DiscoverOrg Sales

MARCH 22, 2017

I’m in the middle of evaluating sales coaching tools (3 to be exact), and while I see some pros and cons to each, there’s nothing really standing out to make one of them the clear winner. One of our partners called this recently, “selling in a sea of sameness” – so many tools, it’s hard to differentiate.

Data 171

Data Ideal Customer Profile Video How To 171

DiscoverOrg Sales

OCTOBER 24, 2017

In recent years, a new tool has emerged, and it’s taking lead generation to the next level. From TechnologyAdvice : If businesses want to keep their pipelines moving (qualified leads in one end, business opportunities out the other), they need access to the right tools and the right information about their prospects and leads.

Account Based Marketing 145

Account Based Marketing Marketing Lead Rank Lead Scoring 145

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.

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Scale B2B Trends Lead Rank 120

DiscoverOrg Sales

FEBRUARY 10, 2017

This piece was originally posted February 6th, 2017 on Smart Selling Tool’s blog and written by its founder Nancy Nardin. Smart Selling Tools, Inc., is an analyst and consulting firm that specializes in sales productivity and sales performance improvement through the use of smart sales tools. Looking to Achieve High Growth?

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Revenue Survey Report Tools 120

DiscoverOrg Sales

APRIL 15, 2016

The tool allows users to obtain sales intelligence on a contact or company while browsing online without having to be in to the DiscoverOrg platform. Our data becomes even more useful when sales and marketing professionals can access it from within the tools and platforms they use for prospecting and nurturing relationships.

Ideal Customer Profile 120

Ideal Customer Profile Engineering SalesForce ACT 120

DiscoverOrg Sales

NOVEMBER 29, 2017

So lead generation tools are critical to supporting a company’s growth objectives. More information isn’t necessarily a bad thing ( except when it is ), but it’s not really possible to determine the strength of a lead, or whether the account is worth the time to follow up and win, without some kind of sales intelligence tool.

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Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

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. It means that not only do we need to get buy-in from Sales that our tool is valuable, but we also have to help our champions build a case internally to go to Marketing to get at their budget. Crazy right?

Data 181

Data Engineering Call-back Forecasting 181

DiscoverOrg Sales

JANUARY 8, 2019

That means who my reps talk to – all their activities, in fact – will all be driven by insights that come from the CRM and the tools layered in there. A tool that links to engagement platform in an automated way. But in a few years, data-driven go-to-market muscle will be widespread. Operationalizing machine learning.

Data 149

Data B2B Intent Data Intent 149

DiscoverOrg Sales

DECEMBER 20, 2017

With these awe-inspiring displays of superhuman intelligence, it’s no wonder Marketing teams will spend $2 billion a year on AI tools by 2020. The primary development and experimentation of AI marketing tools today are still being pioneered by large firms like Google, who are assuming more risk and less short-term results as products mature.

B2B 150

B2B Marketing Data System 150

DiscoverOrg Sales

NOVEMBER 13, 2017

You can see why an up-to-date roster of contacts would be a time-saving tool. A good sales and marketing intelligence tool absolves teams of this investigative busywork. A marketing and sales intelligence tool identifies the topics prospects are researching – and when they’re being researched. When should I reach out?

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

DiscoverOrg Sales

FEBRUARY 1, 2019

As the Director of Customer Marketing here at DiscoverOrg, I’m always looking for ways to help our customers learn how to leverage new and different sales enablement tools into their workflow. Claire: What should users expect from a sales enablement chat tool? Billy : Setting expectations is important.

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Sales Enablement Decision Maker Sales Qualified Lead Referrals 120

DiscoverOrg Sales

OCTOBER 31, 2017

Marketing Automation tools use bounce rates to identify those in violation of their terms of service. Email servers, hosting platforms, and filtering tools use bounce rate to route emails to the SPAM folder or quarantine. Even worse, the server or filtering tool may submit a SPAM complaint.

Data 181

Data Marketing Vendor Sales Qualified Lead 181

DiscoverOrg Sales

APRIL 5, 2016

But the datasets that are being developed are only as good as the tools that deliver them. Some very innovative, progressive companies are turning massive amounts of raw data into usable insights designed to put salespeople in front of the right contact at the right time with the right solution. We hope you find their responses insightful.

Ideal Customer Profile 120

Ideal Customer Profile Data Account Based Marketing Marketo 120

DiscoverOrg Sales

JUNE 8, 2016

For staffing companies, the Applicant Tracking System (ATS) is one of those tools with which salespeople and recruiters have a love-hate relationship. There’s a tool, program, and platform for literally everything, making workflows a chaotic mess and killing the efficiencies that each of these tools promised to capture in the first place.

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Penetration Gatekeeper Data Face-to-face 120

DiscoverOrg Sales

MAY 5, 2017

Big fish are caught by big boats with the right tools, and coordinated efforts by everyone on board. It’s their job to make sure the team has the right tools to go after the right fish, has training to handle rough seas, and understand where the fish live and what they want. They learn how to catch big fish. Deckhands = Marketing.

eBook 133

eBook Account Based Marketing Pivotal Engineering 133

DiscoverOrg Sales

JUNE 26, 2017

The universal, web-based tool can be built into your email client, CRM, or data tool for efficient communication and predictive analytics. Learn how Tellwise integrated sales communication is revolutionizing an industry. Our sales acceleration platform combines phone, email, chat, live slide presentations, and sales analytics.

Data 120

Data Closing Ideal Customer Profile Fashion 120

DiscoverOrg Sales

JULY 3, 2018

And it’s not hard to follow, if you know what to look for and have the tools to track it. Whatever your personal feelings about “social selling” – it’s a fact that social media is a perfect awareness tool. That’s Intent data: The cloud of information generated by online searches, downloads, and clicks online.

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Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

DiscoverOrg Sales

DECEMBER 9, 2016

New CIOs and CISOs initiate change in personnel and tools. Most CIOs only stay with a company 4-5 years and CISOs average two years. Short tenures requires sales professionals to be tuned in to when these changes are happening. Moreover, the majority of these investments (70%) occurred within three months of starting.

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Remedy Insurance Insurance Face-to-face 120

DiscoverOrg Sales

NOVEMBER 14, 2018

The granularity of your data and segmentation tools is the only limitation here. DiscoverOrg has a tool that stack-ranks your best prospective accounts for you! What’s the employee count at these customers? This set of characteristics of your best customers becomes the foundation of your ICP.

Ideal Customer Profile 150

Ideal Customer Profile Lead Rank Lead Scoring Customer 150

DiscoverOrg Sales

NOVEMBER 6, 2017

Once you get started with ABM and implement the tools you need to get data-driven, you must operationalize the data. And with the ABM tools we have available today , it’s not that hard to operationalize. Watch: The Inside Look – A True Story of Executing Account-Based Everything.

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

DiscoverOrg Sales

JANUARY 29, 2018

If you use a Marketing Automation or CRM tool, you should understand what your chosen vendor is doing to protect your prospect and customer data, including access controls, regulatory compliance, and information and application security processes and tools. Understand the Data Protection Practices of Your Sales & Marketing Systems.

Data 215

Data Marketing Ideal Customer Profile B2B 215

DiscoverOrg Sales

DECEMBER 18, 2018

SAMPLE SCOOP: A mid-level source has indicated that planned initiatives related to digital transformation, collaboration tools, and purchasing will begin in 6 to 9 months, for which a contingent workforce will be leveraged for support. Philip B– serves as Relationship Manager. And attentive salespeople are there for it. Amazon.com.

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Company Prospecting Oracle Transportation 156

DiscoverOrg Sales

APRIL 25, 2017

Human verification and emerging tech tools greatly improve the accuracy of predictive intelligence. Ask your data provider how sales intelligence complies with ISP agreements and email marketing tools. Moving beyond the fiction.

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

DiscoverOrg Sales

JANUARY 22, 2019

Size is also important because companies of certain sizes need certain tools. If you don’t have a tool like DiscoverOrg, at least spot check the source of your firmographic data before adding that data into your marketing and sales systems. The larger the company, the larger the budget (usually).

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Social Media Media LinkedIn Data 179

DiscoverOrg Sales

NOVEMBER 6, 2018

HR information system (HRS) and cultural health tools. One technology that we’re looking at is feedback tools to help employees give and get feedback in the organization,” says Kinglsey. How does upward feedback work, and how does peer feedback work?

Resources 224

Resources Decision Maker Compensation Vendor 224

DiscoverOrg Sales

AUGUST 16, 2017

Hi {{FirstName}}, I noticed that you’re using {{competing software tool}}. P.S. I’m asking because my company actually developed a similar tool that helps {{solve this problem}}, and I’d love hear your feedback on this. A few examples of CTA’s you can use: If you sell b2b software…. “Hi Are you happy with the way it {{main benefit}}?”.

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Conversion How To Skype Film 186

DiscoverOrg Sales

JANUARY 24, 2017

We uploaded those best customers, figured out what they look like, modeled our best target process, then built out a wider list of addressable market, all by employing our own tools that we offer for Customers (AccountView and DealPredict in particular). Lao Tzu had it right. The Grind is Still the Grind.

Account 120

Account Account Based Marketing Customer Jigsaw 120

DiscoverOrg Sales

JUNE 6, 2017

My email subject line was: “Steph Curry was a free agent,” and the MBA analogy cinched the deal: Hey Diego, Is there any reason why you feel DiscoverOrg isn’t the best tool to have in place for you and your teams? That does not mean there is no chance but nothing would happen until we all start to use the tool. Thanks again.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

DiscoverOrg Sales

DECEMBER 21, 2016

This glossary of key terms is a vital tool to help you understand how the concepts outlined in current and emerging technology platforms have the potential to help (or hurt) your business. With this in mind, we’ve created a glossary of common sales and marketing technology terms, as well as some which are trending to become more relevant.

Marketing 120

Marketing Trends Industry Sales 120

DiscoverOrg Sales

AUGUST 29, 2018

Voicemail is yet another tool we have at our disposal; and like most tools, it works best when combined with others. 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. That’s mistake number one.

Cold Calling 159

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

DiscoverOrg Sales

MARCH 15, 2018

Our researchers at DiscoverOrg have tools that automatically check all 26 variations of an email – probably not something you want your top sales and marketing professionals doing. Who feels like making 26 guesses? We’ve found that many professionals use their middle initials in their email addresses, especially at large companies.

Hiring 150

Hiring eBook Prospecting Data 150

DiscoverOrg Sales

JANUARY 22, 2016

Incident response tools. Heading into 2016, I would recommend that security executives—CISOs—within the organization do a deep dive on the security tools, protocols and practices used by their third party providers,” says Farhaad Nero, Bank of Tokyo-Mitsubishi Vice President of Enterprise Security. Cyber-attack detection technologies.

Decision Maker 120

Decision Maker Banking Telecommunications Insurance 120

DiscoverOrg Sales

MAY 4, 2017

We want to put tools and technologies in place that make it so we don’t have to work hard.” Henry : Well, hard work needs to take place to make sure that those tools and technologies are implemented in a way that can make annoying parts of your job or hard parts of your job easier.

Company 120

Company Conversion Outbound Video 120

DiscoverOrg Sales

JANUARY 11, 2017

On top of that, if I can tell she has an existing Head of Marketing Operations that reports directly to her that has implemented a competitive solution currently and is the one in charge of the sales intelligence tool, I understand that I will need to work with that person as a key influencer in my sales process.

Data 120

Data Video Licensing B2B 120

DiscoverOrg Sales

NOVEMBER 9, 2016

Access to high-quality contact data, market trends, and emerging predictive analytics tools allow for rapid segmentation of high-quality accounts and prospects. Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects?

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

DiscoverOrg Sales

AUGUST 29, 2018

Voicemail is yet another tool we have at our disposal; and like most tools, it works best when combined with others. 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. That’s mistake number one.

Cold Calling 120

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

DiscoverOrg Sales

MAY 18, 2016

Are we embracing an an old sales model with new high powered sales tools that accentuates the disconnect between buyer and seller? Now that buyers have access to more information regarding competing products and services, simply providing prospects with demos is not enough.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133