DiscoverOrg Sales

Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

This post is an original piece from guest author, Brandon Redlinger, and first published on DiscoverOrg’s blog on 3/27/2017. Brandon is the Director of Growth at Engagio, the Account-Based Everything platform that orchestrates human connections.

[VIDEO] How to Structure a Successful Sales Team

DiscoverOrg Sales

Does this problem sound familiar? We spend an enormous amount of time searching for and then hiring what we think to be “A” players. We then invest time (hopefully) training those reps before releasing them into the wild, only to ask them to do several different roles.

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[VIDEO] How to Get 30% Response Rates with Prospecting Emails

DiscoverOrg Sales

Whether you’re in sales or marketing , you’ve probably spent a lot of time thinking about your email messaging.

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A 10-Step Plan for Global Account-Based Sales Development

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If you have one or more global accounts—large companies with a global footprint—it’s important to approach them globally – but this is a tall order for a busy sales department, especially among newer companies where any account-based approach has a learning curve. As described in my new book, Whale Hunting with Global Accounts , global account-based sales development (ABSD) requires a smart, comprehensive development plan. Here’s how to get started.

Accelerate Your Sales Performance

While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.

Marketo Append & Clean: Big Changes for a Favorite Data Management Tool

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There are parts of the job that marketers can perform on autopilot, but data management – enriching and cleansing data – has never been been one of them. That’s changing. Significant enhancements to our Marketo connector, including new Append & Clean functionality, give marketers a whole new level of automation accuracy, and control over their database. Users can: Configure what data points are added and updated, how often they are refreshed, and how updates are handled.

Myth Busters: 3 Sales Intelligence Assumptions Dispelled

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Some information is so sensational that it gets passed around regardless of the truth: The amount of tryptophan in a Thanksgiving turkey is enough to make people sleepy. Humans only use 10% of their brains. Jimmy Hoffa is buried under Giants Stadium. Sadly, all of these dramatic statements are false, but people love to repeat them anyway. When false assumptions are the basis for business decisions, the fallout can be sudden and steep.

How to Heat Up Cold Emails with Personalization

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The debate within sales right now is whether cold-calling works. Evidence shows that it does: Cold-calling distinguishes high-growth companies (see our report). As a Senior Sales Development Representative (Sr. SDR), the phone is a lot like the late ‘90s Pontiac Grand-Am I drove back in high school. Sure, it got me from point A to point B, but it wasn’t flashy enough to catch the attention of my peers.

[VIDEO] 3 B2B Sales Techniques to Close Cold Leads

DiscoverOrg Sales

What we do in sales at DiscoverOrg is regularly run plays and campaigns that have immediate boosts on our pipeline. Three of those plays we run involve some form of going back to leads that went dead on us and bringing them back to life. The really interesting thing is, we find re-livened leads actually outperform our regular leads. In this video we’ll explain how to use a few techniques in your B2B sales efforts. Let me explain these three plays. I think you can use them, too: 1.

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The Playbook for Account-Based Marketing (ABM)

Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.

Top 10 Do’s and Don’ts for Selling to CIOs

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When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. What we didn’t expect were all the insights on how NOT to sell to CIOs. If you are already working from DiscoverOrg’s powerful organizational charts and company profiles, you have the names and contact information of the CIOs and their direct reports.

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The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016

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I remember it so vividly that it’s crystal clear.

[PART 2] What Buyers Want: The B2B Vendor Advantage

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Deals aren’t won or lost on product features alone. As sales professionals know, the B2B buyer’s decision process is ultimately influenced by timing, office politics, budgets, vendor philosophy, and past experience – in addition to the quality and fit of the product or service itself. Winners of this opaque process consider their product to be superior, but the reasons for closing a deal are hardly that simple.

8 TED Talks All Salespeople Should Watch

DiscoverOrg Sales

At DiscoverOrg, we’re a bunch of self-proclaimed gluttons for learning. That’s why a while back, we presented our top five books and blogs for inside sales folks. While we love a good page-turner, we know that salespeople are busy.

6 Common Cold Calling Misconceptions

DiscoverOrg Sales

Working in Sales isn’t exactly a cakewalk.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

The Most Untapped Leverage Point For B2B Growth

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In the race to grow your company, defeat your competition, and dominate the marketplace, it can sometimes feel like the most important parts of the SWOT analysis lie in the externally-focused quadrants: Opportunities and Threats.

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The Human Element of Sales and Marketing

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“Knowledge is rarely enough to spark change; it takes emotion to bring knowledge to a boil.” Switch by Chip and Dan Heath.

3 Tips to Overcome Cold Call Objections

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“Every battle is won before it’s ever fought.” – Sun Tzu. Here’s the thing: Cold-calling prospects gets a bad rap. Today, buzzwords like “social selling” drown out the importance of actually calling prospects.

5 Inspirational Sales Quotes to Light a Fire Under Your Ass

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Motivation and inspiration can be fleeting especially when you’re a B2B sales professional grinding it out on the phones EVERY DAY.

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The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

Taking Aim at the Top 2017 Sales & Marketing Technology Trends

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Earlier this fall, I saw a presentation from a trend consulting firm, The Future Hunters , at the SiriusDecisions Tech Exchange show. These guys are total geniuses at predicting future trends, and quite frankly, it inspired me to try my hand at “future-hunting.”

2016’s Most Prospected Companies By State

DiscoverOrg Sales

No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Some of the messages we receive are well-crafted, on the mark, and personalized to our issues, and others….well, well, they just aren’t.

You Have a Board of Directors, Now What?

DiscoverOrg Sales

The life and leadership of your business might go through phases… For my company, it’s pre-investment and post-investment. In the middle of 2014, our bootstrapped sales intelligence company DiscoverOrg accepted a growth equity investment from TA Associates.

Successful Sales Coaching Best Practices

DiscoverOrg Sales

Sales is tough and ongoing sales development is a never ending process. In order for a company to succeed, it needs to have a well-developed, well-trained team — one that is able to authentically connect with customers and set more meetings, schedule more demos, and close with confidence.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Our Head’s in the (Sales Development) Cloud with SalesLoft CEO Kyle Porter

DiscoverOrg Sales

Sales is a tough job, on that we can all agree. But there are a number of resources emerging to make it significantly smarter, well organized, effective, and dare we say it – enjoyable.

A Practical Playbook for Account Based Marketing

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Looking to give a your sales a boost? There is a renewed interest in Account-Based Marketing (ABM) and it currently has two definitions: 1) a strategy for marketing to existing clients for the purpose of cross-selling or expanding presence within an account, and.

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Selling to Startups and Small Business: A Cautionary Tale

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A haystack is only as valuable as the number of needles inside it, and often, a bigger haystack just means … more hay. In DiscoverOrg, it’s nothing but needles. As we re-release our Startup and Small Business (SMB) dataset , which has grown by 400% over the past 12 months, we’ve been thinking about the origin of this popular segment of sales intelligence. It’s an interesting situation that so many companies struggle with – the problem inherent in targeting startups.

Should You Promote Your Best Salespeople to Management?

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We’ve seen it happen time and again: firms are wowed by their top sales performers and all rational thought gets thrown to the wind.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

New Ideas for Motivating Your IT Staffing Salespeople

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Have you ever walked into the office on a Monday morning and just felt the palpable lack of energy? The phones are eerily quiet, your team members are glued to their computer screens, and you quickly predict that quotas won’t be met today.

Selling to Sales – Like Cooking for Chefs

DiscoverOrg Sales

At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. What a stupid realization given that we are solving this exact issue for 2,000+ customers.

[VIDEO] Top Qualities of High-Growth Companies: A Conversation with Henry Schuck

DiscoverOrg Sales

Join DiscoverOrg CEO Henry Shuck and Justin Withers, VP of Product Management and Marketing, for a conversation about what drives high-growth companies. DiscoverOrg released a Growth Drivers survey of high-growth companies , analyzed key findings, and found some surprising commonalities among these rising stars. So relax, get comfortable, and listen in as Henry and Justin discuss what fuels growth at companies who outpace the competition.

Forrester Predicts the Death of 1 Million Salesmen by 2020: Henry Schuck Disagrees

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By 2020, the B2B SALESMAN WILL BE DEAD. Or at least that’s what a recent report by Forrester Research, an independent and leading research company in the marketing and technology space, has predicted.

Why You’re Not Going to be Able to Grow Sales This Year

DiscoverOrg Sales

A year ago, if you had asked me what my biggest concern was around growing DiscoverOrg 60-100% annually, I would have told you that hiring great sales talent was our biggest roadblock.

Coaching Culture: Putting Down Roots

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At the start of the new year, I wrote about my team trying to turn the corner from “Account Management” to “Customer Success”. Months beyond the vision phase, we are now in execution mode and fully committed to building a coaching culture — both for Customer Success and Sales — that instills the good habits needed to realize that vision. Coaching is absolutely clutch. It’s gotta be there. It can’t take days off. It requires executive level sponsorship and involvement.

[VIDEO] The Value of Sales Intelligence vs Data

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There are a lot of sales and marketing data providers out there. Everyone talks about their solution slightly differently – they offer contact data, verified data, sales intelligence , etc. What’s the difference between all of these terms?

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Peaches, Netflix, and Sales Intelligence – Try Before You Buy

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“Try before you buy” is the new world order. Whether it’s a free month of Netflix, a $0.99 offer from Spotify, or the money back guarantee on P90X, we want/need to prove value before committing our wallets.

Raising the Bar: DiscoverOrg Q1 Recap

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They say “change is the only constant” and that couldn’t be more true than at DiscoverOrg.