DiscoverOrg Sales

OCTOBER 27, 2016

My goal was never about just hitting quota, but rather to generate the most revenue possible from my territory. For each account within Group A I did a white-space analysis to determine what products they should buy from us but haven’t along with any recurring revenue I should expect. Step four: Group A is the place to start.

Territories 120

Territories Account Ideal Customer Profile Analysis 120

DiscoverOrg Sales

SEPTEMBER 14, 2017

Increase revenue. Instead of focusing solely on revenue, concentrate more on helping others accomplish their goals. In other words, your product’s strategic value comprises the reasons and arguments buyers give to senior management and others in the company as to why the product should be purchased. Decrease costs. Improve quality.

Report 219

Report B2B Study Buyer Persona 219

DiscoverOrg Sales

NOVEMBER 6, 2017

The third rule is : you must create engagement with the right people at these accounts before anything good like pipeline and revenue happens. High-performing marketing teams focus on efficiently creating an impact on predictable pipeline and revenue. Below, I will describe some of the use cases for the model.

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

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. Studies repeatedly show that gender-diversity in sales is a money-maker for companies – to the tune of 15x higher average sales revenue: Women achieve higher quotas.

Hiring 235

Hiring Face-to-face Promotion Retail 235

DiscoverOrg Sales

JUNE 13, 2018

I’m now responsible for training, daily coaching, revenue – and my team hitting our numbers. We analyzed the activities and behaviors that most often led to closed-won revenue (and those that did not) to prioritize the scoring of each of those activities. Fast-forward two years later : I am the manager of Sales Development.

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

DiscoverOrg Sales

SEPTEMBER 2, 2016

At the end of a subscription term, it’s not enough that some sales guys liked it – sales leaders want to know how that tied back to revenue. If you are selling to sales then you need to look at our sales dataset – it has directly created $10M+ in closed revenue for us this year, and it can do the same for you.

Data 181

Data Engineering Call-back Forecasting 181

DiscoverOrg Sales

DECEMBER 18, 2017

Marketing now owns a much bigger piece of the lead-to-revenue cycle.”. This should include: Firmographic data: industry, employee size, revenue. 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.

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

DiscoverOrg Sales

JULY 10, 2018

” “Is missing your revenue target an option for you?”. You’re concerned about spending $25,000, to grow revenue by $3 million? Are you no longer trying to fix X problem? Let’s not forget why we started talking. I’m sure you still want to solve this.”. “We

Objections 243

Objections Buyer Persona Study Decision Maker 243

DiscoverOrg Sales

FEBRUARY 9, 2017

With AccountView, users can: Instantly visualize detailed charts of customer data, including firmographic and technographic attributes (including, but not limited to, revenue, size, industry, and installed technologies). Identify the characteristics of best customers, or those customers that spend the most revenue. Number of Employees.

Ideal Customer Profile 120

Ideal Customer Profile Account Based Marketing Demand Generation Targets Segment 120

DiscoverOrg Sales

FEBRUARY 2, 2017

In 2016, spending on marketing technology rose to 3.24% of revenue, inching closer to the 3.4% of revenues that CIOs were spending. According to an article in Information Week, revenue from big data and business analytics software is expected to rise to $187B by 2019. That’s pretty incredible if you ask me.

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

DiscoverOrg Sales

JUNE 21, 2017

Our gracious host is determined to show two newcomers – from sales and marketing, respectively – how the DiscoverOrg platform powers a bigger pipeline , more appointments, and faster revenue growth. All main characters step into a large warehouse. The sales and a marketing professionals gaze around a room filled with … people.

Account Based Marketing 250

Account Based Marketing Ideal Customer Profile Video Lead Rank 250

DiscoverOrg Sales

OCTOBER 31, 2017

These “investments” lose much of their value if your data kills your chance to generate revenue before the first email is even sent. 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.

Data 181

Data Marketing Vendor Sales Qualified Lead 181

DiscoverOrg Sales

DECEMBER 4, 2017

Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. Because it’s time-consuming to create and frequently overlooked, it is imperative that you streamline content creation, refresh content to keep it relevant, and throw out unnecessary content. Decrease research time.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

DiscoverOrg Sales

FEBRUARY 13, 2019

Company size (Employee Count and/or Revenue). A few of the data points we use at DiscoverOrg for segmentation include things like: Job title / function. Seniority level. Industries. Employee count. Tech stack. NAICS code. Creating the Ideal Customer Profile. NAICS code. Read it: The Ideal Customer Profile: Why “Fit” Data is so Important.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

DiscoverOrg Sales

AUGUST 17, 2016

It’s a perfect storm of getting in front of people, building relationships, and then leveraging those relationships into generating revenue. 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.

Trade Show 120

Trade Show ROI Decision Maker Webinar Metrics 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. Studies repeatedly show that gender-diversity in sales is a money-maker for companies – to the tune of 15x higher average sales revenue: Women achieve higher quotas.

Hiring 120

Hiring Face-to-face Promotion Retail 120

DiscoverOrg Sales

MAY 2, 2019

Chief Revenue Officer. Losses in female representation in the c-suite include Chief Technology Officer (-62%), Chief Information Officer (-38%), Chief Marketing Officer (-19%), and Chief Revenue Officer (-15%). % Change. C-Suite overall. Chief Executive Officer. Chief Operations Officer. Chief Financial Officer. Chief Legal Officer.

Distribution 120

Distribution Decision Maker Study Enterprise 120

DiscoverOrg Sales

APRIL 5, 2016

In conjunction with the DiscoverOrg/HG Data partnership announcement, we sat down with DiscoverOrg co-founder and CEO, Henry Schuck, and HG Data’s Chief Revenue Officer, Mark Godley, to get their perspectives on the role of data and SaaS tools on both the trends and future direction for sales and marketing.

Ideal Customer Profile 120

Ideal Customer Profile Data Account Based Marketing Marketo 120

DiscoverOrg Sales

JULY 19, 2017

With these new features, Marketo-DiscoverOrg customers are able to immediately improve the health of their marketing database – so that they can spend time creating revenue-generating programs, not worrying about whether bad data will sabotage their efforts. We believe marketers should be able to trust their data.

Marketo 174

Marketo Data Tools Lead Rank 174

DiscoverOrg Sales

JANUARY 31, 2019

Sustainable long-term pipeline and revenue are not created by approximations, best guesses, or ignoring known inaccuracies. The accusation of “fake news” has risen to the forefront of American consciousness, thanks to the 2016 U.S. ” In sales, accuracy is paramount. Deals are closed with accurate information.

Data 133

Data Hiring Vendor Face-to-face 133

DiscoverOrg Sales

APRIL 12, 2017

To test the impact of data accuracy on sales effectiveness, we recently partnered with a neutral third party to organize a blind A/B test comparing our sales and marketing intelligence against one of the highest-revenue data providers in the business. Setting up the A/B data test.

Data 222

Data Scale ROI Gatekeeper 222

DiscoverOrg Sales

MARCH 27, 2017

Honestly, what a lot of this comes down to is realizing that marketing needs to embrace revenue responsibility. Give everyone revenue responsibility, not just Sales! Sales, Marketing, and Customer Success teams can then come to the table knowing exactly what is needed from a numbers perspective to hit their revenue goals.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

DiscoverOrg Sales

NOVEMBER 29, 2017

Now you can spend time following up with known targets who represent real revenue potential for your services. You don’t just have a lead; you have a quality lead, more promising than those business cards you collected. Marketing can also take advantage of intelligence in the event space.

Marketing Qualified Lead 193

Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

DiscoverOrg Sales

JULY 15, 2016

Stay tuned… How Are DiscoverOrg's Customers Using Sales Intelligence to Increase Sales Effectiveness & Drive Revenue? Ready to direct the rider, motivate the elephant, and shape the path? Check Out Our Case Studies!

Marketing 120

Marketing Case Study Motivation Buyer 120

DiscoverOrg Sales

APRIL 11, 2019

Roberge had no experience in “scalable, predictable revenue growth” (…the business mantra. Yes, the author has actually built a $100 million business himself – a little company called Hubspot. And no, the MIT-trained engineer did not have a business background. Sound familiar?).

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

DiscoverOrg Sales

OCTOBER 24, 2017

When used effectively, sales intelligence dramatically enhances the power of the rest of your sales and marketing tech stack – accelerating your pipeline and revenue growth, not just by virtue of the data it delivers but because it makes all of our other tools and programs that much more effective.

Account Based Marketing 145

Account Based Marketing Marketing Lead Rank Lead Scoring 145

DiscoverOrg Sales

JULY 3, 2018

Our Chief Revenue Officer Patrick Purvis suggests: “Find out: Is there new leadership there? Take your closed-dead ops that went dark during the last six months, and swap them between Account Executives. A new day, a fresh approach, or a slightly adjusted attitude might be all it takes to get these leads moving through the sales funnel again.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

DiscoverOrg Sales

AUGUST 10, 2016

So less than a third of their time is actually creating revenue. Here’s a great example, “According to Gartner, two-thirds of your reps days are spent doing research and data entry. And it’s not contributing to pipeline. How does that make you feel?” You can imagine the heavy feeling on the call, can’t you?

Cold Calling 120

Cold Calling Objections Social Media Social Selling 120

DiscoverOrg Sales

AUGUST 29, 2017

We promised that even though many customers would think we were a not-for-profit (no, we are not Discover DOT Org), they would be compelled by our data, our platform, and how those things would actually drive revenue for their firms. And then we went to work everyday trying to will those visions and ideas true.

Competition 251

Competition Hiring Enterprise Enterprise 251

DiscoverOrg Sales

APRIL 19, 2018

Those who take a more comprehensive approach [to win/loss analysis] have seen a 15% to 30% increase in revenue and up to 50% improvement in win rates.”. Get the study: 30 Ways to Get Inside the Mind of Your Target Buyer. Todd Berkowitz, Gartner Group. Benefits of buyer-centric sales territory planning.

Territories 181

Territories Outsourcing Services Ideal Customer Profile Buyer 181

DiscoverOrg Sales

SEPTEMBER 20, 2016

Through increased response rates, decreased no-show rates, and higher quality conversations, we aim to tilt your revenue curve up and to the right. TiLT lifts conversion rates for DiscoverOrg customers actively building and scaling sales development teams.

Top of Funnel 120

Top of Funnel Scale Decision Maker Enterprise 120

DiscoverOrg Sales

JUNE 8, 2017

And in fact, a study by Forbes & Brainshark notes that 72% of companies that surpassed revenue targets by 25+% “have a defined sales enablement function.”. In the enterprise space, most successful companies have already embraced sales enablement as a critical priority—and are seeing the fruits of their labor.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

DiscoverOrg Sales

NOVEMBER 17, 2016

Due to a growing wave of marketing and sales technology now sweeping into B2B sales organizations, the B2b Technology Marketing Group – together with select sales tech vendors – have created a survey that aims to explore the growth of technology stacks for sales and to provide insight on tools peers are using to generate revenue.

Scale 120

Scale B2B Trends Lead Rank 120

DiscoverOrg Sales

DECEMBER 27, 2017

Try this email template , courtesy of Patrick Purvis, our Chief Revenue Officer: It’s short, sweet, and consistently gets a response rate of OVER 30%. (If If you spend a lot of time thinking about how to give that prospecting email a fresh spin, we’re right there with you. We’ve got the prospecting email down to a science.

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

DiscoverOrg Sales

APRIL 25, 2017

Premature investments, failure to understand customers’ needs, and overly optimistic revenue projections are all common business missteps with disastrous consequences. When false assumptions are the basis for business decisions, the fallout can be sudden and steep. Remember the Sony Betamax ? Us either.).

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

DiscoverOrg Sales

MARCH 8, 2017

in new revenue directly attributable to DiscoverOrg , and 20% more meetings in the first month versus bargain list providers. That’s why DCI recently called it “ the top collection of human-verified data on the planet. Garbage in, garbage out. World-class data in, world-class growth on the back end.

Campaigns 235

Campaigns Email Marketing Top of Funnel Vendor 235

DiscoverOrg Sales

MARCH 20, 2018

95% of all respondents find positive revenue gains when predictive indicators are present – and the most common benefit is higher conversion rates. Get the full study here. Over half of companies surveyed use data to formally score leads and accounts to assess fit, propensity to buy, or readiness to buy.

Ideal Customer Profile 69

Ideal Customer Profile Positioning Data Lead Rank 69