DiscoverDiscoverOrgOrg

Using Org Charts for Multi-Stakeholder

Account Penetration

Ian Seniff

Senior Account Manager

DiscoverOrg at a Glance

The DiscoverOrg DifferenceEvery DiscoverOrg profile is personally verified every 90 days providing accurate:

Decision maker org charts Direct dial phone numbers Verified email addresses Technology backgrounds Relevant personnel moves IT Projects and initiatives Revenue and IT Budget intelligence LinkedIn and CRM Integration Physical and HQ address locations

SLA Guaranteed Accuracy Our data is guaranteed 95% accurate and is backed by our Quality Assurance team with a 24 hour turn-around time

for any data verification requests.

Increase # of new meetings Increase quality of meetings Improve conversion rate Tighten sales cycle Reduce reliance on a single

contact who may go dark on you

Increase account penetration Improve communication and

health of relationships in accounts

Why Change Your Tactics

It’s more effective to ask more than one

person.

It usually leads to a better outcome.

Take a Lesson from Your Kids

Don’t be a Robo-dialer

Calling the wrong person

10x isn’t what we’re suggesting.

Don’t be me

No Single Point of Failure

Throughout every step of the lead generation and sales process – too many teams are relying on a single point of contact

Single contact = Single point of failure

PS. People Switch Jobs

Why do we sell like this?

Sticking too long with the original inquiry Comfort zone with lower level “interested” person Afraid to rock the boat Demo junkies / demo jockeys

Do your reps are have the same meeting 20 times without progressing the opportunity forward?

Don’t be all show, no go!

Working the Multi-stakeholder Account1. Finance Lead for payroll/accounting software

– Backtrack into IT to finalize selling cycle. IT will be the ones who implement the tool and will have a completely different perspective of the situation. If they balk on it, game over. Looping them in earlier will ensure these hurdles are lowered.

2. IT Lead for an information security solution– Procurement difficulities make you start the process over. Loop in

Finance earlier to shorten the sales cycle. – Do you struggle to close your big account last month because the CFO

got involved in the 12th hour? Our Finance Dataset which profiles the CFO’s department. Keep all of the decision makers looped in from day one.

Working the Multi-stakeholder Account

3. Selling to the CIO and they need approval from CFO– DiscoverOrg’s finance dataset profiles the CFO’s department

providing comprehensive org charts of direct reports, allowing you to keep all the decision makers looped in.

4. Marketing lead for an ECM/BPM/CEM solution.– IT will be handling the implementation of the tool. At this point the

user will need to have an IT org chart to navigate one of the most complex departments at a company.

– Marketing is now a fundamental driver of IT purchasing, and that trend shows no signs of stopping –or even slowing down –any time soon. In fact, Gartner recently predicted that by 2017, CMOs will spend more on IT than their counterpart CIOs.

Let’s Leverage the Data

THANK THANK YOUYOU