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. Client success and retention. Is a tool like this really a necessity … or just nice to have?

Account Based Marketing 145

Account Based Marketing Marketing Lead Rank Lead Scoring 145

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 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

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

NOVEMBER 6, 2018

employee retention. 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. The CHRO is responsible for these, too, including: recruitment and hiring. And their ultimate goal?

Resources 224

Resources Decision Maker Compensation Vendor 224

DiscoverOrg Sales

MAY 18, 2016

The Theory: A robust client pain profile, combined with one or more trigger events, may lead to an increase in close rates, and higher retention rates, than an incomplete discovery and generic or rushed demo. Pre-demo discovery that leads to a white-glove trial. A five-step closing plan that address client specific pain points.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

DiscoverOrg Sales

JUNE 14, 2017

Research shows that responding within the first five minutes increases the likelihood of conversion by a factor of 10. After extended research, Johnson and Chris Hays, DiscoverOrg’s head of sales operations, identified two areas where the team was losing prospects: booking demos, and responding quickly to web leads.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227