?

Account 289

Account Campaigns Engineering Harvest 289

DiscoverOrg Sales

MAY 7, 2019

But long, complicated sales cycles need more than just names and numbers. 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 data too. JUST KIDDING.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

DiscoverOrg Sales

MAY 1, 2018

Account based sales development is a sales process specifically designed for selling to enterprise companies. Cold email typically entails targeting one person at one company, meaning that the tactic can often be overlooked when designing an account-based strategy … but sales reps that do that are missing a trick.

Account 276

Account Top of Funnel Decision Maker Segment 276

DiscoverOrg Sales

MAY 8, 2018

Sales intelligence vs. lead lists. If you’ve been in sales for any length of time, you know that “prospect data,” “lead list,” or “ sales intelligence ” can mean almost anything. It’s basic, yes – but Fit data is absolutely 100% necessary : without knowing this, sales efforts are useless. Social media metrics.

Cold Calling 241

Cold Calling Intent Data Prospecting Intent 241

DiscoverOrg Sales

AUGUST 7, 2018

But they’re not asking for help from your sales team. 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. Unfortunately, sales does not reward second or third place. Why is predictive intent important for B2B sales? How is Intent data used by sales and marketing teams?

Intent Data 120

Intent Data Intent Data Lead Rank 120

DiscoverOrg Sales

OCTOBER 31, 2018

I’m Chaz Knauft , Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team – and make sure your SDRs are efficient and effective while you do it. 2: Clarify sales goals. Welcome to another Whiteboard Wednesday! What is a “qualified lead”?

Scale 168

Scale Inbound Sales Team Inbound Sales Qualified Lead 168

DiscoverOrg Sales

FEBRUARY 21, 2018

Members of DiscoverOrg’s sales and marketing teams attend about 30 events per year. For walk events, we get about 400 leads per walk event, of which half are “hot” (sales accepted) leads. Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. We have trade show prospecting down to a science.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

DiscoverOrg Sales

OCTOBER 31, 2018

I’m Chaz Knauft , Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team – and make sure your SDRs are efficient and effective while you do it. 2: Clarify sales goals. Welcome to another Whiteboard Wednesday! What is a “qualified lead”?

Scale 120

Scale Inbound Sales Team Inbound Sales Qualified Lead 120

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 23, 2019

If you’ve done your homework, that trade show is a small(ish) pond of like-minded prospects where your sales reps can catch a lot of really big fish! We asked Jake Shaffren, DiscoverOrg’s Director of Sales, and Nina Wooten, our Director of Demand Generation, about their favorite tips for generating sales leads at trade shows and events.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

DiscoverOrg Sales

NOVEMBER 27, 2017

But if the person doesn’t seem interested, many sales and marketers turn their attention toward existing customers. Engage these good-fit prospects via email, PPC ads, or social media. When running re-marketing campaigns through social media , consider adding a video. It’s easy to give up after a few tries.

Lead Rank 196

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

DiscoverOrg Sales

MAY 26, 2017

As we re-release our Startup and Small Business (SMB) dataset , which has grown by 400% over the past 12 months, we’ve been thinking about the origin of this popular segment of sales intelligence. Think about this: Our client’s sales reps had been spending 5 out of 6 outreach efforts on companies that were literally impossible to sell to.

Small Business 145

Small Business Small Business Outsourcing Services Decision Maker 145

DiscoverOrg Sales

NOVEMBER 27, 2017

But if the person doesn’t seem interested, many sales and marketers turn their attention toward existing customers. Engage these good-fit prospects via email, PPC ads, or social media. When running re-marketing campaigns through social media , consider adding a video. It’s easy to give up after a few tries.

Lead Rank 133

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

DiscoverOrg Sales

JULY 25, 2017

That’s why we partnered with noted sales linguist and researcher, Steve W. Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process. Given the choice between salespeople who are 1.)

Study 120

Study Buyer Decision Maker Vendor 120

DiscoverOrg Sales

JULY 11, 2017

We partnered with noted sales linguist and author Steve W. Martin for a deep dive into the candid thoughts of B2B buyers and what kind of sales experience they prefer. Sales development reps, account executives, and other sales professionals will find a trove of actionable insights in this comprehensive study.

Study 206

Study Buyer B2B Vendor 206

DiscoverOrg Sales

AUGUST 24, 2017

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. But it’s inevitable to begin questioning convention in the modern sales and marketing landscape. B2B sales and marketing – stuck in a cage.

B2B 186

B2B B2C Buyer Persona Social Media 186

DiscoverOrg Sales

MAY 10, 2017

For example, one of my clients told me that his company was experiencing 70% turnover of new sales executives joining their organization. All I had to do was go into Glassdoor and I quickly learned that their sales leadership was demanding sales techniques from twenty years ago that involved cold canvassing business parks.

Hiring 120

Hiring Engineering Ideal Customer Profile Software 120