Think You Know Your Prospects? 3 Steps to Closing Business With the Right Decision-Maker

Smart Selling Tools

While that’s great news for most, the rapid turnover may actually disrupt the goals of sales and marketing professionals. Who’s the right decision-maker now? Bad data results in bad decision-making, poor customer service, and a damaged reputation.

Fast Track Your Sales with New Tools

DiscoverOrg Sales

Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. As a sales rep, forging relationships with both sales and marketing will help close opportunities.

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What is the Most Valued Content for IT Decision Makers?

The ROI Guy

Today’s buyer is more empowered than ever before, leveraging content from the Internet, discussion groups and social media to take charge of the purchase decision-making process. By a large margin, Financial Justification / ROI content was perceived as the most valuable in driving decisions.

So It’s Your First Day as the CMO…

DiscoverOrg Sales

Especially if you’ve just been promoted to Chief Marketing Officer. Extending far beyond traditional marketing tactics, today’s CMO shoulders vast and complex responsibilities that now span technology, analytics, revenue and—above all—measurable impact. First days can be stressful.

BEYOND IT: The Breadth of DiscoverOrg’s Sales & Marketing Intelligence

DiscoverOrg Sales

Back when DiscoverOrg was founded in 2007, our goal was to provide sales and marketing professionals with accurate intelligence on IT decision-makers. The proliferation of software-as-a-service (SaaS) and cloud computing created huge changes to the software market.

Are you Targeting the Right IT Decision Makers?

The ROI Guy

It’s not CIOs, but CFOs and business units who rein supreme in the financial decision making process for IT investments, this according to a recent survey by CFO Research Services and SearchCIO. ROI IT ROI ROI tools IT business case Pisello CIO Alinean SearchCIO CFO

Are you ready for even more decision makers per deal in 2014?

The ROI Guy

Research indicates that there are now over 8 people involved in the average B2B purchase decision. And as purchases get larger, even more people become involved in the decision. The research says that for proposals above $500k, there are over 10 stakeholders scrutinizing the decision.

Why Sales Is Like a Taco

DiscoverOrg Sales

This is akin to when a salesperson doesn’t have the tools to anticipate when the customer needs the product and must compete with other vendors. Fortunately for the modern B2B marketer, there’s a more effective method to understand your prospects and what current pain points you can solve.

Pitch Perfect: Selling to Legal Operations

DiscoverOrg Sales

Legal Operations might work behind the scenes of the General Counsel … but ops wears the pants on tech purchase decisions. What types of legal tech tools are top of mind? A candid interview with Jill Konrath and Synchronoss’ Director of Legal Operations, Dana Huppert.

The Power of Sales Intelligence #2: Creating an Ideal Customer Profile

DiscoverOrg Sales

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business. Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes.

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

DiscoverOrg Sales

A sales rep or account manager “owns” the Novartis whale account on the sales side, and Marketing “owns” anything defined as a campaign. Since this is a whale-hunting company, it is, by definition, an account-based everything (ABE) company; and so Sales and Marketing will collaborate on the campaign with input from Consulting (the practice area that wants to expand into Novartis). Perhaps the hardest decision in a global account campaign is to determine the scope.

Matt, Kyle, and the Less-Traveled Road to Customer Retention

DiscoverOrg Sales

You can watch it here: What is marketing and sales intelligence – and what can it do? If you can’t integrate it, it’s just a lookup tool. You specify who is using our tool, and exactly how much. Some know this time of year as holiday season.

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Trade Show Prospecting Toolkit: The Ultimate Collection

DiscoverOrg Sales

Members of DiscoverOrg’s sales and marketing teams attend about 30 events per year. Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. To take full advantage of the trade show experience, reps need a game plan for pre-show, during the show, and post-show … and they need Marketing back-up. I’ve spent 12 years in demand generation and event marketing and know how to avoid the pitfalls (and live my best life).

A Winning Game Plan for Writing Cold Prospecting Emails That Sell

DiscoverOrg Sales

Like many B2B companies, DiscoverOrg has such a wide addressable market. With this accurate data, your team can get in front of the the decision makers who drive open reqs, before they post on job boards. In this case, I cross-checked Salesforce to see that my prospect, Matt, was involved with the purchasing decisions at his previous companies. Your former sales teams used our data to get ahold of the decision makers in their target accounts.

How To Use Company Buzz To Prospect And Network On LinkedIn

MTD Sales Training

As always, my focus in these Techy Tuesday blogs is to keep you update to date with the latest and greatest ways you can use social media and other internet based resources to prospect, network and engage with key decision makers online – and this week is no different!

[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

DiscoverOrg Sales

Marketing VPs. Problem was, the trip was a last-minute decision, which explains why we only had 2 weeks to book our meetings. 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.

Selling to Startups and Small Business: A Cautionary Tale

DiscoverOrg Sales

Of course, few companies make purchasing decisions on a franchise level. We were surprised: our client was a top-tier, Fortune 500 leader with hundreds of people employed in sales and marketing. It includes IT, Marketing, Sales, Engineering, HR, Finance, and Operations departments. Nine years later, it continues to empower sales and marketing teams. It’s not available to the web-scraping tools most data providers use. Decision-makers only.

Account-Based Customer Success: The Refrain Remains the Same

DiscoverOrg Sales

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).

Taking ATS to New Levels: A Bullhorn & DiscoverOrg Partnership

DiscoverOrg Sales

For staffing companies, the Applicant Tracking System (ATS) is one of those tools with which salespeople and recruiters have a love-hate relationship. And it gets you one step closer to closing a deal, without the burden of extensive market research.

CFO is Now Top IT Decision Maker, making Value Sales / Marketing More Important Than Ever

The ROI Guy

According to a new Gartner and Financial Executives Research Foundation research survey, the CFO is becoming the top IT decision maker in many organizations, with: over 75 percent indicating significant decision making involvement, and 41 percent indicate being the main decision maker for IT investments. As CFOs become the major IT decision makers, the migration to more CFO control accelerates the need for value selling / marketing.

Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data

DiscoverOrg Sales

But the datasets that are being developed are only as good as the tools that deliver them. In conjunction with the DiscoverOrg/HG Data partnership announcement, we sat down with DiscoverOrg co-founder and CEO, Henry Schuck, and HG Data’s Chief Revenue Officer, Mark Godley, to get their perspectives on the role of data and SaaS tools on both the trends and future direction for sales and marketing. We hear a lot about Account-Based Marketing and flipping the funnel.

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Internet Killed The Telesales Star?

MTD Sales Training

What online tools are they using to find out about you, your company or your products and services? Just look at these statistics and you will see why cold calling is fast becoming a dying art form: 73% of decision makers won’t accept an inbound cold call – Market Transformations.

New Ideas for Motivating Your IT Staffing Salespeople

DiscoverOrg Sales

Chung, assistant professor of marketing at Harvard Business School, suggests that money-based rewards are more complex than they may initially appear. Here are some of our ideas: Decision-making.

The Fatal Sales Leadership Presumption within LinkedIn

Increase Sales

LinkedIn is one of the best channels for discovering leaders especially if your decision makers are in sales leadership roles. My target market is: High earning salespeople (six figures).

The Art Of How Not To Get To Any Decision Maker By Dan Adams

Sales Training Advice

For this reason I was very disappointed to read a newsletter written by a major international sales training firm entitled: “The Art Of How To Get To Any Decision Maker” I thought I would write about it this month in a newsletter that I will call: “The Art Of How Not To Get To Any Decision Maker” The author, president of a major international sales training company, offered claims and advice to get past any gatekeeper/assistant.

Sales Summit 2011 – Where Straight Talking, Bare-Knuckle Negotiating, Magic And Mystery Stole The Show

MTD Sales Training

During this session Sean showed his guests how they can use the internet to network with key decision makers, listen for leads, prospect online and position themselves as an industry expert. Marketing Manager .

5,000 Marketing Technology Tools (and Sales Execs Still Need to Find Over Half of Their Own Leads)

Pointclear

A 2017 MARTECH TODAY infographic lists the almost 5,000 companies that are part of the marketing technology landscape, up from just 150 in 2011. Yet, according to CSO Insights , despite the new tools, the mobile devices, the potential of social, and so on, many salespeople are working harder than ever just to achieve the same old results or worse. 02 is that technology has made it possible for marketing to get more poor-quality leads to sales faster than ever before.

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Pitch Perfect: Selling to the Chief Marketing Officer

DiscoverOrg Sales

What does it TAKE to sell to the Chief Marketing Officer? Jill began this task by talking to Heidi Bullock , Chief Marketing Officer at Engagio , formerly GVP of Global Marketing for Marketo. Read it: 7 Quick Wins for Marketing + Sales Alignment. They delete your emails.

DiscoverOrg Certification: A Customer Love Story

DiscoverOrg Sales

Love comes from really understanding someone else that we care about, whether that’s our family, spouse, a pet … or a sales intelligence tool. That’s why we created DiscoverOrg Certification for Sales, Marketing, and Recruiting. I love using data to make better decisions.

[VIDEO] 40% more Demos & 2.5x bigger ACV: The Results of Our Account-Based Everything Experiment

DiscoverOrg Sales

Account-Based Marketing (ABM) is all the rage in the B2B sales and marketing world … and it’s evolving into something more : Account-Based Everything (ABE) aligns sales and marketing teams with multi-touch campaigns on target accounts.

[VIDEO] Discover Org Charts: 5 Ways to Leverage Organizational Intel

DiscoverOrg Sales

This seemingly simple chart is one of the most effective tools your sales team has. Include decision-makers in email for better response rates. Check out our on-demand webinar: How to Leverage Gatekeepers to Reach Decision-makers.

How Marketing Fails by Failing to Market Itself

Sales Benchmark Index

One of the most difficult responsibilities for a B2B marketer is sales enablement. The sales field is often critical of any marketing effort. Marketers can feel like they are in a can’t-win position. Marketing teams begin to resent their peers in sales.

36 Best Lead Generation Tools to Increase Leads by 300%

Sales Hacker

We’ve gathered a list of the best lead generation tools on the market today. Below are the different categories of tools in this list. Click on the category of your choice to skip to the tools: Customer Analytics. Referral Marketing. Referral Marketing.

#B2BMX Recap: What Every B2B Marketer Should Focus on in 2018

Smart Selling Tools

Naturally that makes sense since we provide Sales Leaders with free resources on how to navigate the Sales Technology landscape, so when I had the opportunity to join the B2B Marketing Exchange conference this past week in Scottsdale, I was excited.

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Countdown to 2015: Top 5 Smart Selling Tools posts of 2014

Smart Selling Tools

2015 looks to be the most exciting year yet for sales and marketing solutions and for those who seek to improve their revenue. 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14. Read more… Top Marketing Tools.

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How Technology Has Changed Selling: New Tools, Old Rules

Fill the Funnel

Consider some of the changes that have occurred as a result of technology and tools: Prospect Research. New Tools: Instant availability of everything imaginable about each prospect. The person whose responsibility it was to keep you from connecting with the decision maker(s).

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The 8 Buying Considerations CRM Vendors Don’t Want You to Know About

Smart Selling Tools

Perhaps in the future, when budgetary concerns force the sales division decision-makers to hide their checkbooks, software solutions wrapped in market-speak like CRM will be tagged will a seal of approval like UPMs, which would designate some form of ‘ U ser P erformance M easurement’, instead of C an’t R easonably M anipulate this the way the vendor promised it was designed to function.When filtering through your CRM options, it is quite natural and very tempting to start with price.

When will Sales catch up with Marketing?

Sales Benchmark Index

Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? This blog is focused on the transformation of Sales to incorporate buyer-centered tools. Marketing Leaders Guide the Way. Today’s marketing leaders are poised to help.

ROI now Guaranteed on Alinean Value Marketing Tools

The ROI Guy

As a result, you absolutely need to invest in Value Marketing Tools to drive revenue: challenging the “do nothing” buyer to take action, justifying the investment in your proposed solutions, and quantifying your differentiating value.

The Beginner’s Guide to Referral Marketing

Zoominfo

There are more answers to that question than ever before, thanks to the variety of tools and channels at a modern marketer’s disposal. In fact, 84% of B2B decision makers start the buying process with a referral ( source ). What is referral marketing? B2B Marketin