Best Practices

opportunity data is good for prioritizing sales outreach

How to Time Your Sales Outreach with Opportunity Data

“Opportunity” data simply means favorable conditions. These action-based signals, like leadership changes and funding events, mean the time is right for a purchase. In fact, 95% of all respondents in our predictive data survey found positive revenue gains when predictive indicators were present.

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Fit data ideal customer profile

The Ideal Customer Profile: Why is “Fit Data” so Important?

Four of the top 10 most predictive Fit data points involve the prospect’s tech stack. At the very least, consider your prospect’s installed technologies as part of your Ideal Customer Profile and account scoring process.

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5 ways to handle objections in sales

The Savvy Sales Pro’s 5-Point Guide to Overcoming Objections

If you’re dealing with an objection, congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly where you want to be. A study from Gong.io shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is

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Sales must know how to find leads at trade shows, conferences, and events

How to Find Leads at Events (without blowing your budget)

We've noticed a trend: People who aren’t able to identify good-fit attendees HAVE TO go for volume. They have to cast a wide net, usually with giveaways, prizes, and gift cards, because their next customer could be anyone. But giving away pricey swag increases the cost per lead: You’re basically paying every person who stops by your booth, even though most of them will never be (and could never become) customers. $.$.$.

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3 ways sales can help marketing alignment

3 Ways Sales Can Help the Marketing Team (and Help Themselves)

Let’s agree that the goal of your marketing team should be to help your sales team. Sound good? Awesome! But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales?

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what 15k demos taught us about converting inbound sales leads

What 15K Demos per Year Taught Us About Converting Inbound Sales Leads

The fastest way to find our lead-quality sweet spot is to agree on lead Fit. These are firmographic and demographic identifiers - like industry, company size, and individual title - that we know our sales team can convert effectively. Once we identified what makes a lead a “good fit,” we addressed lead qualification.

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don't scare off your prospect in a cold call

How to use Intent Data (Without Creeping Out Your Prospect)

“Hello, Kathy. It sounds like you’re struggling with email deliverability …” Stop. Put the phone down. How would you feel if your phone rang and the stranger at the other end said, “I know where you live, your dog’s name ... and what you’re doing right now. Should you be giving Fido more treats? He could lose a couple of pounds.”

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How to Create a Sales Territory Plan with a Buyer-Centric Approach

Understanding your Total Addressable Market (TAM) will help determine if a new region or vertical needs to be part of your sales territory plan. New General Data Protection Regulations (GDPR) is a great example of a location-bounded sea change. Market shifts like this present new growth segments for your sales team to target.

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The Effect of Predictive Data: 95% See Positive Gains

“What prompts someone to make a purchase?” It’s the ultimate sales and marketing question. All our tools, plugins, integrations, analysis, and predictions, all concentrated in a multi-billion-dollar effort to answer this question. We put the question to 207 sales and marketing professionals in a director position or above, and published our findings in a resulting study of 80+ individual data points and datapoint combinations.

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How to Leverage Competitive Intelligence to Win Deals

Intent and Opportunity data are hallmarks of sales intelligence, and they’re not part of a standard, raw data offering. Intent data is an interpretation of implied pain points, and it provides a stark advantage against a competitor: timing.

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© 2018 DiscoverOrg, All Rights Reserved
© 2018 DiscoverOrg, All Rights Reserved
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