DiscoverOrg Sales

AUGUST 16, 2017

A few examples of CTA’s you can use: If you sell b2b software…. “Hi Hi {{FirstName}}, I noticed that you’re using {{competing software tool}}. Don’t disguise yourself as a potential customer just to get a conversation going, because it’s untrue, and you’ll start the relationship off on the wrong foot. Cold email template examples.

Conversion 186

Conversion How To Skype Film 186

DiscoverOrg Sales

MAY 7, 2015

Anyone who has sold a B2B software or hardware product knows that the nuances in one software versus another are vast, requiring more education that can be gleaned from an eBook or datasheet download.

Lead Rank 120

Lead Rank B2B Education Research 120

DiscoverOrg Sales

APRIL 16, 2019

Let’s say you sell a software solution designed specifically for news organizations, and you’d like to approach ABC Television. 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.

Enterprise 120

Enterprise Enterprise B2B Data 120

DiscoverOrg Sales

OCTOBER 14, 2016

Making life easier is also why DiscoverOrg’s data also integrates with marketing automation software. That’s why DiscoverOrg provides sales and marketing departments with the intel to make jobs easier. Don’t spend all day sorting through wrong or incomplete contact info for prospects. DiscoverOrg fuels BIG sales and marketing wins.

Cold Calling 120

Cold Calling Commission Quota Call-back 120

DiscoverOrg Sales

APRIL 15, 2016

This includes contacts, such as Data Scientist, VP of Software Engineering, Director of Product, and the departments that work on consumer-facing external technologies, products or services, such as software-hardware development.

Ideal Customer Profile 120

Ideal Customer Profile Engineering SalesForce ACT 120

DiscoverOrg Sales

JUNE 26, 2017

The key is to use sales acceleration software like Tellwise to track the effectiveness of the emails and voicemails , and provide a way to analyze phone conversations. Good sales acceleration software can tell you exactly who is most engaged and as a result need some attention. Automatically update CRM.

Data 120

Data Closing Ideal Customer Profile Fashion 120

DiscoverOrg Sales

JANUARY 8, 2019

That probably means plugging data into tools like Tableau , Einstein , DataRobot , or other modeling software that visualizes patterns and suggests activities. An advanced analytics platform that can show what different customers look like. A tool that links to engagement platform in an automated way. The sales use case.

Data 149

Data B2B Intent Data Intent 149

DiscoverOrg Sales

AUGUST 19, 2016

In fact, conversion rates through the funnel were 5x better for software and support associates than they were for sales and marketing candidates, so we had to develop a funnel for each role – driving a certain number of candidates every week per position.

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

DiscoverOrg Sales

MARCH 25, 2016

I used to represent a company that sold software support. Instead, I mean portraying your offering in a real-world use case that, ideally, features your prospect — or someone just like him — as the protagonist of the action.

Decision Maker 120

Decision Maker Conference Motivation ACT 120

DiscoverOrg Sales

JULY 22, 2016

DiscoverOrg recently partnered with ListenLoop ( the simplest retargeting software, allowing you to orchestrate personalized display ad campaigns in less than 5 minutes). Other marketers see ABM as an alternative to “buyer persona marketing,” whereby named accounts are micro-segmented with messaging that is hyper-specific to their needs.

Account Based Marketing 120

Account Based Marketing eBook Account Marketing 120

DiscoverOrg Sales

APRIL 11, 2019

When you’re selling cutting-edge software or other cloud products, there’s a good chance your product is unique, disruptive, and complicated. But your approach – your language and storytelling in particular – can make you stand out. But you know it’s not just about standing out.

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

DiscoverOrg Sales

SEPTEMBER 2, 2016

Many times, although tools are designed to help the sales department, the budget for this type of software lives in marketing. So, we’re selling to sales – that creates some unique challenges for us. Here are the top five: 1. Aligning Sales & Marketing. Crazy right? What does that mean for us?

Data 181

Data Engineering Call-back Forecasting 181

DiscoverOrg Sales

AUGUST 29, 2017

We hired a team of believers, and we sold them on the idea that we would build a $100m+ software company in Vancouver, Washington, of all places. For what we lacked in funding, staff, and experience, we made up for in hard work and determination.

Competition 251

Competition Hiring Enterprise Enterprise 251

DiscoverOrg Sales

FEBRUARY 27, 2018

You’ve probably heard the term “tech stack”: The combination of software products that comprise a company’s installed technologies. For a complete introduction to The Power of Sales Intelligence, download our ebook. How does the tech stack fit into competitive intelligence?

Competition 145

Competition Ideal Customer Profile Intent Data Intent 145

DiscoverOrg Sales

SEPTEMBER 6, 2017

Thousands of unsuspecting diners recently received a free side of cyber terror thanks to point-of-sale malware, a malicious software designed to steal customer payment data. Too bad that rodents and food poisoning aren’t even the greatest threats facing Chipotle’s customers.

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

DiscoverOrg Sales

JULY 10, 2018

Here are some common scenarios : PROSPECT: “I’m worried that your product is more software than we need, and -”. Hit these 5 points when you get an objection – and add a little groove to your game , disarm your buyers, and have more productive sales conversations. Validate your prospect’s concern. PROSPECT: “It’s too expensive.

Objections 243

Objections Buyer Persona Study Decision Maker 243

DiscoverOrg Sales

AUGUST 31, 2017

Also, do you have the ability to see what software the companies are running? This voicemail helped me land a meeting with a hard-to-reach sales leader who had been ignoring my emails prior to this message. Jeff responded: “Wow, do you have more similar projects? Dave, I’m out of office until later next week.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

DiscoverOrg Sales

FEBRUARY 9, 2017

It’s why, DiscoverOrg was just awarded the “ Best Software |2017” award, based on customer feedback, from G2 Crowd for ABM for Mid-Market Marketing Teams. The foundation of an effective account-based strategy is great data. Without it you cannot identify nor engage target accounts meaningfully. And at the core of DiscoverOrg is great data.

Ideal Customer Profile 120

Ideal Customer Profile Account Based Marketing Demand Generation Targets Segment 120

DiscoverOrg Sales

OCTOBER 3, 2018

Engagio is a B2B SaaS software company focused on helping marketers and salespeople drive the best business value for their company. We asked Jill Konrath , best-selling author and speaker on the subject of understanding the customer, to ask some hard-ball questions of actual customers who buy products and services.

Marketing 193

Marketing Intent Data Face-to-face Webinar Metrics 193

DiscoverOrg Sales

MARCH 30, 2017

Sales reps usually lack the software tools necessary to conduct, gather, and enter research efficiently. They’re missing opportunities, booking fewer meetings, and hurting productivity. Sales teams aren’t hired for their ability to conduct web research, peruse press releases, scour LinkedIn, or hunt down buyer intelligence.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

DiscoverOrg Sales

MARCH 31, 2016

Upgrades also have been made to the district’s student information, human resources, and finance systems and throughout the school system with roughly 5,000 teachers receiving refreshed or new personal computers.

Microsoft 120

Microsoft Government Health Care SAP 120

DiscoverOrg Sales

MAY 18, 2016

For example, if you identify elements of the prospect software stack and renewal dates, you will know the best times to introduce a new solution. All organizations experience this type of change, and by mapping potential trigger events onto the prospect CPP, you are closer to closing a potential deal.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

DiscoverOrg Sales

JUNE 6, 2018

This may be a common career path for some technical skill sets such as software developers: Some developers just want to write really good code; others want to eventually manage teams. This preference is something that passive recruiters should seek to understand early in the relationship.

Hiring 230

Hiring Networking Positioning Compensation 230

DiscoverOrg Sales

SEPTEMBER 26, 2018

The last thing we want, especially as a software, as a service solution, is to have this be shelf ware. Look, you know, we have this fantastic customer success team here. You know, investing in your success is something that we’re committed to doing.

Objections 154

Objections Sales Cycle Call-back Vendor 154

DiscoverOrg Sales

APRIL 24, 2018

This is especially important when you’re selling software. The idea that company would spend $20,000 on software just didn’t make sense to me. In software, it’s a lot harder to wrap your mind around. It’s not like you’re buying an amazing physical product, like a Tesla.

Scale 120

Scale Hiring Cold Calling Coaching 120

DiscoverOrg Sales

NOVEMBER 27, 2017

Someone who’s looking for email marketing software might type in, “Best email marketing software,” or they might type in, “How to start an email marketing campaign.”. The first person is probably looking for software to use. But do you also know the power of targeting certain types of leads with different keyword phrases?

Lead Rank 196

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 196

DiscoverOrg Sales

MAY 4, 2017

And it certainly doesn’t exist in technology sales and consulting and software and hardware. I think a lot of times, people equate working smart with working hard, as though it’s the same thing, a quick shortcut to success. It just doesn’t exist. I haven’t found a company who’s figured that out.

Company 120

Company Conversion Outbound Video 120

DiscoverOrg Sales

DECEMBER 11, 2018

Darrin Mossor , DiscoverOrg’s Software Development Manager, points to a few key areas we focused on, to grow in a way that produces an evolving, ever-better product for our customers: Build alignment with leadership. Read on to see if anything sounds familiar. That was really ambitious! Everyone understood the plan.

Company 150

Company Scale Data Hiring 150

DiscoverOrg Sales

NOVEMBER 27, 2017

Someone who’s looking for email marketing software might type in, “Best email marketing software,” or they might type in, “How to start an email marketing campaign.”. The first person is probably looking for software to use. But do you also know the power of targeting certain types of leads with different keyword phrases?

Lead Rank 133

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 133

DiscoverOrg Sales

MARCH 7, 2016

Very recently, a number of organizations have built highly effective software products that support the top-of-the-funnel, revenue driving functions in accomplishing their goal: convert their ideal customer profile into qualified opportunities and pipeline. That’s why DiscoverOrg is now part of our Sales Development Cloud.

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Conference Sales Qualified Lead 120

DiscoverOrg Sales

JANUARY 23, 2019

In an account-based world – and really any software buying committee – you typically have eight to ten buyers out there. When you think about Fit data , most people think about the ideal customer profile: The firmographic, demographic data, and other baseline data from great tools like DiscoverOrg.

Account Based Marketing 120

Account Based Marketing Intent Ideal Customer Profile Account 120

DiscoverOrg Sales

MAY 8, 2018

Updates about Intent and Opportunity data (“Scoops”) from DiscoverOrg include insights like this: If you sell marketing automation software, you may imagine how helpful it would be to know that “Kroger employees have conducted significant online research into email deliverability.”. What NOT to say in a cold call.

Cold Calling 241

Cold Calling Intent Data Prospecting Intent 241

DiscoverOrg Sales

FEBRUARY 6, 2018

Fit : Kelly is a sales development rep at a company that sells applicant-tracking software. The sequential, piecemeal nature of the Fit + Opportunity + Intent scoring combination is not always well understood by sales and marketing professionals.

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

DiscoverOrg Sales

JANUARY 27, 2016

Let them them know about the easy and quick migration tools the software provides and the award-winning customer support team that will be there every step of the way, through the transition and beyond. For example, prospects may not want to migrate existing data to the solution because they think the process is a pain.

Cold Calling 120

Cold Calling Ideal Customer Profile Sales Qualified Lead Decision Maker 120

DiscoverOrg Sales

JANUARY 25, 2018

Henry : Coupa software filed to go public this year. Schedule a demo today , and get free data on your target accounts. Charity: What other companies have done the job of managing scaling and growth really well? Who hasn’t? They’ve seen good organic growth.

Scale 113

Scale Hiring Epiphany System 113

DiscoverOrg Sales

MAY 7, 2019

One of the most effective – and undervalued – ways of prioritizing sales accounts is using the technology stack : The tech stack is the combination of software products that comprise a company’s installed technologies. The tech stack: A new way to prioritize accounts.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

DiscoverOrg Sales

MAY 10, 2017

The technology engine and software is the glue that bonds together People and Process. If you have challenges with People or Process within your organization, of course, no technology or software platform will solve it. The engine or glue that makes RaaS work effectively is technology and software. Recruiting technology.

Hiring 120

Hiring Engineering Ideal Customer Profile Software 120