DiscoverOrg Sales

JANUARY 11, 2017

Watch the Video: Data vs Verified Data vs Intelligence. Since data literally powers everything we as sales and marketers do, using an illustration that revolves around electricity is an easy way to explain these differences. Data – like a name, a title, an email address – is like a piece of wire. It is what it is.

Data 120

Data Video Licensing B2B 120

DiscoverOrg Sales

SEPTEMBER 5, 2018

The post [VIDEO] Whiteboard Wednesday: Sales Emotional Intelligence (Dave Sill) appeared first on DiscoverOrg. I hope you got some value out of this. Have a good day. cta id=”13780″ color=”green” size=”full” align=”center”].

Video 120

Video Marketing Qualified Lead Lead Rank Top of Funnel 120

DiscoverOrg Sales

AUGUST 29, 2018

The post [VIDEO] Whiteboard Wednesday: 7 Cold Voicemail Do’s and Don’ts (Jake Shaffren) appeared first on DiscoverOrg. As always, there’s a ton of resources on the website, including blogs, webinars, white papers, and a lot more Whiteboard Wednesdays to come. Now go out there and leave some voicemails! Get the eBook.

Cold Calling 159

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

DiscoverOrg Sales

MAY 16, 2017

Welcome to today’s Whiteboard Wednesday. I’m Steve Bryerton, Vice President of sales here at DiscoverOrg, to talk about how to bookend your demo in order to create a sense of urgency and commitment from your prospects.

Video 154

Video Decision Maker Outbound eBook 154

DiscoverOrg Sales

AUGUST 29, 2018

The post [VIDEO] Whiteboard Wednesday: 7 Cold Voicemail Do’s and Don’ts (Jake Shaffren) appeared first on DiscoverOrg. As always, there’s a ton of resources on the website, including blogs, webinars, white papers, and a lot more Whiteboard Wednesdays to come. Now go out there and leave some voicemails!

Cold Calling 120

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

DiscoverOrg Sales

MAY 4, 2017

Watch the video here, or read through the conversation below. DiscoverOrg released a Growth Drivers survey of high-growth companies , analyzed key findings, and found some surprising commonalities among these rising stars. What drives high-growth companies?

Company 120

Company Conversion Outbound Video 120

DiscoverOrg Sales

OCTOBER 3, 2018

Video is in. It might be in the form of an email, but I’ve had people do some really clever videos or even send me direct tweets.”. It might be in the form of an email, but I’ve had people do some really clever videos or even send me direct tweets.”. So – How can a salesperson get a CMO’s attention?

Marketing 193

Marketing Intent Data Face-to-face Webinar Metrics 193

DiscoverOrg Sales

FEBRUARY 6, 2019

You might also like: [VIDEO] How to Leverage Gatekeepers to Reach Decision-makers. VIDEO] Navigating an Org Structure. The post [VIDEO] Discover Org Charts: 5 Ways to Leverage Organizational Intel appeared first on DiscoverOrg. Want to hone your org chart skills and become more comfortable with buying groups?

Decision Maker 29

Decision Maker Video Outbound Influencer 29

DiscoverOrg Sales

NOVEMBER 6, 2018

Physical culture is what you walk into every day, what you see: The paint color, the type of floor, the carpet, the chairs and tables, the video conferencing material, the desk, the type of monitors you’re provisioned. If employees are the customers of HR, what does that mean for the selling process? How does HR calculate value and prove ROI?

Resources 224

Resources Decision Maker Compensation Vendor 224

DiscoverOrg Sales

SEPTEMBER 26, 2017

We’re orchestrating a multi-channel plan across sales and marketing that will include outbound email, outbound calls, ad targeting, direct mail, personalized videos, and specialized events. We’ll be measuring market penetration, velocity, and deal size to determine what is working and what isn’t working.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

DiscoverOrg Sales

DECEMBER 27, 2017

VIDEO] How to Get 30% Response Rates with Prospecting Emails. We weeded out the boring videos, so you don’t have to. VIDEO] How to Structure a Successful Sales Team. This short video from our VP of Sales, Steve Breyerton, explains how to boost specialization on your team. We’re glad this one topped the list!

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

DiscoverOrg Sales

DECEMBER 9, 2016

Here are eight videos getting at the crux of problems facings sales. These short videos tackle such pertinent issues and empower viewers. Sales reps who are able to help new CISOs quickly implement strategies cash in on this initial spending and are in the position to make the next sale when the CISO moves on to a new company.

Remedy 120

Remedy Insurance Insurance Face-to-face 120

DiscoverOrg Sales

MAY 30, 2017

Watch the Video. We work with a company called AVI-SPL, a global leader in audio/video solutions. The more clearly you can communicate the financial reward that they’ll receive in excess of the price they will pay, the more effectively you can communicate the value. How not to talk about value.

Lead Rank 163

Lead Rank Lead Scoring Video Case Study 163

DiscoverOrg Sales

MARCH 12, 2019

VIDEO] How To Slay Email Verification: The Silent Inbox Killer. VIDEO] Getting into the Decision-maker’s Inbox. While having good data is not the only factor in determining your sending reputation or the performance of your emails, it is the most important – simply because nothing else matters if you don’t get this piece right.

Email Marketing 212

Email Marketing eBook Scale Campaigns 212

DiscoverOrg Sales

DECEMBER 28, 2016

Watch the Video: Why Your Lead Efforts are Draining Cash. Come on, you know that you spend way too much time trying to prospect with bad email addresses, bad phone numbers, wrong titles, etc…and it annoys you because it means less time for you to find and close that next deal. The answer to the question is a super quick math equation.

Data 271

Data Video Lead Gen Motivation 271

DiscoverOrg Sales

DECEMBER 18, 2018

SAMPLE SCOOP: Wells Fargo employees have conducted significant online research into video hosting and video files during the week of 04/27/2018, indicating an increased focus in these areas. Anyone offer cloud services related to video, like hosting or editing? Liz P– serves as Manager, Communications.

Company 156

Company Prospecting Oracle Transportation 156

DiscoverOrg Sales

OCTOBER 10, 2018

Watch it: [VIDEO] 3 Steps for an Effec. But if you skip this part, you’re doing yourself a huge disservice by taking control of the conversation – and making sure everybody gets what they need out of the call. tive Sales Demo. Step 2: Recap the prospect’s goals. It’s still not the demo yet!

Social Media 202

Social Media Exact Call-back Conversion 202

DiscoverOrg Sales

APRIL 11, 2019

Forgot Snag some of our favorite sales techniques here: [VIDEO] Cold-Call Competition. There are a lot of other great sales books out there, but you probably want to spend some time in the pool. So start here, and return to work relaxed, refreshed, and with a few new tricks up your sleeve. How to Use Buying Signals to Time Sales Outreach.

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

DiscoverOrg Sales

JANUARY 23, 2019

The post [VIDEO] 360-Degree ABM: Uncover Your Buyers, Leverage Intent, and Engage Accounts appeared first on DiscoverOrg. Episode 1: Moving Beyond Account-Based Marketing. Episode 2: Identifying Target Accounts and Contacts. Episodes 3 & 4 : Executing and Measuring Account-Based Results.

Account Based Marketing 120

Account Based Marketing Intent Ideal Customer Profile Account 120

DiscoverOrg Sales

SEPTEMBER 20, 2016

TiLT promotes team-building and knowledge transfer via role playing and video uploads. Sales Development teams using TiLT have also exhibited positive behaviors that include increased motivation and desire to learn more. Sales is tough, and we firmly believe that comfort is the enemy of success.

Top of Funnel 120

Top of Funnel Scale Decision Maker Enterprise 120

DiscoverOrg Sales

FEBRUARY 1, 2017

Watch the Video. Today I want to talk about a framework you can use for writing good prospecting emails, that spread over a series or cadence of emails, aka an email drip – can get you 30%+ response rates. What Makes a Good Prospecting Email.

Video 120

Video Prospecting SalesForce How To 120

DiscoverOrg Sales

DECEMBER 4, 2018

Download the bundle: Pitch Perfect: Selling to Legal Ops includes a full-length video interview with the buyer you’re after, and a cheat sheet with pain points and selling tips. “If I were to give any advice to a salesperson, it’s this: Find out if the company has a role like mine, then find a way to make a connection.”.

Buyer Persona 133

Buyer Persona Buyer Government Buying Cycle 133

DiscoverOrg Sales

APRIL 16, 2019

Go deeper with your enterprise sales and marketing strategy: [VIDEO] Discover Corporate Hierarchy: Speed up the Sales Cycle! You wouldn’t step out onto the field without knowing what it looks like. Your outreach should follow the same rules of engagement. Account-Based Sales Development: 10 Steps to Global Success.

Enterprise 120

Enterprise Enterprise B2B Data 120

DiscoverOrg Sales

FEBRUARY 26, 2019

We didn’t want our names on someone’s email list, so we typed in a favorite video game character, a poop joke, or threw our cat under the bus. And YOU get bad CRM data, killing email deliverability, wasting your reps’ time, skewing your analytics, and costing you money. We’ve all done it. It’s funny. It’s expensive.

Data 120

Data CRM Lead Rank Lead Scoring 120

DiscoverOrg Sales

JUNE 14, 2017

Watch: [VIDEO] How to Structure a Successful Sales Team. “My main goal as Inbound Sales Development Team Lead,” Anthony says, “was to improve conversion rate. When we began, it was 15-20% conversion rate (hot MQLs). My goals was to increase to 30%.”.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

DiscoverOrg Sales

MARCH 3, 2017

Evaluating and hiring a winning Sales Team is not unlike the process of evaluating character attributes in a video game. Each candidate and team member has strengths and weaknesses that must be weighed and balanced. No sales rep is perfect in every category. It’s a game of give and take.

Hiring 120

Hiring Revenue Lead Rank Lead Scoring 120

DiscoverOrg Sales

FEBRUARY 1, 2019

You’ve got to think that if they’re watching a minute video, they’re gone in a minute. Initiate the chat within thirty seconds – or twenty seconds – ten seconds – basically as fast as you can! If they’re reading a half a page document, they’re gone in ten seconds.

Sales Enablement 120

Sales Enablement Decision Maker Sales Qualified Lead Referrals 120

DiscoverOrg Sales

NOVEMBER 27, 2018

In this next example, Josh was researching a target account and came across a video of the prospect accepting a new position at the company. From here, we were able to get in front of the right people again and opened a legitimate opportunity. Quote a prospect’s own words. We’ll just go ahead and say it: A little flattery never hurts.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

DiscoverOrg Sales

FEBRUARY 21, 2018

VIDEO] Identifying Target Accounts and Contacts. This video, the second of our Account-Based Everything (ABE) series , walks you through Identifying Target Accounts and Contacts. VIDEO] Executing an Account-Based Strategy. Grab our new ebook: The Power of Marketing and Sales Intelligence – 7 Ways to Fuel Faster Growth.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

DiscoverOrg Sales

JANUARY 10, 2018

We created a video series in which we “broke down the fourth wall” and documented our ABE efforts – not knowing exactly how it would end. Watch the whole 5-part video series here , including EPISODE 1: Moving Beyond Account-Based Marketing , and EPISODE 2: Identifying Target Accounts and Contacts.

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

DiscoverOrg Sales

JUNE 6, 2017

In this next example, I was researching a prospect at a target account and came across a video of my prospect accepting a new position at the company. I was able to schedule a demo that resulted in an ongoing opportunity, and we’re working to replace Diego’s current data provider. Quote a prospect’s own words. A little flattery never hurts.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

DiscoverOrg Sales

NOVEMBER 27, 2017

You can use video, blog posts, e-books, or infographics. Use video for your re-marketing advertisements. When running re-marketing campaigns through social media , consider adding a video. Video is more engaging than images and far more engaging than simple text on a page. In particular, people enjoy live video.

Lead Rank 196

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

DiscoverOrg Sales

NOVEMBER 27, 2017

You can use video, blog posts, e-books, or infographics. Use video for your re-marketing advertisements. When running re-marketing campaigns through social media , consider adding a video. Video is more engaging than images and far more engaging than simple text on a page. In particular, people enjoy live video.

Lead Rank 133

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

DiscoverOrg Sales

JULY 5, 2017

View a video? All content assets in all forms are available to you–videos, white papers, Skype conversations, personal notes, a blog post that someone wrote last year, an answer to a specific question, industry-relevant data. That is, it starts with marketing and is followed up by sales. Define desired outcome.

Account 289

Account Campaigns Engineering Harvest 289

DiscoverOrg Sales

SEPTEMBER 26, 2018

Remember that last sale that you made where you ran into an objection? It’s tough, right? Of course it is. We all know that selling doesn’t really start until we run into an objection. So that’s what we’re going to focus on in today’s Whiteboard Wednesday.

Objections 154

Objections Sales Cycle Call-back Vendor 154

DiscoverOrg Sales

MAY 1, 2019

Today’s story features the seemingly simple direct-dial phone number. And I’m here to tell you, there’s a lot more to this piece of contact information than meets the eye. A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team.

Decision Maker 120

Decision Maker Meeting Scale Outbound Sales Team 120

DiscoverOrg Sales

SEPTEMBER 12, 2016

That’s why we love the power of video to quench our thirst for knowledge and enlighten us in the field of sales. This three-minute video should be mandatory viewing for every new salesperson – and it’s an excellent reminder for the veterans too. Squeezing business books into that time is tough. Richard St. John: 8 Secrets of Success.

Scale 120

Scale Advertising Advertising Webinar Metrics 120