DiscoverOrg Sales

JANUARY 1, 2018

This wealth of data comes from DiscoverOrg’s own primary research based on surveys conducted with mid- to high-level professionals in the Marketing Department. Whether you sell into the Marketing Department or you are marketer, check out our predictions for marketing spend in 2018, based on trends from year-over-year survey results.

Trends 184

Trends Advertising Advertising Survey 184

DiscoverOrg Sales

JANUARY 2, 2019

Research from TOPO supports this. The research and advisory firm recently shared proprietary insights from their own analysts and offered up some predictions for 2019. TOPO’s research suggests that, as Intent Data goes mainstream and becomes more integrated, it will become part of the prospect lifecycle. BIG business.

Data 196

Data Intent Data Intent Customer 196

DiscoverOrg Sales

JUNE 6, 2017

If your prospect has a social presence that allows you to do sufficient research, but they haven’t responded to your social touches (reaching out on LinkedIn, or a Twitter @mention, for example), your prospect might be ripe for a cold email. ABSD requires time spent researching specific target prospects, which can be a time-suck.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

DiscoverOrg Sales

FEBRUARY 19, 2018

Data integrity: Our Research Operations team at DiscoverOrg is responsible for monitoring the health of the email addresses in our database. Strategic partnerships: We have partnerships with multiple services and proprietary data feeds, in addition to Tellwise, to notify us whenever emails to contacts in our database bounce.

Data 254

Data Lead Rank Lead Scoring Leads 254

DiscoverOrg Sales

JANUARY 22, 2019

Even more confusing is the fact that most of our research analysts aren’t even on LinkedIn. I then asked our research team call the HR departments for each company and ask how many people were employed there. At DiscoverOrg, as of January 15th, we have 556 full-time employees. We don’t have any part-time employees or contractors.

Social Media 179

Social Media Media LinkedIn Data 179

DiscoverOrg Sales

DECEMBER 18, 2017

B2B buyers research solutions months before buying. According to Salesforce, 94% of B2B buyers conduct online research at some point in the buying process. First, marketers must understand and accept that buyers control the journey to your product.

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

DiscoverOrg Sales

APRIL 12, 2017

DiscoverOrg data is contractually guaranteed to be at least 95% accurate, and our live team of 250+ researchers refreshes our data every 60 days to achieve that. Researchers using DiscoverOrg data were stopped by gatekeepers half as often as those using sales data from the other leading data provider.

Data 222

Data Scale ROI Gatekeeper 222

DiscoverOrg Sales

JANUARY 22, 2018

I start with a thoughtful, well-researched cold email that shows just how well I knows my prospect – both the pain points they experience in their job, as well as their personal interests. Based on my research, GumGum looks like a phenomenal fit for our Global Marketing dataset. The results speak for themselves.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

DiscoverOrg Sales

MARCH 30, 2017

What accounts are actively researching this topic? Many sales reps seek refuge from their daily routine of discovery calls by researching prospects and potential purchase signals on their own. Sales teams aren’t hired for their ability to conduct web research, peruse press releases, scour LinkedIn, or hunt down buyer intelligence.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

DiscoverOrg Sales

AUGUST 31, 2017

According to a study conducted by TOPO, a research and advisory firm that identifies patterns that drive revenue growth , a typical organization receives callbacks on exactly 0% of cold voicemails. Instead, do a bit of research on the prospect and send them something that will resonate with them specifically. Probably very few.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

DiscoverOrg Sales

JULY 3, 2018

Luckily for a savvy salesperson, all that self-directed buyer research activity is done online, leaving a trail of buyer intent. Click around your prospect’s LinkedIn profile, follow them on Twitter, and reach out with some helpful research or an interesting statistic that might speak to their job.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

DiscoverOrg Sales

APRIL 17, 2019

Step 1: Buyer research. But now I was doing a lot of research. Couple that with SiriusDecisions’ finding that 67% of a purchase decision is made digitally – not by engaging with a salesperson, but by actually doing research on their own time. Well, to what extent can you tap into this research phase?

Intent Data 120

Intent Data Intent Data Top of Funnel 120

DiscoverOrg Sales

MARCH 27, 2018

The Top-Down approach to calculating TAM uses industry research to estimate the size of your TAM. Popularly, secondary market research from companies such as Forrester , Gartner , or other consulting groups are often used to determine how many end users meet your market criteria, and how big that industry is.

Lead Rank 162

Lead Rank Marketing Hiring Vendor 162

DiscoverOrg Sales

SEPTEMBER 14, 2017

Furthermore, assume that they use it at least as much as you do – to research options, product features and specs, and, yes, product and business reviews. That’s because, in part, technology has changed the role of the salesperson, and a lot of sales professionals haven’t yet changed along with it. Exhibit A: The internet.

Report 219

Report B2B Study Buyer Persona 219

DiscoverOrg Sales

MAY 5, 2016

To find this out, you would need a team of highly-trained researchers. Our research experts maintain the most reliably accurate database of IT intelligence available – including CIO information. Good news, though – we have that team in place. In short, they know a thing or two about the Fortune 500.

Prospecting 120

Prospecting Salary Compensation Report 120

DiscoverOrg Sales

DECEMBER 27, 2017

Sales professionals, for all their research and hard work, often fail to address the one verbotten thing their prospects want to avoid above all else: RISK. Read the blog , and download the full research study here. VIDEO] How to Structure a Successful Sales Team. 2017 has been the Year of the Data Breach. DiscoverOrg saw it coming.

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

DiscoverOrg Sales

NOVEMBER 13, 2017

Here’s Episode 2 of Inside Look: Identifying Target Accounts and Contacts : Today, modern ideal B2B customer profiles incorporate many additional data points that can help determine likelihood to buy: specific technologies the company uses, hiring plans, and research being conducted on particular topics can all help time and inform a pitch.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

DiscoverOrg Sales

OCTOBER 24, 2017

These tools take the power of accurate data – gathered and kept fresh through ongoing research, actionable predictive intelligence, and plenty of integrations – and apply it to your biggest sales and marketing challenges. The answers to these questions — and many others — can be found in sales intelligence. Good question.

Account Based Marketing 145

Account Based Marketing Marketing Lead Rank Lead Scoring 145

DiscoverOrg Sales

MARCH 15, 2018

Let’s look at all of different forces that need to be working in your favor before you turn that cold lead into a prospect: Time : Researching prospects takes time. We did a test to find out: We randomly selected 2,700 email addresses from the DiscoverOrg database, verified by our research team and SMTP email verification.

Hiring 150

Hiring eBook Prospecting Data 150

DiscoverOrg Sales

DECEMBER 18, 2018

Let’s take a deep-dive into DiscoverOrg’s Top 10 most prospected-to companies of 2018, including real example “Scoops”: Insight gathered by our 350+ in-house human researchers via phone calls and proprietary technologies. Check out the top 100 companies at the end of this post. Wells Fargo. Liz P– serves as Manager, Communications.

Company 156

Company Prospecting Oracle Transportation 156

DiscoverOrg Sales

JUNE 8, 2016

Of course, the market research involved in gathering that knowledge is a significant burden, requiring hours of your own time or, instead, a dedicated (and pricey) research team. And it gets you one step closer to closing a deal, without the burden of extensive market research. Workflow Process that Makes Sense.

Penetration 120

Penetration Gatekeeper Data Face-to-face 120

DiscoverOrg Sales

FEBRUARY 2, 2017

Well, first I’ll tell you how we didn’t do it: by reducing the number of researchers on our IT teams. From January 1 to December 31 the size of our research team grew 77 percent. In January 2016, DiscoverOrg’s research team had no idea it’d be building a Human Resources database in four months later that year. How’d we do it?

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

DiscoverOrg Sales

SEPTEMBER 6, 2017

The following month, DiscoverOrg issued this OppAlert – triggered at the exact moment the company’s most a ctive content consumer is actively researching a specific topic , from tortilla chips to credit card chips (and before they ever reach out or visit the website). 1/17/2017). (1/17/2017) A PR firm may have been welcome as well.

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

DiscoverOrg Sales

JULY 19, 2017

As DiscoverOrg collects deliverability/bounce data through our 250-person research team’s validation, and from other DiscoverOrg Connectors, all users see even better deliverability. No other data provider offers the rigorous data cleansing and accuracy of DiscoverOrg’s team of 250+ researchers.

Marketo 174

Marketo Data Tools Lead Rank 174

DiscoverOrg Sales

APRIL 25, 2017

When all’s said and done, quality lists lead to a 50% reduction in research time. But human verification is necessary, as demonstrated by the amount of time salespeople spend researching prospects. SDRs can’t often differentiate between list providers and sales intelligence provider without seeing a list of data points.

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

DiscoverOrg Sales

AUGUST 10, 2016

Everyone loves talking about themselves and by taking the time to compile this research, salespeople quickly build trust and rapport. Here’s a great example, “According to Gartner, two-thirds of your reps days are spent doing research and data entry. Prepare and Practice. These statements are meant to teach and excite.

Cold Calling 120

Cold Calling Objections Social Media Social Selling 120

DiscoverOrg Sales

JUNE 21, 2017

She’s just one of DiscoverOrg’s 250-plus human researchers, verifying millions of data points.”. “That’s where DiscoverOrg comes in. We’re constantly updating our sales and marketing intelligence – with real human beings. Meet Cindy. The host pulls out his trusty megaphone: “Everyone who’s left their job in the last 60 days, get out!”.

Account Based Marketing 250

Account Based Marketing Ideal Customer Profile Video Lead Rank 250

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.) Take this statistic: Research shows that responding to a web form-fill within the first five minutes increases the likelihood of conversion by a factor of 10.

Data 120

Data Closing Ideal Customer Profile Fashion 120

DiscoverOrg Sales

MARCH 8, 2017

Though you can build an org chart with research of your own, that will add to the time and money you’re already spending to clean up the list. Sure, your team is capable of doing the research, but that’s just more labor hours spent doing something that a more premium contact list could do. Hidden costs just keep popping up.

Campaigns 235

Campaigns Email Marketing Top of Funnel Vendor 235

DiscoverOrg Sales

NOVEMBER 6, 2018

PRO TIP : Talk about the employee experience in your outreach … but only after you do some discovery research to see what employees at the target company actually experience – and what they want. And their ultimate goal? An employee experience that’s inline with expectations. HR information system (HRS) and cultural health tools.

Resources 224

Resources Decision Maker Compensation Vendor 224

DiscoverOrg Sales

MAY 1, 2019

With so many new people, we weren’t really good at doing the research to find those direct numbers anymore. “Well, I just have to do a little bit more research. So we went from a sales team of 15 people in a call boutique to 45 people – more of an inside sales body shop. It was no longer a competitive advantage.

Decision Maker 120

Decision Maker Meeting Scale Outbound Sales Team 120

DiscoverOrg Sales

OCTOBER 31, 2017

Because sitting on the 8th and 9th floors just outside of Portland, Oregon, are hundreds of human researchers pounding the phones to gather and update data: making sure that phone numbers work, that emails go through, that org charts are accurate.

Data 181

Data Marketing Vendor Sales Qualified Lead 181

DiscoverOrg Sales

AUGUST 16, 2017

Example: A researcher called people in Indiana and asked them if, hypothetically, they would volunteer to spend 3 hours collecting for the American Cancer Society. Three days later, a second researcher called the same people and actually requested help for this organization. 31% agreed to help.

Conversion 186

Conversion How To Skype Film 186

DiscoverOrg Sales

MAY 18, 2016

The hypothesis above is based on the research and conclusions of four leading sales trainers who shared their findings at the 2015 PipelineDeals Accelerate Sales Conference and Sales Hacker Workshop with Microsoft in Seattle, WA. Bridge the Success Gap. Desired outcomes vary by persona within large organizations.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

DiscoverOrg Sales

MARCH 24, 2015

At DiscoverOrg we hear about them more than most, because we actually solve this issue for our customers with a database of more than 400,000 contacts within the IT, Marketing and Finance departments of over 19,000 companies that is constantly refreshed by our in-house research team. Total Annual Cost for 3 researchers. 58,000×3.

Hiring 120

Hiring Lead Gen Salary Ideal Customer Profile 120

DiscoverOrg Sales

FEBRUARY 21, 2017

You are doing a lot of online research on a particular topic? Have you ever noticed that there are spikes in the number of prospecting emails you receive when: You change jobs? Your company announces new funding or new hiring initiatives?

Company 161

Company Prospecting Direct Mail Hiring 161

DiscoverOrg Sales

OCTOBER 23, 2016

Imagine being alerted the moment prospects are starting to research and consume content relevant to your solution. DiscoverOrg uses data from over 250 B2B publishers to identify content downloads and research behavior indicative of buying interest – all customizable to the categories and topics you care about most.

Tools 120

Tools Lead Rank Lead Scoring Scale 120