how top producers use discoverorg to close more deals faster steven bryerton, director of sales...
TRANSCRIPT
How Top Producers use DiscoverOrg to Close More Deals Faster
Steven Bryerton, Director of Sales
Email : [email protected] Phone : 360-783-6805
www.discoverorg.com12518 NE 95th Street Vancouver, WA 98682
Steven BryertonDirector of SalesDiscoverOrg
Matt WheelerManager, Sales DevelopmentForeScout
Gary KingDirector of Global Inside SalesPrometheus Group
Introductions
4 Identifying key Decision Makers
4 Bridging the contact gap
4 Accuracy of database & lead quality
Top Challenges we hear from IT Vendors
Salespeople spend fewer than 45% of the time actually selling.
Improving lead management processes can reduce the time required to source opportunities by up to 50%
Why Waste Precious Time?
Accurately identify all key decision makers
Quickly identify technology landscapes
Build calls list in minutes, not days
Prepare highly targeted email campaigns
Automate delivery of important changes within your targeted
accounts
Bring sanity to data cleansing processes
During the Live Demo we will cover
Each Dataset Includes
• 93% Direct Dials #• 98% Verified Emails• IT Department Org Charts• Accuracy
Guaranteed• Technology
Landscape• IT Projects
Enterprise Dataset – 5,000+ Employees2,500 + Companies and 137,750+ Contacts
Midsize Dataset – 1,000-4,999 Employees4,300+ Companies and 68,500+ Contacts
Gov’t Dataset – Federal/State/LocalAgencies and UniversitiesOver 1,200 entities profiled and over 25,900 Contacts
NEWSMB Dataset – Less Than 1,000 Employees7,150+ Companies and 40,000+ Contacts
Finance Data Set – 5000+ Employees1,800 + Companies and 47,000+ Contacts
By the Numbers
Matt Problem ForeScout was experiencing prior
• Too much time spent identifying top targets based on ideal customer profile
• Difficulty understanding prospect’s job role vs. job title
• Spending too much time validating and cleaning invalid prospects as opposed to having more discussions with true Decision Makers
ForeScout Challenge
Matt <<in database>>
Quickly build out different target lists• Use segmentation to identify ideal customers
– Industry/Vertical, – Size of ideal prospect ($250mil+ or 2,500+ employees)– Use title category of Info. Sec. and then use contact keyword
to identify “mobile” “network” “networking” to identify the right security contacts (ie instead of application security)
– Region (ie CA )
• Explain what you did Job Function Direct Dials for calling prospects multiple timesEmailsHierarchy for follow up & multiple calls
Let’s see the data base
Gary• Team spending too much time researching• Hard to identify technologies deployed• Found something never knew existed
Org Charts• Story of Halliburton
The challenge for Prometheus Group
Gary<<In data base>>
Use Technologies search feature SAPMore focused SAP Objects
Setting up Real Time Triggers to identify SAP projects
Discuss how multiple decision makers lead you to use the Finance Data set. <<jump to Finance>>
Show Halliburton
Let’s see the data base
• Quick Summary•How to build an ideal prospect as Matt showed us – we’re hosting another webinar on Dec. 3rd that will cover how to build and utilize what Matt showed here to build your ideal top prospects
Back to Steve
“On average, 4 people are involved in B2B purchasing decisions”
“Every time the number of Direct Dial phone numbers a salesperson has access to DOUBLES,
the number of meetings set TRIPLES”
Wisdom Behind the Data
Direct Lines The DiscoverOrg database contains over 93% Direct Dial Phone Numbers and 98% verified email addresses.
Refreshed Every 90 Days DiscoverOrg refreshes and updates every IT Decision Maker profile in its database at least once every 90 days.
Live Research Staff The data collected and constantly updated by DiscoverOrg is managed through an in-house team of 70 research analysts.
IT Focus DiscoverOrg’s database of IT Decision Makers has over 275,000 IT Executives profiled.
IT Org Charts IT Org Charts on every account let users see a map of the decision making hierarchy of their targeted accounts.
SLA guarantees at least 95% accuracy Our data is guaranteed 95% accurate and backed by our Quality Assurance team with a 24 hour turnaround time for any data verification requests.
Why We Are the Leader
Hundreds of IT Firms Have Chosen DiscoverOrg
