Prospecting

intent data fit data opportunity data

What is Intent Data? The Predictive Sales Trifecta

With limited visibility to digital behavior, it’s hard to prioritize accounts. Marketing teams track digital behavior on their own corporate websites ... but prospective buyers leave digital footprints indicating purchase intent all over the web, long before they buy. Intent data is the new frontier of B2B sales.

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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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operations-buyer-dataset-warehouse

The New Purchasing Powerhouse: Operations

5 years ago, it was Marketing. 3 years ago, it was Sales. TODAY, the tech trend has breached another department: Operations. That translates to a sales opportunity ... and by “opportunity,” we’re talking about an industry worth $157 billion in 2016, anticipated to grow to $457 billion by 2020. Meet the new purchasing powerhouse: Operations.

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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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5 cold email plays for account-based selling

5 Cold Email Plays for Account-Based Sales

Account based sales development is a sales process specifically designed for selling to enterprise companies. The process for selling into enterprise accounts differs from selling to small and mid-sized businesses: The key difference is that with account-based selling, reps sell to the account as a whole – in other words, instead of selling to individuals,

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Redesigned integration for Outreach faster saales

Sales Acceleration on Demand: Outreach & DiscoverOrg

“Sales acceleration” is a good buzzword, but all it really means is “sell more, faster” … without saying anything about “How?” There are a lot of sales acceleration tools out there, but the redesigned DiscoverOrg’s Outreach connector solves some very specific problems: (1) a disjointed sales tech stack, (2) inaccurate, untrustworthy data, and (3) governance

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how to calculate total available market

2 Simple Ways to Calculate Total Addressable Market (and how it will impact sales!)

Total Addressable Market (TAM) is the total available opportunity for your product or services. It’s typically measured in terms of revenue, but can also be thought of as the total population of organizations that could become your customers. So how do you calculate Total Addressable Market? Our VP of Product Marketing demonstrates the two most popular methods: Bottom-Up and Top-Down.

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DiscoverOrg CEO Henry Schuck

What Is Sales Intelligence? An Interview With DiscoverOrg CEO Henry Schuck

Without sales intelligence, the growth of your universe of accounts (and revenue potential) is left to chance. It’s like spraying a hose with an open nozzle or spraying with a closed nozzle: You’re going to get wet either way, but one is much more efficient than the other.

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finding leads at trade shows discoverorg

Trade Show Prospecting Toolkit: The Ultimate Collection

A handful of business cards doesn't cut it. To see strong ROI from trade show events, sales reps must align with Marketing well in advance - and create a plan of attack. Check out our Ultimate Trade Show Prospecting Toolkit for the step-by-step techniques that our reps use to get 30-100 warm & hot leads from every event we walk.

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how to prospect at trade shows

How to Prospect at Trade Shows: The Ultimate 10-Step Checklist

Trade shows are an exciting opportunity for sales professionals to develop relationships with prospects and show off the latest products and services. People can check out different demonstrations, network, and even enjoy the occasional sponsored concert or hosted bar. Yet through all the excitement, how do you connect with new contacts? We asked Jake Shaffren,

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