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.

1. Using Org Charts for
Multi-Stakeholder
Account Penetration
Ian Seniff
Senior Account
Manager
DDiissccoovveerrOOrrgg

2. DiscoverOrg at a Glance

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. 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. Take a Lesson from Your Kids
It’s more effective to
ask more than one
person.
It usually leads to a
better outcome.

6. Don’t be a Robo-dialer
Calling the wrong
person
10x isn’t what
we’re suggesting.
Don’t
be me

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. 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. 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. 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. Let’s Leverage the Data

12. TTHHAANNKK
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