DiscoverOrg Sales

MARCH 30, 2017

The train either has not arrived yet, or has already left the station. 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. Every minute devoted to research is spent not selling.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

DiscoverOrg Sales

NOVEMBER 6, 2018

In addition to the more obvious responsibilities of recruiting, hiring, onboarding, and training, HR decision-makers are responsible for purchases that affect other areas as well. orientation, training, and communication. I’m focused on reinforcing and building culture and driving trust in the organization.”. Physical workspace.

Resources 224

Resources Decision Maker Compensation Vendor 224

DiscoverOrg Sales

DECEMBER 20, 2017

” “It will optimized sales interactions, increasing revenue and reducing wasted research time.” Innovations tend to show greater ROI when the majority of the population has adopted the technology – when ample research and development has taken place, and the product or process has been fine-tuned.

B2B 150

B2B Marketing Data System 150

DiscoverOrg Sales

JUNE 14, 2017

Heavy training to ensure the technology was fully adopted. “My Research shows that responding within the first five minutes increases the likelihood of conversion by a factor of 10. Over the next few months, Johnson helped implement and train the newly formed inbound sales team to focus on rapid response.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

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

MAY 1, 2019

And so we were trained to seek out a direct number for every prospect on our call list. 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. “You definitely wanna have the direct-dial phone number!”

Decision Maker 120

Decision Maker Meeting Scale Outbound Sales Team 120

DiscoverOrg Sales

OCTOBER 31, 2017

If you don’t have great data to begin with, no fancy CRM implementation, cool social-selling app, dialer, awesome service like Connect and Sell, or great training can help you. Those researchers are the biggest advantage your sales and marketing team can have when going after new business or expanding existing business.

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. Best, {{signature}}.

Conversion 186

Conversion How To Skype Film 186

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

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

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

JULY 15, 2016

This is the human element embedded in our unique research process that makes our data more credible than any other sales intelligence provider and the human element embodied in our org charts that provide the starting off point for deeply understanding buyers, their motivations, and their strategic role within the organization.

Marketing 120

Marketing Case Study Motivation Buyer 120

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

JUNE 6, 2018

Skills can be taught with training. A little research on your prospect will help you understand what an “awesome opportunity” means to them. After reaching out to passive candidates, they will probably turn around and research you and your company! But if you’re looking for future leadership, this might be a red flag.”.

Hiring 230

Hiring Networking Positioning Compensation 230

DiscoverOrg Sales

DECEMBER 4, 2018

Where do they research and get buying advice? … We were rolling out training, and updating contracts to make sure that they’re up to par and compliant with GDPR.”. Huppert explains: What are the mandates and pain points of this role? What types of legal tech tools are top of mind?

Buyer Persona 133

Buyer Persona Buyer Government Buying Cycle 133

DiscoverOrg Sales

OCTOBER 5, 2017

Most sales training programs focus on the recitation of facts. The moral of the story? Be friendly, but not too friendly. And know your product. However, two salespeople can say the very same words with entirely different results.

Vendor 145

Vendor Study Buyer B2B 145

DiscoverOrg Sales

OCTOBER 26, 2017

The story can be found in our Buying Scoops and Triggers: These are planned projects, personnel movement, and events and insider info uncovered by our team of 250 researchers. Most of this insight is not online or publicly available). The breach occurred due to a vulnerability caused by an Apache web application that had not been patched.

ACT 120

ACT Data Hiring Decision Maker 120

DiscoverOrg Sales

JANUARY 29, 2018

These include our General Counsel, Senior Counsel, and our Senior Vice President of Data and Research (a licensed attorney). Training staff involved in data processing. Well in advance of GDPR (in fact, about two years ago), DiscoverOrg implemented a plan to provide notice to all EU-based contacts in our database.

Data 215

Data Marketing Ideal Customer Profile B2B 215

DiscoverOrg Sales

DECEMBER 13, 2017

Read on to see what our research department has uncovered through a series of surveys of high-level IT professionals. The survey research. Our research team uses areas receiving new spend to discover ongoing spending trends. Data security, mobile, and recruitment are top of mind for the IT industry.

Trends 181

Trends Survey Wireless Data 181

DiscoverOrg Sales

JANUARY 20, 2017

The formula included the following: Pre-call research for at least 95.4% Training and Coaching Sales Teams Three or more Hours Per Week. Our study found that the fastest growing companies were providing three or more hours per week of coaching and training to their sales team. of contacts. Direct dial phone numbers for 81.6%

Account Based Marketing 120

Account Based Marketing Company Cold Calling Outbound 120

DiscoverOrg Sales

MAY 30, 2017

Let’s take a very poor example of communicating a problem: “Joe, your sales reps are spending too much time researching their prospects.” “They spend all of this time in prospect research, just to spend a few, short minutes on the phone. The second is tying a financial cost to the problem.

Lead Rank 163

Lead Rank Lead Scoring Video Case Study 163

DiscoverOrg Sales

MAY 26, 2017

Startup and small-business data is very hard to research. Our customer sent us a list of 60,000 companies they wanted DiscoverOrg’s research team to profile. We hired and trained a research team. A human research team. DiscoverOrg solves for these problems with our 250-person research team.

Small Business 145

Small Business Small Business Outsourcing Services Decision Maker 145

DiscoverOrg Sales

JANUARY 6, 2017

based research team , which at nearly 250 is the best and largest in the industry. Beginning with the creation of a dedicated Learning & Development team in late 2015, last year the team: added in-app training. and completely revamped our new user onboarding training. created the DiscoverOrg online learning portal.

Margin 120

Margin Marketo Ideal Customer Profile SalesForce 120

DiscoverOrg Sales

SEPTEMBER 19, 2017

Get our research report: How Sales and Marketing Intelligence is Democratizing Growth and Driving Disruption. She immediately began rigorously training for the full 26.1-mile Clinton also relied on DiscoverOrg’s direct-dial phone numbers and verified email addresses to contact Pivotal’s prospects directly.

Account Based Marketing 230

Account Based Marketing Ideal Customer Profile Webinar Metrics Direct Mail 230

DiscoverOrg Sales

SEPTEMBER 12, 2018

Considering ramp-up time is 3+ months for new SDRs … well, let’s just say if it seems like you’re spending a LOT of time training newbies these days, you’re not imagining it. Today, just 8% of salespeople stick around that long; the average tenure is down to 1.5 Watch the video here or on YouTube , or read on. And tomorrow?

Retention 185

Retention Data Video Gatekeeper 185

DiscoverOrg Sales

MAY 30, 2018

Create 1 – 2 whitepapers, research reports, videos, or ebooks that put a unique spin on your story. We do a lot of storytelling and roleplaying at DiscoverOrg; this is one of our most valuable training techniques. More on this in the next section).

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Demand Generation Targets 270