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Using Org Charts for Multi-stakeholder Account Penetration

Learn how to leverage DiscoverOrg's key differentiator, the detailed organizational charts and the included direct dial and email contact information to include all of your relevant decision makers in the deal when you need them. Marketing and finance department datasets turbo-charge your approach and give you the access you need to close the deal.

Learn how to use the DiscoverOrg advantage to turn your prospects into customers and maximize ROI velocity with proven multi-stakeholder selling techniques.

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Using Org Charts for Multi-stakeholder Account Penetration

  1. 1. Using Org Charts for Multi-Stakeholder Account Penetration Ian Seniff Senior Account Manager DDiissccoovveerrOOrrgg
  2. 2. DiscoverOrg at a Glance
  3. 3. The DiscoverOrg Difference Every 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.
  4. 4. Why Change Your Tactics  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
  5. 5. Take a Lesson from Your Kids It’s more effective to ask more than one person. It usually leads to a better outcome.
  6. 6. Don’t be a Robo-dialer Calling the wrong person 10x isn’t what we’re suggesting. Don’t be me
  7. 7. 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
  8. 8. 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!
  9. 9. Working the Multi-stakeholder Account 1. 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.
  10. 10. 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.
  11. 11. Let’s Leverage the Data