DiscoverOrg Sales

FEBRUARY 13, 2019

Sales often uses Location data for territory planning, but Marketers love Location data because it has so many use cases: be more targeted with event promotion (like the Dreamforce happy hour example above). That’s just one example of how you can use multiple data points to launch more effective marketing campaigns.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

DiscoverOrg Sales

JUNE 14, 2017

As DiscoverOrg found itself in uncharted territory, learning a new tech stack with a newly divided sales team, AJ also found himself in a new landscape – with new opportunity. “As “It was an experiment to split the sales team and give bandwidth to individuals, so they could finally prioritize,” he says, “and focus!”.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

DiscoverOrg Sales

APRIL 11, 2016

Salespeople comb LinkedIn, check their rolodex of former clients, and pay attention to what’s going on in their territory in order to identify potential opportunities and contacts. Back when I managed a sales team, we used lead providers to augment our lead generation efforts.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

DiscoverOrg Sales

MARCH 27, 2017

We know one company where management felt their reps could have 100 named accounts at a time – but they gave each one 150 accounts so the reps wouldn’t feel like their territories were too small. Quite a few Engagio customers have a lower number, 20 to 30 accounts per account owner, and quite a few have 100 or more accounts per owner.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

DiscoverOrg Sales

MARCH 5, 2019

Users can set up email alerts just on the roles and territories they care about. And the timing of some events is more important than others. DiscoverOrg’s “Scoops” deliver 100,000+ newly hired leaders per year.

Hiring 218

Hiring Decision Maker How To SalesForce 218

DiscoverOrg Sales

OCTOBER 22, 2018

When you add compensation tied in part to a sales quota, a little healthy competition comes with the territory. It’s about setting goals we’re not sure we can hit, knocking it out of the park, and setting the next bar even higher. A culture of hard work like that can be intense, yes. No surprises there. So where did it come from?

Hiring 189

Hiring Competition Licensing Survey 189

DiscoverOrg Sales

MAY 8, 2018

Welcome to Definite Creeper territory, where overzealous salespeople can easily tip their hand too much and make target buyers feel like they’re being stalked. More often, the only way to get the scoop is by calling in to the company and asking, as DiscoverOrg’s professional research team does. Intent data.

Cold Calling 241

Cold Calling Intent Data Prospecting Intent 241

DiscoverOrg Sales

FEBRUARY 6, 2018

Opportunity : Kelly learns that one of her target accounts is opening 23 new stores in her territory … and Christmas season is just 3 months away. Her best-fit clients are enterprise-size companies in the retail industry – which is always hiring due to a high rate of turnover.

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

DiscoverOrg Sales

MAY 23, 2018

SiriusDecisions points out that first 67% of a buyer’s decision-making process is completed online – in Marketing territory. They don’t need a salesperson for whitepapers or tech specs – all that information is easily available online (and if it’s not – forget it). Many companies have not caught up to this new reality.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

DiscoverOrg Sales

APRIL 3, 2018

Sales operations is often unwilling to giving edit access for carefully planned territories or strategically curated prospect lists – and for a good reason: It’s easy to mess up and overwrite a field with incorrect information. The data is often locked down to read-only status, meaning updates must be requested.

SalesForce 33

SalesForce Data System Sales Operations 33

DiscoverOrg Sales

MARCH 7, 2019

As we look ahead, we see new and improved ways of managing how sales teams evaluate and establish their sales territories and how they enable best practices across individuals and teams. “We

Lead Rank 24

Lead Rank Lead Scoring Scale Data 24