DiscoverOrg Sales

MAY 2, 2019

At the most senior-level positions, women made up less than 10%. Women now comprise almost a quarter of all leaders in this position. Of particular note is CMO – a stand-out position with near parity in 2016 (along with human resource leaders) – where the number of female CMOs fell to 39% in 2019.

Distribution 120

Distribution Decision Maker Study Enterprise 120

DiscoverOrg Sales

JUNE 6, 2017

My reference was specific enough to demonstrate that I really did know who Kara was, and understood her position. In this next example, I was researching a prospect at a target account and came across a video of my prospect accepting a new position at the company. I didn’t try to fix everything or make sweeping promises.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

DiscoverOrg Sales

FEBRUARY 25, 2016

Similarly, in a management position, a salesperson has to be able to step out of the inclination to focus solely on themselves. Communication is the foundation to building solid relationships, illustrating key sales strategies, and cultivating positive team morale. They get the position because no one else is willing or able.

Promotion 120

Promotion Lead Rank Lead Scoring Ideal Customer Profile 120

DiscoverOrg Sales

JULY 10, 2018

You might think that positive signs and positive language are good things, but they’re not. A study from Gong.io shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is wrestling internally – hoping you can make them feel good. “We It can drag on forever.

Objections 243

Objections Buyer Persona Study Decision Maker 243

DiscoverOrg Sales

SEPTEMBER 6, 2017

1/17/2017) Chipotle Mexican Grill is currently seeking a Manager, IT Security Operations; this position is responsible for operating a security operations center and improving security processes, as well as managing the company’s virus scanning, rogue host detection, virus scanning, SIEM, and file integrity monitoring tools.

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

DiscoverOrg Sales

APRIL 25, 2017

Org charts are a flagship DiscoverOrg product used to understand employees’ positions within an organization hierarchy and pull multiple stakeholders into a conversation, giving weight to a sales proposition. Org charts decision-makers, identify influencers, and advocates who can champion your solutions or services.

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

DiscoverOrg Sales

NOVEMBER 27, 2018

The podcast reference was specific enough to demonstrate that he really did know who Kara was, and understood her position. Take the example of selling into IT Staffing and Recruiting companies: Sometimes the open positions are filled within the IT department, and sometimes they are ran through the HR department. Sounds good to us!

Examples 220

Examples Account Based Marketing Decision Maker Account 220

DiscoverOrg Sales

AUGUST 11, 2017

The study found an interesting correlation between the buyers’ perception of salespeople and their risk aversion: Those buyers in departments that do have a positive opinion of salespeople are more willing to take a chance. Buyers’ risk tolerance by department.

B2B 145

B2B Buyer Buyer Persona Real Estate 145

DiscoverOrg Sales

AUGUST 16, 2017

Positive reply rate: 15.6%. I’ve had some success with filling this position for similar companies like {{example}} and {{example}} this year. People who agreed to exchange emails with us were far more likely to agree to a an in-person meeting compared to people who were asked for a meeting during the first message. How did it perform?

Conversion 186

Conversion How To Skype Film 186

DiscoverOrg Sales

JULY 27, 2017

We all know people who are very intellectually smart but lack the ability to understand others’ positions. The timing and cadence of follow-up calls, product positioning, even tone of voice are all examples of sales intelligence that is acquired through a learning process. Always be learning: Acquired Intelligence (AQ).

Inside Sales 145

Inside Sales Groups Face-to-face Buyer 145

DiscoverOrg Sales

JANUARY 29, 2016

This includes even the most potentially lucrative of sales positions, where the base pay is typically lower and the majority of their financial security depends upon commission. Do they have the opportunity to grow professionally and personally in their positions? It’s a challenge that IT staffing firms need to understand.

Motivation 120

Motivation Incentives Incentive Commission 120

DiscoverOrg Sales

OCTOBER 23, 2016

For examples, when selling into Marketing Departments, sales executives typically target C-level, EVP, SVP, VP and Director level positions. Professionals profiled in this new dataset experience a lot of turnover with 61% in their position for less than two years.

Tools 120

Tools Lead Rank Lead Scoring Scale 120

DiscoverOrg Sales

DECEMBER 11, 2017

Most companies agree that a diverse workforce leads to more positive outcomes – in terms of revenue, employee satisfaction, or any other measure. We dissect it often in an attempt to diagnose, and yet our conclusion falls short every time: “We just don’t have enough female applicants.” ” My opinion? That’s a cop out.

Hiring 235

Hiring Face-to-face Promotion Retail 235

DiscoverOrg Sales

FEBRUARY 21, 2019

Today’s CMO position – “ a minefield where many talented executives fail ” – requires the courage of conviction to survive. Fear isn’t a luxury the CMO can afford. Neither is hesitation. If you’re a first-time CMO, this goes double.

ROI 171

ROI Survey Webinar Metrics Channels 171

DiscoverOrg Sales

MAY 15, 2017

But one factor has been proven to impact all of them positively: gender diversity – especially at the executive level. This graphical representation from Catalyst does a fantastic job of synthesizing the enormous amounts of completed research that illustrate why diversity matters to the bottom line.

Hiring 206

Hiring Lead Rank Lead Scoring Research 206

DiscoverOrg Sales

FEBRUARY 19, 2018

DiscoverOrg’s positive response rate was over 4x higher over all 8 touches. Read the case study pitting DiscoverOrg against a major competitor , which found: The competitor’s bounce rate was 5x higher than DiscoverOrg’s. DiscoverOrg’s open rate was more than 2x higher. How is this possible? Are emails in DiscoverOrg really over 3.5

Data 254

Data Lead Rank Lead Scoring Leads 254

DiscoverOrg Sales

MAY 5, 2017

It maps aligned sales and marketing teams to the positions on a boat and describes how they work together to catch the biggest fish. We’re fishing for leads, thanks to the ultimate account-based everything team. Ultimate Catch: Your Guide to Account-Based Orchestration is a clever ebook from LeadMD.

eBook 133

eBook Account Based Marketing Pivotal Engineering 133

DiscoverOrg Sales

MARCH 24, 2016

Using words like ‘our’ and ‘we’ can help to position you as part of the team, well before you close the sale. Appeal to their emotional intelligence, but always support your position with logic and rational thought as conversations deepen. Patience is a virtue. Pay Special Attention To: Their work culture and communication habits.

Prospecting 120

Prospecting Face-to-face Relationals Fashion 120

DiscoverOrg Sales

DECEMBER 9, 2016

Sales reps who are able to help new CISOs quickly implement strategies cash in on this initial spending and are in the position to make the next sale when the CISO moves on to a new company. Moreover, the majority of these investments (70%) occurred within three months of starting. 8 TED Talks All Salespeople Should Watch.

Remedy 120

Remedy Insurance Insurance Face-to-face 120

DiscoverOrg Sales

DECEMBER 11, 2017

Most companies agree that a diverse workforce leads to more positive outcomes – in terms of revenue, employee satisfaction, or any other measure. We dissect it often in an attempt to diagnose, and yet our conclusion falls short every time: “We just don’t have enough female applicants.” ” My opinion? That’s a cop out.

Hiring 120

Hiring Face-to-face Promotion Retail 120

DiscoverOrg Sales

MAY 7, 2015

Has the digital revolution had a positive or negative impact on your sales cycle? But for those of you who are on the front-lines, what do you think? What changes have you seen that affect your ability as a real-live person to sell products and services?

Lead Rank 120

Lead Rank B2B Education Research 120

DiscoverOrg Sales

SEPTEMBER 20, 2016

Sales Development teams using TiLT have also exhibited positive behaviors that include increased motivation and desire to learn more. Through increased response rates, decreased no-show rates, and higher quality conversations, we aim to tilt your revenue curve up and to the right.

Top of Funnel 120

Top of Funnel Scale Decision Maker Enterprise 120

DiscoverOrg Sales

FEBRUARY 12, 2016

If the sales representative knows when the customer is hungry and can get them their taco right when they are ready to buy and eat it, then the taco filling is hot and the shell in an ultimate state to support the filling, providing a positive structure to deliver the solution to the problem. The result is a win for all parties. If Acme Inc.

Hiring 120

Hiring Decision Maker Sales Cycle Vendor 120

DiscoverOrg Sales

JUNE 8, 2017

Brand awareness can take many forms, ranging from digital advertising to thought leadership programs—all with a goal of building familiarity and a positive impression among target audiences and ultimately—when executed correctly—driving inbound outreach with potentials who do have an active need. Marketing-generated demand.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

DiscoverOrg Sales

OCTOBER 5, 2017

It may be true that some sales professionals are, shall we say, less than professional; but B2B buyers have to get their products and services somewhere, so it’s important to make this inevitable relationship a positive one.

Vendor 145

Vendor Study Buyer B2B 145

DiscoverOrg Sales

NOVEMBER 6, 2018

Companies who are making manifestos, listening to their employees, driving value, and positive change in their communities – those are the ones who are going to be talent takers in the market. “As candidates are asking us questions, they want to learn more about the company’s values.

Resources 224

Resources Decision Maker Compensation Vendor 224

DiscoverOrg Sales

AUGUST 17, 2016

It’s not that trade shows aren’t effective at bringing in revenue – it’s that companies aren’t optimizing for a positive ROI: Problem #1: You Don’t Know Who is Attending. Companies spend thousands of dollars every year on tradeshows, and most leave money on the table. Before a show, organizers will name drop companies who are going.

Trade Show 120

Trade Show ROI Decision Maker Webinar Metrics 120

DiscoverOrg Sales

MARCH 17, 2016

Which means you are positioned to help them succeed. When you’re focused on your true capabilities, you inherently know exactly what your target clients need. You know their pains, their challenges, and their threats.

Vendor 120

Vendor Decision Maker Hiring Industry 120

DiscoverOrg Sales

SEPTEMBER 12, 2017

Put yourself in the position of the experienced buyer who has met with hundreds of salespeople. Download Part 1. 1: Buyers rate 2/3 of B2B salespeople as average or poor. Buyers don’t really don’t trust salespeople. Buyers rate two-thirds of B2B salespeople as being average or poor.

Buyer Persona 206

Buyer Persona Buyer Survey Ideal Customer Profile 206

DiscoverOrg Sales

FEBRUARY 9, 2017

Compare a competitor’s customer profile to your own and determine ways to improve your product, messaging, or positioning. Determine the kinds of companies that cost a lot or a little to support or maintain. Competitor’s Customers. Prospect accounts. Find out if the prospects currently in your CRM are actually a good fit. Create A Portfolio.

Ideal Customer Profile 120

Ideal Customer Profile Account Based Marketing Demand Generation Targets Segment 120

DiscoverOrg Sales

APRIL 17, 2019

You’re SO much better positioned to drive real brand awareness and influence the decision-making process. If I’m a sewing machine manufacturer or a retail brick-and-mortar store, and I know the Jakes of the world are doing their homework on my product – I can start messaging proactively, before they reach out to anyone.

Intent Data 120

Intent Data Intent Data Top of Funnel 120

DiscoverOrg Sales

APRIL 11, 2016

The fact is that with today’s technology, salespeople are in a great position to grow and build their “good lead” lists with pertinent, actionable intel. It’s all about finding those elusive leads worth chasing. Hit the ground running with better sales intelligence.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

DiscoverOrg Sales

MAY 18, 2016

Sales teams presenting their platform or solution within the context of a robust CPP may be in a better position to leverage trigger events when they occur. Initial sales intelligence can be vetted during discovery calls, and also during product demos. Examples of Sales Intelligence Triggers.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

DiscoverOrg Sales

JANUARY 29, 2019

This allows prospects to not feel challenged by what you’re saying and they’re more likely to respond positively. Client voice is formulating what you’re saying as not coming from yourself, but rather as client. We don’t need another.” ” Sales Rep : “Sure, but we can consolidate those tools.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

DiscoverOrg Sales

JULY 25, 2016

See Open Positions Now. Interested in learning more about the upcoming panel at MuleSoft’s HQ in San Francisco and to hear the exceptional and industry-leading group of panelists speak on these topics and more? Click here to find out more. Does This Sound Like A Place You'd Like To Work?

Coaching 120

Coaching Sales Coaching Hiring Forecasting 120

DiscoverOrg Sales

SEPTEMBER 26, 2018

You’ve been down this road, you have their best interest in mind … and it isn’t just all positive. That’s going to help them feel like you know what you’re doing. They should have some concerns in mind, and you should be able to help address them. Read it: 3 Tips to Overcome Cold-Call Objections.

Objections 154

Objections Sales Cycle Call-back Vendor 154

DiscoverOrg Sales

MARCH 5, 2019

If you know when a new executive takes a new position, you can take advantage of this early momentum. A DiscoverOrg study revealed that 71% of newly-hired or recently promoted decision-makers lead 3+ initiatives within their first 3 months in a new position. That’s why leadership changes are important. Go get them!

Hiring 218

Hiring Decision Maker How To SalesForce 218