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DiscoverOrg

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  • Discover Intent Data: How to Stitch (Literally) Intent Data into Your Sales Stra
    Discover Intent Data: How to Stitch (Literally) Intent Data into Your Sales Stra
    Jake Shaffren Director of Sales | DiscoverOrg Recorded: Apr 18 2019 10 mins
    “Intent Data” just got real for our Director of Sales! Watch his real-life example of buying a sewing machine as a gift for his fiancé. Jake steps through researching the market, talking to salespeople in the store, evaluation, and finally, selecting a vendor. Sound familiar?

    Full blog post here - https://dorg.ly/intent-data-stitching
  • Discover Corporate Hierarchy: Using Multi-Org Enterprise Structure to Increase S
    Discover Corporate Hierarchy: Using Multi-Org Enterprise Structure to Increase S
    Christian Prusia Vice President, Enterprise Sales | DiscoverOrg Recorded: Apr 4 2019 7 mins
    If you don’t know what kind of relationship your target account has with its parent company, you’re slowing down the B2B sales cycle! In our new video, our VP of Enterprise Sales explains how corporate structure affects the buying process. Then watch as he shows how to use these relationships to build groundswell and simplify the sale.

    Read the blog post here - https://dorg.ly/corporate-hierarchy
  • Delivering the Goods: The Path to Improving MQL-to-Opp Rate by 10x+
    Delivering the Goods: The Path to Improving MQL-to-Opp Rate by 10x+
    Anh Ly Marketing Systems Admin | Mendix & DeAnn Poe VP of Marketing | DiscoverOrg Recorded: Mar 27 2019 28 mins
    Sales wants more leads. But that doesn’t mean they will settle for just any leads. They want good-fit ones that will close quickly.

    Despite offering a winning product, Mendix found itself struggling to deliver high-quality leads to its sales team and close new deals in a reasonable amount of time. With a protracted MQL-to-Opp conversion rate, Mendix knew they had to do something to either improve the quality of the leads being passed to sales, or increase efficiencies throughout the process, or both.

    Watch Anh Ly, Marketing Systems Admin at Mendix, and DeAnn Poe, VP of Marketing at DiscoverOrg, discuss how Mendix was able to deliver more qualified leads to the sales team while also reducing prospect research time and enabling more informed follow-up. The end result: improving their MQL to Opportunity conversion by 14 times!
  • Discover Sales Openers: The 5 Planks of Door Opening Success
    Discover Sales Openers: The 5 Planks of Door Opening Success
    Caryn Kopp Chief Door Opener | Kopp Consulting Recorded: Mar 21 2019 12 mins
    It’s just math: If you don’t set enough meetings with the right people, you’ll never meet your sales goals. In this video, Chief Door Opener Caryn Kopp shows how to knock on the right door and start off on the right foot: Find the right target, nail the message, be ready to address objections, find the Door Opener, execute well, and make time for follow-up.

    Full blog post here - Here's the link: https://dorg.ly/door-opener-for-sales
  • Turning data into pipeline in a GDPR world
    Turning data into pipeline in a GDPR world
    Henry Bruckstein CEO & Founder | Campaign Stars & Krystan Resch Director of Partnerships | DiscoverOrg Recorded: Mar 19 2019 40 mins
    How GDPR-compliant survey-based research presents a golden opportunity for account-based marketing (ABM) success.

    GDPR compliance has added a new layer of legal concern for marketers.

    But far from limiting it, GDPR compliance has created a truly golden opportunity for successful survey-based market research.

    In this webinar, we’ll share the exact tactics you need to execute a survey-based research play that:

    Remains GDPR-compliant.
    Enables true account-based prospecting.
    Fuels an entire quarter’s worth of content strategy.

    Join Campaign Stars CEO & founder Henry Bruckstein and DiscoverOrg Director of Partnerships Krystan Resch for this ABM and GDPR Bootcamp!
  • Discover Buying Signals: How To Stand Out With A Cold Call
    Discover Buying Signals: How To Stand Out With A Cold Call
    Michael Joseph Customer Success Manager | DiscoverOrg Recorded: Mar 14 2019 10 mins
    The #1 factor in a buying decision is timing. If the timing isn’t right, no amount of sales tactics will produce a sale. “Scoops,” or buying signals, are company events that indicate a pain point and often predict purchase behavior. In this new video, we’ll show how to time sales outreach using a specific Scoop - leadership changes - which has a high correlation to buying behavior.

    Full blog post here - https://dorg.ly/leadership-changes-scoops
  • Discover Location Data: How To Prospect With Geolocation (And Why Sales Should C
    Discover Location Data: How To Prospect With Geolocation (And Why Sales Should C
    Steve Waters Director of Sales | DiscoverOrg Recorded: Feb 22 2019 13 mins
    Unless you enjoy cold sales calls at 5AM, you know location is important in B2B sales. But did you know how location data boosts efficiency in so many other areas of sales? Accurate location data can help you map territories fairly, make on-site visits more effective, time your cold-call, boost ROI of direct mail, and increase event attendance.

    Full blog post - https://dorg.ly/location-data
  • 5 Keys for Efficient Prospecting
    5 Keys for Efficient Prospecting
    Chris Scheppler CEO| CloudNerd & Katie Bullard Chief Growth Officer | DiscoverOrg Recorded: Feb 20 2019 42 mins
    WatchChris Scheppler, CEO of CloudNerd, to learn five practical tips to maximize your prospecting efforts. He will demonstrate how to optimize your CRM and Sales Intelligence integrations to get the right messages to the right people at the right time.

    In this webinar you’ll learn:

    Why pushing fresh and accurate data into your CRM is critical
    How simplifying your CRM configuration will make your sales team more productive
    5 quick steps to see immediate results in outbound efforts
  • How To Evaluate A Data Provider For Revenue Growth
    How To Evaluate A Data Provider For Revenue Growth
    Monica Stewart | Skaled & Matt Heinz | Heinz Marketing & Trish Bertuzzi | The Bridge Group Recorded: Feb 6 2019 48 mins
    DATA IMPACTS ALL ASPECTS OF SALES AND MARKETING EFFORTS. DOES YOUR DATA RISE TO THE CHALLENGE?

    We surveyed top sales and marketing consultants to find out how they evaluate data providers and asked them to rank in order of importance:

    Verified contact info
    Firmographics (public, private, government, and 501c)
    Reporting hierarchy
    Personnel and project changes

    Watch DiscoverOrg's Director of Partnerships Krystan Resch, and guests from Skaled, Heinz Marketing, and The Bridge Group, as they review the survey and share what they think sales and marketing teams need to consider when evaluating a data provider for revenue growth.
  • Discover Org Charts: 5 Ways to Leverage Organizational Intel
    Discover Org Charts: 5 Ways to Leverage Organizational Intel
    Krystan Resch Director, Partnerships | DiscoverOrg Recorded: Feb 6 2019 9 mins
    Org charts are an invaluable tool for sales professionals to navigate business relationships in target accounts. In this video, our Director of Partnerships, Krystan Resch offers 5 ways to use the org chart to uncover cross-sell opportunities, sphere of influence, multiple stakeholders, group email tips, and smart event follow-up.

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