DiscoverOrg Sales

JANUARY 3, 2018

Somewhere between the stuffy boardroom of a local Best Western , and a weekend of company-sanctioned debauchery in the woods is the perfect Sales Kickoff (SKO). How to create a great sales kickoff: Identify specific goals and a focus of the SKO. improve our sales team’s knowledge of our product and space; and 3.) Operations.

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202

DiscoverOrg Sales

OCTOBER 3, 2018

So here’s what CMOs really want – and what they want sales to know. CMOs share responsibility for sales revenue goals. And so a lot of CMOs are responsible for the sales revenue goal. “I It’s shared between marketing, sales to ensure that we’re ultimately hitting that high-level revenue goal.

Marketing 193

Marketing Intent Data Face-to-face Webinar Metrics 193

DiscoverOrg Sales

FEBRUARY 21, 2019

Conduct a SWOT (Strengths, Weaknesses, Opportunities and Threats) analysis with your marketing and sales teams to identify these areas, and then don’t be afraid to shift your direction. Add 1-2 new channels to experiment with – e.g., content syndication, targeted advertising, or webinars – then test and refine quickly.

ROI 171

ROI Survey Webinar Metrics Channels 171

DiscoverOrg Sales

AUGUST 17, 2016

The problem with this is that sales reps don’t set appointments with companies – they meet with the people who work for those companies. Take control of the sale and reach out. Check Out Webinar Topics Like This & More Visit Our Webinar Calendar. Problem #3: Ineffective or Minimal Follow-Up.

Trade Show 120

Trade Show ROI Decision Maker Webinar Metrics 120

DiscoverOrg Sales

AUGUST 10, 2016

“ A report written by Winning Consensus-Based Sales CEB cites “ buyers are 57% through the purchase process before sales professions even speak to them.” cold calling) for a sales person’s target market. Want to implement an Account-Based Sales model supported by actionable sales intelligence?

Cold Calling 120

Cold Calling Objections Social Media Social Selling 120

DiscoverOrg Sales

AUGUST 31, 2017

While voicemail alone does not yield callbacks, it has the ability to increase response rates by over 11% when paired properly with targeted emails, according to TOPO’s Sales Best Practices: Voicemail Builder report. Watch now: On-demand webinar – Purposeful Voicemails. Cold-call voicemail script templates.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

DiscoverOrg Sales

SEPTEMBER 12, 2017

These 30 findings from our extensive study tell salespeople exactly what to do to change this dynamic, and how to win back the respect and partnership the B2B sales-buyer relationship needs to be mutually successful. From DiscoverOrg CEO Henry Schuck: When DiscoverOrg partners with sales researcher Steve W. Webinar: Author Steve W.

Buyer Persona 206

Buyer Persona Buyer Survey Ideal Customer Profile 206

DiscoverOrg Sales

MARCH 27, 2017

Account-Based Sales Development. More specifically: Account-Based Everything (ABE) is a strategic go-to-market approach that orchestrates personalized marketing, sales, and success efforts to drive engagement and conversion at named accounts. Impact – Do the efforts and ABM programs you’re running impact the sale?

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

DiscoverOrg Sales

AUGUST 29, 2018

My name is Jake Shaffren, Director of Sales here at DiscoverOrg, and today we’ll talk about the do’s and don’ts of voicemails. Voicemail is a great way to really make yourself stand out from other sales professionals who are competing for attention and in-box space. Now go out there and leave some voicemails!

Cold Calling 159

Cold Calling Video Call-back Face-to-face 159

DiscoverOrg Sales

MAY 23, 2018

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. SALES: They weren’t a good fit anyway. 7-quick-wins-sales-marketing-alignment. Sales and marketing have always relied on each other.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

DiscoverOrg Sales

AUGUST 29, 2018

Reading Time: 5 minutes My name is Jake Shaffren, Director of Sales here at DiscoverOrg, and today we’ll talk about the do’s and don’ts of voicemails. Voicemail is a great way to really make yourself stand out from other sales professionals who are competing for attention and in-box space.

Cold Calling 120

Cold Calling Video Call-back Face-to-face 120

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. For savvy sales and marketing professionals, these are selling opportunities as well. For sellers, context is everything.

Company 156

Company Prospecting Oracle Transportation 156

DiscoverOrg Sales

FEBRUARY 21, 2018

Members of DiscoverOrg’s sales and marketing teams attend about 30 events per year. For walk events, we get about 400 leads per walk event, of which half are “hot” (sales accepted) leads. Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. We have trade show prospecting down to a science.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

DiscoverOrg Sales

AUGUST 7, 2018

But they’re not asking for help from your sales team. 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. Unfortunately, sales does not reward second or third place. Attendance of webinars. Why is predictive intent important for B2B sales? Demand Gen Report, 2016). Website visits.

Intent Data 313

Intent Data Intent Data Lead Rank 313

DiscoverOrg Sales

FEBRUARY 6, 2019

This seemingly simple chart is one of the most effective tools your sales team has. When we’re reaching out to an organization, we probably don’t know all the different buyers who will be influencing the decision regarding our sale. Ultimately, this will shorten the sales cycle as a whole. Org-charting Your Next Sale.

Decision Maker 29

Decision Maker Video Outbound Influencer 29

DiscoverOrg Sales

OCTOBER 17, 2017

For years, sales and marketing teams have been spending money to buy lead generation tools and contact data to grow their email marketing database. Join the webinar: All Data is NOT Created Equal : An Independent Case Study Comparing ZoomInfo and DiscoverOrg Email Accuracy. ZoomInfo had been SalesFolk’s data provider for years.

Case Study 145

Case Study Study Data Outbound 145

DiscoverOrg Sales

AUGUST 7, 2018

But they’re not asking for help from your sales team. 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. Unfortunately, sales does not reward second or third place. Attendance of webinars. Why is predictive intent important for B2B sales? Demand Gen Report, 2016). Website visits.

Intent Data 120

Intent Data Intent Data Lead Rank 120

DiscoverOrg Sales

SEPTEMBER 12, 2016

That’s why a while back, we presented our top five books and blogs for inside sales folks. That’s why we love the power of video to quench our thirst for knowledge and enlighten us in the field of sales. These 8 principles can apply to many areas of business, but in the field of sales, they are especially vital. Richard St.

Scale 120

Scale Advertising Advertising Webinar Metrics 120

DiscoverOrg Sales

JUNE 15, 2018

I think about this idea of “training” a lot when I talk to VPs of Sales and VPs of Marketing who tell me that they are just going to rely on their Rolodexes and their CEOs network because “cold calling is dead,” and people don’t answer their phones anymore. Developing outbound sales takes time and training, too. Babies are trainable!

Outbound 120

Outbound Cold Calling Webinar Metrics Revelation 120

DiscoverOrg Sales

JANUARY 6, 2017

Here’s how the math works out: if you add $10m of new sales when you’re a $10m company, you’re growing 100% a year; if you add the same amount in new sales when you’re a $50m company, you’re only growing 20% a year. We Invested In Accurate Sales Intelligence, For Us. So, we started 2016 off by building our new Sales Dataset.

Margin 120

Margin Marketo Ideal Customer Profile SalesForce 120

DiscoverOrg Sales

APRIL 23, 2019

If you’ve done your homework, that trade show is a small(ish) pond of like-minded prospects where your sales reps can catch a lot of really big fish! We asked Jake Shaffren, DiscoverOrg’s Director of Sales, and Nina Wooten, our Director of Demand Generation, about their favorite tips for generating sales leads at trade shows and events.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

DiscoverOrg Sales

FEBRUARY 14, 2018

Trade shows are an exciting opportunity for sales professionals to develop relationships with prospects and show off the latest products and services. We asked Jake Shaffren, our Director of Sales Development at DiscoverOrg and trade-show prospector extraordinaire, how he approaches the process. Get a map of the event.

Trade Show 193

Trade Show Prospecting Face-to-face Decision Maker 193

DiscoverOrg Sales

SEPTEMBER 19, 2017

Many sales and marketing team today are trying to implement account-based marketing – but not at the expense of their current marketing efforts, and without hiring a new, ABM-focused team. In the fast-paced environment that surrounds sales and marketing, we must chart progress – not perfection. Find lookalike companies.

Account Based Marketing 230

Account Based Marketing Ideal Customer Profile Webinar Metrics Direct Mail 230

DiscoverOrg Sales

SEPTEMBER 28, 2017

The account-based approach is an increasingly common undertaking by marketing and sales departments. But the biggest account-based killer is still at large: Lack of sustained focus from Sales. How can you challenge enthusiasm, channel energy, and constantly focus your sales team on the accounts that really matter?

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237