DiscoverOrg Sales

JULY 22, 2016

This partnership resulted in our Account-Based Marketing Playbook to identify how to take a more targeted approach to your sales process. DiscoverOrg recently partnered with ListenLoop ( the simplest retargeting software, allowing you to orchestrate personalized display ad campaigns in less than 5 minutes).

Account Based Marketing 120

Account Based Marketing eBook Account Marketing 120

DiscoverOrg Sales

JULY 15, 2016

Unfortunately, the prevalence of technology and automation has all too often led us to dismiss the importance of the appeal to emotions in the sales process. Aristotle’s Rhetoric.

Marketing 120

Marketing Case Study Motivation Buyer 120

DiscoverOrg Sales

FEBRUARY 27, 2018

This is part of a larger examination of 7 specific ways sales intelligence impacts marketing and sales processes : In Part 1, we tackled data quality and management. Reaching out to a prospect with helpful, relevant information – at the very moment they want it – is how business is won.

Competition 145

Competition Ideal Customer Profile Intent Data Intent 145

DiscoverOrg Sales

APRIL 16, 2019

If you know this early on in the sales process, you may be able to sell your solution to other entities owned by Disney (especially if it’s a software solution). A more massive sale. In the case of a national retailer, for example, you wouldn’t expect individual stores to purchase their own applicant tracking systems!

Enterprise 120

Enterprise Enterprise B2B Data 120

DiscoverOrg Sales

JUNE 8, 2016

Outdated information that doesn’t reveal the big picture makes the sales process even more complex and time-consuming. These days, it’s an indispensable resource that no staffing firm would be complete without. And yet, it has its limits. This all-too-familiar challenge is what drives us.

Penetration 120

Penetration Gatekeeper Data Face-to-face 120

DiscoverOrg Sales

APRIL 5, 2016

What will it deliver to the sales process next to fuel sales? By being able to rely on accurate technology stack data, combined with org charts and valid contact details, account-based marketing programs have the ability to be truly successful. What do you see as the most promising next thing from predictive analytics?

Ideal Customer Profile 120

Ideal Customer Profile Data Account Based Marketing Marketo 120

DiscoverOrg Sales

OCTOBER 30, 2017

Listening, asking questions, and humanizing myself are key traits I always try to emulate in my sales process. I’m not a just salesperson: I want to understand how you work – and how I can help. Read: How to Start a Conversation Using the “Foot-in-the-Door” Email Template. Understand the product – and the customer.

eBook 122

eBook Exercises Travel Sales 122

DiscoverOrg Sales

NOVEMBER 13, 2017

Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes. You can also skip our 7-part blog series and go straight our new ebook: The Power of Marketing and Sales Intelligence – 7 Ways to Fuel Faster Growth. This is Part 2. …

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

DiscoverOrg Sales

NOVEMBER 6, 2017

Implementing data-driven processes and platforms is easier than ever, so you can streamline your marketing, sales development, and sales processes in pursuit of your revenue goals. Operationalizing account-based marketing requires moving to a data-driven approach.

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

DiscoverOrg Sales

FEBRUARY 12, 2016

Lastly, getting your product in front of the right people at the right time will ensure there’s no soggy tacos in your sales cycle. Knowing when it’s the right time to pitch your product not only helps make your sales process more effective but also makes the buying process much easier for the prospect.

Hiring 120

Hiring Decision Maker Sales Cycle Vendor 120

DiscoverOrg Sales

APRIL 1, 2016

At the end of a call, it is important to take a true inventory of where you are in the sales process, and there is no better way to do this than by asking poignant questions. Below are a few different strategies, with examples, to make sure your next sales cycle doesn’t get lost in “no man’s land.”. So how do we avoid this?

Scale 120

Scale Decision Maker Objections Call-back 120

DiscoverOrg Sales

NOVEMBER 2, 2017

Are you new to marketing and sales intelligence… or not sure why you should care? Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes. Intelligence helps you skip the middle-man and go straight to the decision maker, effectively shortening the sales process.

Data 133

Data Churn Hiring eBook 133

DiscoverOrg Sales

JULY 25, 2017

Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process. There is an entirely intangible, human side to the sales process.

Study 120

Study Buyer Decision Maker Vendor 120

DiscoverOrg Sales

FEBRUARY 5, 2019

Jake, how has you seen the enterprise-sales process change over the last five years? Dunlap works with a lot of companies that live and die on big accounts – whale hunters doing half-million, 1+ million deals that take months to close. There’s just more people involved.

Enterprise 120

Enterprise Enterprise How To Scale 120

DiscoverOrg Sales

MAY 1, 2018

Account based sales development is a sales process specifically designed for selling to enterprise companies.

Account 276

Account Top of Funnel Decision Maker Segment 276

DiscoverOrg Sales

MAY 29, 2019

As prospects are more informed and independent than ever before, the value-based sales demo is a critical touchpoint in the sales process. Most modern buyers – 70%, in fact – would rather do their own research than get on the phone with a pushy salesperson. Hopefully,” Murray says, “you’ve created a champion!”.

Software 198

Software Software Decision Maker Lead Rank 198

DiscoverOrg Sales

SEPTEMBER 12, 2016

Donald Doane: The Science of Sales. Doane speaks from his experience building a repeatable and sustainable sales process for startup companies. Specifically, Doane explores the journey scaling growth of the business from identifying sales opportunities through closing and growing those sales. Simplicity sells.

Scale 120

Scale Advertising Advertising Webinar Metrics 120

DiscoverOrg Sales

AUGUST 23, 2018

It’s important for sales professionals who are social selling to establish a professional brand. Here’s an example of how Madden combines his personal passion of art with his professional brand in the sales process: “One company [I was prospecting to] was based in New York.

Social Selling 192

Social Selling Social Media Media Twitter 192

DiscoverOrg Sales

APRIL 3, 2018

There are a lot of sales acceleration tools out there, but the redesigned DiscoverOrg’s Outreach connector solves some very specific problems: (1) a disjointed sales tech stack, (2) inaccurate, untrustworthy data, and (3) governance practices designed to preserve data quality.

SalesForce 33

SalesForce Data System Sales Operations 33

DiscoverOrg Sales

MAY 7, 2019

Intelligence helps you weed through the names and target the decision maker, effectively shortening the sales process. Consistent, accurate data can be segmented to a level of detail that allows you to create a specific, personalized message – for prospects who can make purchase decisions.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

DiscoverOrg Sales

AUGUST 23, 2018

It’s important for sales professionals who are social selling to establish a professional brand. Here’s an example of how Madden combines his personal passion of art with his professional brand in the sales process: “One company [I was prospecting to] was based in New York.

Social Selling 120

Social Selling Social Media Media Twitter 120

DiscoverOrg Sales

SEPTEMBER 19, 2017

Clinton mentioned that when he joined the company recently, he was tasked with building out an initial ICP without overcomplicating or slowing down the sales process. This is how straightforward it can be: Take the example of Clinton Reeves, a DiscoverOrg power user at Pivotal, a software services company.

Account Based Marketing 230

Account Based Marketing Ideal Customer Profile Webinar Metrics Direct Mail 230

DiscoverOrg Sales

JULY 13, 2017

Winners of this opaque process consider their product to be superior, but the reasons for closing a deal are hardly that simple. One of the most interesting parts of the sales process,” says noted sales linguist Steve W. Martin , “is learning why the competing salespeople lost.

Vendor 154

Vendor Buyer B2B Comparison 154

DiscoverOrg Sales

MAY 11, 2017

Embedding data deeply into sales processes and systems can result in new opportunities, greater value from sales and marketing technology investments, and market share captured from some of the biggest names in business. Hypergrowth Companies Use Data to Fuel Growth and Disruption.

Data 154

Data Scale Oracle Ideal Customer Profile 154