What Percentage of New Salespeople Reach Decision Makers?

Understanding the Sales Force

My team at Objective Management Group (OMG) built a great new tool and this one does not help us to more effectively evaluate sales forces and assess sales candidates. The new tool allows me to quickly grab and analyze data faster and more effectively than I ever could before.

Value Helps Sellers Reach Decision Makers

Score More Sales

The number of people at your prospect company who are involved in a decision to buy your products and services has increased and often can be 4-7 company representatives. Do you ever look through dozens of email conversations for something that is critical to making a purchase decision?

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

Smart Selling Tools

Who’s the right decision-maker now? In addition, enriching company data with individual contact information will help you narrow down your audience to focus in on the decision-makers with whom you should be engaging.

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. These tools are key members of the DiscoverOrg platform’s pit crew.

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A Winning Game Plan for Writing Cold Prospecting Emails That Sell

DiscoverOrg Sales

As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. I start with a thoughtful, well-researched cold email that shows just how well I knows my prospect – both the pain points they experience in their job, as well as their personal interests. To see exactly how to use event opportunities for cold email prospecting, here are four real examples of email exchanges that quickly became warm leads.

2 Serious Mistakes To Avoid In Prospecting

The Pipeline

Most see selling and prospecting as two different things, as evidenced by the fact that while apply themselves to the former, but save their real creativity to avoiding the latter. People focused on leveraging clients’ objective for prospecting success, detest this term.

So It’s Your First Day as the CMO…

DiscoverOrg Sales

A longer-term goal might be to get better aligned with sales by integrating a specific cross-functional tool, or improving MQL conversion rates by X%. Sales works more closely with prospects and customers, after all, and knows what really matters to them. First days can be stressful.

Pitch Perfect: Selling into Human Resources (HR)

DiscoverOrg Sales

How can a salesperson get the attention of decision-makers in the HR department? What’s the scope of responsibility for an HR decision-maker? PRO TIP : Remember, HR leaders view purchase decisions through the lens of their customers – the employee.

Why Sales Is Like a Taco

DiscoverOrg Sales

The Shell: Holding the Prospecting Relationship Together. The message I am presenting about myself (or my company and its product) and understanding of my audience (or my prospect) is represented in the packaging of my taco, aka the shell, which will ultimately reveal the tasty filling inside.

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!

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

DiscoverOrg Sales

The idea was based on the Sales Development Rep/Account Executive relationship: The AEs get to come in and have meetings already set up – so they can spend their time with prospective customers. If you can’t integrate it, it’s just a lookup tool.

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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? If you’ve been prospecting to the General Counsel, you’re barking up the wrong tree. “If

Mastering Tools and Methods of Prospecting Success #webinar

The Pipeline

Prospecting continues to be the most sought after skill when companies hire and promote sales professionals. The better you are at identifying and engaging with the right prospects, the more success you will have in your sales career. Reaching C-Level Decision Makers on Social Networks.

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

DiscoverOrg Sales

It could be a target prospect account you’re already researching, or a current client you’d like to expand. Define parameters for sales prospecting. Perhaps the hardest decision in a global account campaign is to determine the scope. Of those, you’ve chosen Biologics as a target prospect because you have engineering expertise there. If your sales team is well established, you may have all the tools in place; but even if you’re not, it’s never too late to add tools.

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. In this the step, decision makers that fit the ICP are identified. When and where your prospect wants to buy.

3 Sales Tactics for Creating a Sense of Urgency by Asking the RIGHT Questions

DiscoverOrg Sales

You feel like the call and demo went well, only to be met by one of two fates: Your prospect keeps their cards close to the vest and you can’t gauge their level of excitement or what they are thinking. you now have a clear objection from your prospect that can be addressed head on.

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

DiscoverOrg Sales

Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email. Problem was, the trip was a last-minute decision, which explains why we only had 2 weeks to book our meetings. IMPORTANT: Be upfront about your intentions with your prospects. Hi {{FirstName}}, I noticed that you’re using {{competing software tool}}. Download the free ebook: The Superhero Life of Your Prospecting Email.

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.

One Powerful Way to Learn More About a Prospect

Mr. Inside Sales

Whether it’s nervousness, fear, inexperience, or just the conviction that if they stop talking the prospect will say “Not interested” and hang up, it doesn’t matter. They talk over their prospects. They talk after they ask a question (and don’t even let their prospect answer).

B2B Sales Podcast with Michael Boylan on Prospecting and The.

Score More Sales

B2B Sales Podcast With Michael Boylan on Prospecting and the Power to Get In. Reaching decision makers is always the goal. Recently I heard more than one speaker at a conference talking about using internal leverage to gain access to decision makers. Sales Tools.

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Selling to Startups and Small Business: A Cautionary Tale

DiscoverOrg Sales

Of course, few companies make purchasing decisions on a franchise level. We’ve been hired many times over the years for custom research projects, and the result is inevitably the same: The vast majority of contacts in a company’s CRM aren’t real prospects – defeating the purpose of using a CRM, crippling sales analysis, and sabotaging marketing efforts and analytics. 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. We want to simultaneously make the prospecting process more effective while also leveling the playing field.

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. Plus, prospects love the fact that you’ve done this type of research on them.

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New Ideas for Motivating Your IT Staffing Salespeople

DiscoverOrg Sales

Their selling powers rely on their energy, enthusiasm, and attitude in every conversation with every prospective client. Here are some of our ideas: Decision-making. Have you ever walked into the office on a Monday morning and just felt the palpable lack of energy?

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

MTD Sales Training

The Summit played host to 3 fantastic speakers who presented four must-see sessions on all manner of topics, from prospecting, networking and building value during a sales interaction, right up to influencing, negotiating and communicating with potential customers.

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. What if I could tell you that your days of prospecting are over and you could have a calendar full of appointments in the next few days?

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries.

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Hubspot Sales

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects?

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

DiscoverOrg Sales

The org chart shows who your prospect is within an organization, and which other stakeholders you should include in your outreach. This seemingly simple chart is one of the most effective tools your sales team has. For outbound prospecting, to find multiple points of entry.

A Quick Look Into Prospecting With LinkedIn

MTD Sales Training

Many people are under the impression that LinkedIn is generally only used as a recruitment tool, as it is very common to find job advertisements posted all over the site, and obviously LinkedIn’s main function is to provide each member with a professional (and searchable) profile. But recruitment is not the only service LinkedIn can provide and as a business owner or sales professional you should now realise what a fantastic tool LinkedIn can be…if you know how to use it.

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. It provided me accurate data so I could have stronger conversations with qualified prospects. I love using data to make better decisions.

Webinar: Time – Prospecting And Getting the Jump on Both!

The Pipeline

Even if you use LinkedIn or other tools, you need to be able to connect directly. This webinar we will introduce tools & techniques on how to find contact information for people you don’t yet know, and then how to engage with them: 1.

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

DiscoverOrg Sales

Key players from our sales and marketing teams jointly (yes, jointly) identified the best 50 good-fit companies that were ideal prospects for our new HR data set. We based call cadence on engagement in our marketing automation tool. Prospects really respond to that!

30 Ways to Reach Prospects

Score More Sales

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Add value by tying context and content to your prospects.

Sales Enablement Defined: Your Guide to Sales Prospecting


Let’s face it; prospecting isn’t the most fun part of selling. Without prospecting, reps have no one to actually sell to. In the next blog in our “Sales Enablement Defined” series, we’ll talk about sales prospecting and where it fits into the sales enablement ecosystem. We’ll also discuss sales prospecting techniques and best practices, and how they support sales enablement. What is Sales Prospecting? Sales Prospecting Techniques.

How To Prospect On LinkedIn Through Your Connections

MTD Sales Training

So how exactly do you prospect on LinkedIn ? But these connections might not be potential prospects for you, so how can you get to the key decision makers who you really want to engage with? It quite literally is a prospecting power tool…in the right hands.

5 steps to sales prospecting (for higher quality leads) in 2019


When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Your approach to sales prospecting should be no different. What exactly is sales prospecting? What’s the difference between a lead and a sales prospect?

Sales Skill-Sets vs Sales Tool-Sets

Smart Selling Tools

Our decisions are colored by the history and experiences that shape our perspective. Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively. What to say to get the prospect to engage.

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A Quick Look Into Prospecting Using LinkedIn

MTD Sales Training

The way I view LinkedIn is as the biggest and best DECISION MAKER SEARCH ENGINE the world has ever seen! So the real question then is how do you use LinkedIn to prospect and connect to potential leads? Prospecting On LinkedIn.