DiscoverOrg Sales

JANUARY 22, 2018

I use Opportunity data – trigger alerts and inside scoops that let me know when a company experiences change or disruption, such as a funding event, executive departure, personnel move, or security issue. We completed the meeting, I opened the opportunity, and we’re in the final stages of a relatively large deal.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

DiscoverOrg Sales

FEBRUARY 27, 2018

Creating opportunity. Many companies have no opportunity to sell into an account unless a specific technology is present. Often, installed technologies – or lack thereof – make or break an opportunity. The presence – or absence – of a technology is always an opportunity for a sale.

Competition 145

Competition Ideal Customer Profile Intent Data Intent 145

DiscoverOrg Sales

APRIL 19, 2018

In this blog, you’ll learn how to create a sales territory plan in 3 steps: Identify buyer-centric market opportunities. These pain points represent an opportunity in the IT market. Once you identify the market needs you’re targeting, it’s time to identify the size of the market opportunity. Expand with a Win/Loss SWOT.

Territories 181

Territories Outsourcing Services Ideal Customer Profile Buyer 181

DiscoverOrg Sales

JUNE 8, 2017

Once a prospect is identified and a sales rep is hoping to initiate a sales process (but before a true opportunity is identified), marketing can help with lead generation and low-touch qualification. How to market to prospects with open sales opportunities. Marketing-generated demand.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

DiscoverOrg Sales

FEBRUARY 22, 2017

We always had AE’s (Account Executives) and CSM’s (Customer Success Managers) – AE’s focus on strictly net new, CSM’s focus on the Customer and any upsell, renewal opportunities. What we did first: Scale an SDR team – eliminate the AE role where reps were self sourcing their own leads and closing them.

Video 0

Video Hiring Outbound Scale 0

DiscoverOrg Sales

MARCH 27, 2018

Total Addressable Market (TAM) is the total available opportunity for your product or services. The Total Addressable Market, also known as total available market , is a calculation that represents the overall revenue opportunity for a given set of products or services. What is Total Addressable Market?

Lead Rank 162

Lead Rank Marketing Hiring Vendor 162

DiscoverOrg Sales

JULY 3, 2018

Nurture closed-dead B2B sales opportunities. Purvis says, “Closed dead opportunities – leads that have gone dead and cold on us – are sometimes the best performing leads for the DiscoverOrg sales team.”. Having relevant Opportunity data really makes the difference. Leverage previous engagement in your new outreach.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

DiscoverOrg Sales

FEBRUARY 9, 2018

Action-based triggers and opportunity alerts. But I’m afraid I’m missing out on other opportunities. Dear Data Deprived, You probably ARE missing out on opportunities – but happily, you already have everything you need for a relevant message. Direct-dial phone numbers. Physical location (not just headquarters).

Data 181

Data Sales Qualified Lead Study ROI 181

DiscoverOrg Sales

FEBRUARY 13, 2019

Here’s an example of when the org chart comes in handy for sales: Starting at the Senior Director, Director, or Senior Manager level can be a great way to create groundswell and new opportunities. If you manage to engage your buyer, they will often refer the opportunity down to user buyers, coaches, influences, or technical buyers for review.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

DiscoverOrg Sales

JANUARY 31, 2019

A: You look uninformed, and B: You just lost the opportunity (and probably future opportunities at the account.). Read it: How to Time Your Sales Outreach with Opportunity Data. Company events like new planned projects, C-level executive moves, rounds of funding, and layoffs or hiring sprees all indicate change.

Data 133

Data Hiring Vendor Face-to-face 133

DiscoverOrg Sales

NOVEMBER 29, 2017

Turn events into a lead-gen opportunity. The tradeshow or conference itself is the central hub of activity – but my team uses it as an opportunity to drum up business. We invested in the cost of the event, plus the cost of sending our sales rep there, and we want to take advantage of every opportunity! This is part 3.

Marketing Qualified Lead 193

Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

DiscoverOrg Sales

JANUARY 29, 2019

Many companies don’t have an opportunity to sell into an account at all unless a specific technology is present. Knowing tech stack uncovers opportunities that might otherwise have been dismissed. “These are opportunities that we lost to a competitors, and they are time-stamped. Here’s why.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

DiscoverOrg Sales

DECEMBER 18, 2018

Sales and marketers who have this insider knowledge can quickly reach out to help with helpful solutions – landing opportunities and sales before an RFP goes out, before a prospect downloads a whitepaper or attends a webinar … and long before competing sales teams even know an opportunity exists. UnitedHealth Group.

Company 156

Company Prospecting Transportation Oracle 156

DiscoverOrg Sales

APRIL 16, 2019

Uncover more enterprise opportunity for your product or service. Once you know all the components of an enterprise, you can identify where opportunity exists for your product or service. Opportunity in large enterprise companies is changing constantly. Read it: What components comprise a corporate ‘Family Tree’?

Enterprise 120

Enterprise Enterprise B2B Data 120

DiscoverOrg Sales

APRIL 25, 2017

It should reduce time spent prospecting; offer sales development reps (SDRs) an opportunity for smart expansion into new markets; let sales reps identify the 3% of any industry’s target accounts that are active buyers … and a whole lot more. Triggers help sellers recognize these opportunities. It’s not magic. Technology stack.

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

DiscoverOrg Sales

JUNE 6, 2017

I was able to schedule a demo that resulted in an ongoing opportunity, and we’re working to replace Diego’s current data provider. Again, I was able to schedule a demo with Kyle, and we have an opportunity to make a great deal – all from a cold email! Thanks again. Quote a prospect’s own words. A little flattery never hurts.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

DiscoverOrg Sales

OCTOBER 23, 2016

As a sales rep, forging relationships with both sales and marketing will help close opportunities. As a sales rep, forging relationships with both sales and marketing will help close opportunities. Click To Tweet. The HR Dataset. The Account-Based Model is the Vehicle Maintained by the Predictive Analytic Pit Crew.

Lead Rank 120

Lead Rank Tools Lead Scoring Scale 120

DiscoverOrg Sales

MARCH 2, 2016

Board meetings are an opportunity to discuss issues, progress, and strategic goals. First, it was an opportunity for me to talk SH*T about myself—and recognize all the places I stumbled, messed up and didn’t get it right—to get it all out on paper and out of hiding. 2) Their word is not gospel. It’s great advice.

Hiring 120

Hiring Construction Meeting Data 120

DiscoverOrg Sales

APRIL 11, 2016

Salespeople comb LinkedIn, check their rolodex of former clients, and pay attention to what’s going on in their territory in order to identify potential opportunities and contacts. The best leads and opportunities may be buried under just a bit of networking effort. What else can I do to spot sales “triggers”?

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

DiscoverOrg Sales

SEPTEMBER 26, 2017

This is a great opportunity to finetune DiscoverOrg’s own ABE approach as we target new accounts we haven’t gone after before. Historically, DiscoverOrg was known for its IT datasets, and while those are still core to our sales and marketing intelligence, we also have products for teams that sell into marketing, sales, finance, and more.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

DiscoverOrg Sales

DECEMBER 18, 2017

Herein lies the rub: Marketers have an enormous opportunity to serve as guides for potential customers, to provide a path for exploration that leads them to the most optimal solution. Marketing now owns a much bigger piece of the lead-to-revenue cycle.”. This pattern is traditionally understood through the sales funnel.

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

DiscoverOrg Sales

NOVEMBER 14, 2018

Better fit prospects and opportunities won turn into better fit customers who have a lower churn rate. Export opportunity data from your CRM and append account information as needed. How could you not be??) Now, let’s get into the how you do it. “To Step 1: Find the data. Then, look for patterns. It’s different for every business.

Ideal Customer Profile 150

Ideal Customer Profile Lead Rank Lead Scoring Customer 150

DiscoverOrg Sales

APRIL 15, 2016

Bottom Line: Find the contacts and opportunities that you are looking for faster and easier. Last year, we introduced our predictive analytics solution, OppAlerts , which identifies prime selling opportunities based off of a prospects’ online content consumption. Expanded Coverage. Additional Integrations.

Ideal Customer Profile 120

Ideal Customer Profile Engineering SalesForce ACT 120

DiscoverOrg Sales

JULY 10, 2018

You have to get into the details: Either it’s not a real objection, or there are opportunities for collaboration. (Or A favorite tactic of Steve Waters is giving prospects an opportunity to speak their objections as though the concern is coming from someone else, like a different stakeholder: “Is your CEO going to want to see this?

Objections 243

Objections Buyer Persona Study Decision Maker 243

DiscoverOrg Sales

MARCH 27, 2017

Account-Based Sales Development (ABSD) is a coordinated strategy that combines personalized, multi-channel, multi-threaded, outbound activities to create high-value opportunities in new and existing customers. While leads and opportunities are important to note, it’s not enough for ABE. This topic itself deserves its own interview!

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

DiscoverOrg Sales

JANUARY 29, 2016

So what can a manager to do to tap into this opportunity? But even further than avoiding that is actually opening up opportunities for your salespeople to take a little control and make their own decisions in how they work. Do they have the opportunity to grow professionally and personally in their positions?

Motivation 120

Motivation Incentives Incentive Commission 120

DiscoverOrg Sales

AUGUST 1, 2019

On our sales team, our Account Executives (AEs) focus on strictly net new, while Customer Success Managers (CSMs) focus on the customer and upsell and renewal opportunities. Specializing roles in the sales department helps build specific skills. Separate prospecting and closing roles.

Video 136

Video Outbound Inbound Hiring 136

DiscoverOrg Sales

JULY 25, 2016

In advance of this event on July 28th, where our very own David Sill will be joining Rich Liu and Steven Broudy of Mulesoft as well as Falon Fatemi from Node as a panelist, we had the opportunity to get deeper insight from several panelists into the sales development best practices that they’ve learned to rely on over the past few years.

Coaching 120

Coaching Sales Coaching Hiring Forecasting 120

DiscoverOrg Sales

MARCH 24, 2015

The cost of providing bad leads to our top talent is now way MORE than just their salary; there’s an opportunity cost AND a morale cost – the morale cost is deadly… We hire talented, proven sales reps. Their ability to close business, in turn, depends solely on their ability to find, set appointments with, and CLOSE new opportunities.

Hiring 120

Hiring Lead Gen Salary Ideal Customer Profile 120

DiscoverOrg Sales

APRIL 1, 2016

More importantly, you are likely to really lose traction if you don’t figure these things out first, leading to another opportunity withering away on the vine. When people give me the opportunity to speak my truth I appreciate it – it builds a better relationship. What else does this do? Remember, objections are your friend.

Scale 120

Scale Decision Maker Objections Call-back 120

DiscoverOrg Sales

MARCH 9, 2016

Who has the most opportunities and the least closes? In it, he describes what every sales ops department should bring to the table, including answers to questions like: Are we making enough calls? Are we connecting enough? Are we connecting, but not converting enough? How should I help that person that isn’t closing?

Sales Operations 120

Sales Operations How To Proposal Webinar Metrics 120

DiscoverOrg Sales

OCTOBER 14, 2016

No matter when the internal sales meeting is scheduled, it’s during that golden window of opportunity where hot leads are between meetings and able to talk. Leads sniff out the hardest objections. You didn’t prepare for this one in the sales meetings. After getting ahold of a hot lead, they want “a more aggressive deal.”

Cold Calling 120

Cold Calling Commission Quota Call-back 120

DiscoverOrg Sales

DECEMBER 21, 2016

As technology continues to plunge sales and marketing professionals further into transformative innovation and new opportunities, we must define the new terms taking us there. Perhaps this intriguing tech flaunts a new approach to an old strategy or intertwines words like “predictive” and “intelligence” into its elevator pitch.

Marketing 120

Marketing Trends Industry Sales 120

DiscoverOrg Sales

DECEMBER 11, 2017

Sales offers an enviable income and a lot more opportunity for career advancement – it shouldn’t be a hard sell. I was never taught how to weed out illegitimate opportunities, and so I based my assumptions about companies on their brand image. Take a page from the tech industry and poach these experienced female employees.

Hiring 235

Hiring Face-to-face Promotion Retail 235

DiscoverOrg Sales

AUGUST 17, 2016

During the trade show are opportunities to meet with colleagues for networking opportunities. 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. There is a downside: trade shows are expensive.

Trade Show 120

Trade Show ROI Decision Maker Webinar Metrics 120

DiscoverOrg Sales

FEBRUARY 21, 2019

Conduct a SWOT (Strengths, Weaknesses, Opportunities and Threats) analysis with your marketing and sales teams to identify these areas, and then don’t be afraid to shift your direction. Breaking old habits is hard. A fearless CMO has the courage to honestly assess what’s working and what isn’t, and make changes where needed.

ROI 171

ROI Survey Webinar Metrics Channels 171

DiscoverOrg Sales

MARCH 20, 2018

Fit + Opportunity + Intent = Predictive indicators. Just because a buyer looks like your best customer and is ready to buy a solution like yours doesn’t mean that they will ultimately choose you as their vendor – you still have to put your best foot forward every time. Think of ICP as the firmographic, technographic, geographic, etc.

Ideal Customer Profile 69

Ideal Customer Profile Positioning Data Lead Rank 69