DiscoverOrg Sales Certification
In DiscoverOrg, following a company allows a user to get information emailed to them directly about _____. (Select all that apply)
. Changes in executive leadership Your Answer B. Projects happening within the organization Your Answer D. Newly profiled departments within DiscoverOrg
According to the ListMatch video, what type of file must you import in order to populate ListMatch?
.CSV
Based on an advanced search in DiscoverOrg, how many companies in the Fortune 500 are in the Automotive industry?
10-50
Run a search in DiscoverOrg and view all results. How many companies have a fortune rank and have a headquarters in Delaware?
175
How does DiscoverOrg gather the data published on the DiscoverOrg website?
C. A team of 250 researchers doing phone call research
What is the value in stating concepts simply to a prospect?
C. Small bits of knowledge are easier to remember
Which technique is used when understanding how individuals make decisions?
C. Sphere of Influence
WidgetCorp's newest SDR is running a search in DiscoverOrg looking for VP's of Marketing at Retail Companies. Which best describe the filters she would apply to get these results? (Select the best answer)
Companies > Industry = Retail | Employees > Department = Marketing | Employee > Seniority = Vice President
Fill in the Blank: Believing what you say is known as ______?
Convivtion
True or False: Joanne is the Director of Finance at a mid-market retailer. She is the highest-ranking member of the Finance team. Joanne could be marked in DiscoverOrg with a job function of Chief Financial Officer.
True
What is the maximum number of customized Scoop Alerts you can receive from DiscoverOrg?
Unlimited
Where does a DiscoverOrg user go to install the Google Chrome Extension?
Where does a DiscoverOrg user go to install the Google Chrome Extension?
Where can a user refine Scoops to find the most relevant results? (Select all that apply)
A. Advanced Search B. Keyword Filte
Run a search for the organization Nationwide. What are the top three similar companies to this organization?
A. Allstate, Prudential, and New York Life
The DiscoverOrg Google Chrome Extension allows users to do which of the following: (Select the best answer)
All of the above
When using ListMatch, what are the data points you can search by? (Select All That Apply)
DUNS Email DiscoverOrg ID
The department an employee reports to is found in which filter?
Employees
When setting up an email notification around OppAlerts, how frequently are the emails delivered?
Weekly
Copy and Paste the URL into your browser (https://dorg.ly/2kOR815). Download the list of companies (Excel, CSV) and then copy the list into List Match. Finally, run that in the Advanced Search. Once the results are populated, locate the company tab. Using the advanced search filters, how many companies from this list are in the Banking Industry?
2
Within the Scoops tab, find the CIO's who were newly hired between January 1, 2018 and May 1, 2018 for privately held companies. How many results were shown? (Select the Range that Applies)
A. 0 to 400
According to the video, soundbites can be used to? (Select All That Apply)
A. Answer commonly asked questions Your Answer B. Transfer information to other stakeholders.
According to the video on OppAlerts, what is the definition of an Opportunity type?
A. Broad level research categories
Where can a user find scoops within the DiscoverOrg platform? (Select all that apply)
A. Company Details B. Employee Details C. Advanced Search
Joe, an Account Executive at Oracle, is speaking to a prospect. To tell a story about the value of the solution. Joe tells the prospect about the time the solution saved his quarter. Joe is displaying which principle of Conviction?
A. Enthusiasm
To receive daily or weekly email updates about a Company, Employee, or Scoop, users can (Select all that apply)
A. Follow a company B. Save and Subscribe
John recently took over as a new SDR for one of the fastest growing tech companies in the world. He has spent 2 weeks going through on-boarding and is now getting ready to ramp up to full productivity. John has inherited a list of accounts from a previous SDR who is no longer at the company. The accounts do not have significant information tied to them as the CRM is very blank with not many notes to work off of. In the current situation, what should John's first steps be to get a better understanding into these accounts? (Select All That Apply)
A. Insert the companies into DiscoverOrg's ListMatch feature B. Search the organizations on LinkedIn C. Subscribe to the companies within DiscoverOrg
What is the benefit of creating a Saved Search? (Select All That Apply)
A. Keep customized searches easily accessible
A new SDR is starting for a company who provides a network security product. When searching for employees in DiscoverOrg, what is the best filter the SDR should use?
A. Keyword and Boolean
The take control portion of Teach, Tailor, Take Control refers to? (Select All That Apply)
A. Moving the conversation forward
When customizing DealPredict for your Target Customer Profile, which of the following criteria is available? (Select all that apply)
A. Number of Employees D. Scoops Topics
Fill in the Blank: The most successful sales reps use ____. (Choose all that apply)
A. Phone B. Email C. LinkedIn
Subscription emails can be set to be received daily or weekly for new _____ added to the DiscoverOrg database (Select all that apply)
A. Scoops B. Employees C. Companies
Which of the following can be used for 3x3 Research? Choose all that apply.
A. Scoops B. Technologies D. Contact Descriptions
Fill in the Blank: If you are searching for a Vice President, you would find that filter under _______?
A. Seniority Level
When saving a search, you can also create what based on your search criteria?
A. Subscription
True or False: DiscoverOrg users can view company details outside of their access scope such as revenue, employee size, and technologies.
A. True
A WidgetCorp AE has a deal that has stalled. Using DiscoverOrg, how could he bring this deal back to life? (Select the best answer(s))
A. Use the company's Org Chart to identify his prospects sphere of influence D. Use the Google Chrome Extension to source contacts on LinkedIn
Which of the following can you do using the DiscoverOrg Google Chrome Extension?
A. View contact information while on a prospects LinkedIn page B. Ability to push a record to CRM/ MAT/ SDR tool with just 1 click C. View relevant scoops associated with the company
Run a search in DiscoverOrg and view all results. What company is the first company (alphabetically) in the IT services industry, with 5 to 10 locations, headquartered in Texas?
Alert Logic
Which of the following should be considered when establishing the velocity for your cadence?
All the above
WidgetCorp's newest SDR is following up on a recent Social Media Marketing OppAlert for Pfizer. What is the best pitch this rep can give?
B. "Hey Mark, other companies like AstraZeneca, Merck, and Johnson & Johnson have used our social media marketing platform to launch a successful social media campaign. Is that something your organization is trying to accomplish
Fill in the Blank: Reps are _____ percent more likely to schedule a meeting when using 3x3 Research?
B. 50
When beginning your email template, with which portion should you start?
B. 80 %
Which of the following Miller-Heiman personas is referenced by this description? "Usually the budget holder but not always the signer."
B. Decision Maker
Tom is talking to a prospect using the Soundbite, Detail, Soundbite technique. Which part of the following paragraph is the detail piece? (Select the best answer) The difference between DiscoverOrg and every other company in the space is accuracy. DiscoverOrg gathers data doing primary research with a team of 250 researchers, gathering data directly from the source. Everyone else crowdsources or aggregates data. If there's one thing you remember about DiscoverOrg is that we are synonymous with accuracy.
B. DiscoverOrg gathers data doing primary research with a team of 250 researchers, gathering data directly from the source.
Who sets up DealPredict settings for each user?
B. Each user sets up their own
Quality is more important than quantity in enterprise sales because... (Select all that apply)
B. Quality data saves time and accelerates sales cycles C. Quality data is much less likely to get caught in a spam trap.
When customizing DealPredict for a Target Buyer Profile, which of the following criteria is available? (Select all that apply)
B. Seniority Level D. Job Function
In the 10/80/10 email, what does the 80% represent?
B. Short and sweet value proposition conveying quick bursts of information.
What technique is used when you state something simple, provide details, and recap your initial answer?
B. Soundbite, Detail, Soundbite
Which of the following best fits this description? "To communicate sales messages in the context of the customer."
B. Tailor
What is the oldest and most reliable way of transferring information from one person to another?
B. Telling a story
According to TOPO, what number of touches should an outbound SDR make during a 21-day touchpoint cadence?
C. 14 to 16 touches
DiscoverOrg users can filter by the percentage a company has grown over how many years?
C. 3 Years
Fill in the Blank: DealPredict suggests _____ when looking at your search results.
C. A and B
WidgetCorp's newest SDR is running a search in DiscoverOrg looking for contacts in Legal Departments responsible for eDiscovery at Fortune 500 companies. Which best describe the filters she would apply to get these results? (Select the best answer)
C. Companies > Company Size > Fortune Rank = Fortune 500 | Employees > Department = Legal | Employees > Job Function = eDiscovery
You have just successfully run DealPredict on an Advanced Search. You notice the top 5 companies in the search have 5 stars. What do the stars signify?
C. Companies that most closely match their DealPredict settings
Fill in the Blank: ________ allow our prospects to sit in our customer's shoes.
C. Customer success stories
Before Henry called his prospect, he relentlessly practiced telling the story of how he used DiscoverOrg data to aggressively scale his SDR team from 10 to 60 in a year. By role-playing and practicing, Henry is displaying which principle of Conviction? (Select the best answer)
C. Letting go
How does a DiscoverOrg user get daily or weekly Scoops emailed directly to them? (Select all that apply)
C. Setting up a Subscription through Saved Search D. Following a company
Within Scoops, which of the following are considered "Opportunity Scoops"? (Select all that apply)
Correct Answer A. Pain Points C. Projects
Which of the following data points found in DiscoverOrg would likely resonate with your prospect?
D. All of the Above
The screen seen at the time of login can be customized to which of the following?
D. Both A & C
Which of the following is NOT a criteria users can search for within DiscoverOrg?
D. Employee > Job Function = Vice President
True or False: In DiscoverOrg, an employee's title and job responsibility are ALWAYS the same thing.
FALSE
True or False: DealPredict is the tool that allows reps to compare firmographic data and suggest lookalike accounts.
False
Below is an example of a 10/80/10 email. Which part is the 80%? (Select the best answer) Hello Juan, I saw on LinkedIn that you just started as Director of Business Development over at Acme Corp. Congratulations! Here at DiscoverOrg, we have helped companies like Wiley and Coyote scale BDR teams with the most accurate, actionable sales intelligence on the planet. We power these teams with real-time projects and contact information to reach the decision maker directly, saving time and effort. Hoping to get your career as Director of Business Development off on the right foot. Do you have 15 minutes to discuss how we can help scale your team? All the best, Wanda
Here at DiscoverOrg, we have helped companies like Wiley and Coyote scale BDR teams with the most accurate, actionable sales intelligence on the planet. We power these teams with real-time projects and contact information to reach the decision maker directly, saving time and effort.
What feature can be used to understand a company's online search history and recent content consumption?
OppAlerts
Run a search in DiscoverOrg for the company DiscoverOrg. Which CRM do they use?
Salesforce
You are an AE trying to sell to Winn-Dixie, a publically traded regional supermarket chain. To identify the right customer success story, you should use... (Select all that apply)
Technographics
It is possible to search for an employee based in Dallas, TX if their company is headquartered in New York City, NY.
True
What belongs in the 80% portion of the 10/80/10 email template?
What belongs in the 80% portion of the 10/80/10 email template?
In DealPredict, past, present, or future projects or initiatives are criteria for which type of profile?
none of the above?