Create (and Use) Your Ideal Customer Profile with DiscoverOrg.com

Creating an Ideal Customer Profile is like turning on the lights on in the sales and marketing organization! Are you trying to find the answers to any of these questions? *    Who (companies & contacts) have we sold to most successfully? Why? … Continue reading

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Getting Into the IT Decision Makers’ Inbox

From Subject Line to Signature. In determining how to sell IT services, email is the number one prospecting strategy, but with the inundation of emails your prospects are receiving, breaking past your contacts’ inbox delete barrier is tougher than ever. … Continue reading

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IT Sales: Defining Your Target Market & Building Your Call List

One of the biggest challenges IT staffing sales professionals (especially those new to the industry or their company) face today is simply deciding who to call on. IT Sales today is not about calling as many prospects as possible but rather, … Continue reading

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5 Critical Steps to Managing an Inside Sales Team that drives Predictable Revenue

By: Henry Schuck – DiscoverOrg We hear it all the time from Sales Leaders and C-Level Executives alike: “I just hired a veteran IT sales rep, so we’ll just be tapping into their relationships for sales”. If you’re being sold … Continue reading

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Thought Leadership – What a week at DiscoverOrg!

It has been a great, exciting and exhausting week to be at DiscoverOrg. In 7 days we have released a new User Interface on our platform, built and released a new SugarCRM Connector and an Eloqua Connector, gotten our Salesforce … Continue reading

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Thought Leadership – It’s all about Outbound

by Henry Schuck and Robert Osgood If you’re in B2B marketing or sales you have probably heard the Siren Call of the Marketing Automation Leaders: “It’s all about Inbound, Inbound, Inbound”.  The folks at Hubspot or InsideView or hundreds of … Continue reading

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Thought Leadership: Your CRM is an Empty Box

By: Henry Schuck and Patrick Purvis Every day my sales team is talking to companies that have a need for good data, usually they don’t even realize how strong a need they have, and it’s our job to explain why … Continue reading

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Thought Leadership: Not Having Direct Dials is a Showstopper

By: Robert H. Osgood – Research Manager Recently, one of the Sales guys here asked how research had obtained some direct dial numbers at Infor for our database. He had tried cold calling to speak with a prospect, and with … Continue reading

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Thought Leadership: Direct Dial vs. Utilizing the Operator

By: Robert H. Osgood – Research Manager If you are in IT sales, you probably spend the majority of your time researching contacts online and making phone calls that get you nowhere. At DiscoverOrg, analysts spend the majority of their … Continue reading

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Thought Leadership: GE Moves & Projects

By: Robert H. Osgood – Research Manager  One of the key differentiators between DiscoverOrg and our competition is that we provide complete IT organization charts, while other services just provide a list of names with no reporting or relational structure … Continue reading

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