DiscoverOrg

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. He is perhaps best known for his work creating large-scale online communities such as the B2B Technology Marketing Community on LinkedIn with over 97,000 followers across the world (at the time of this publication).

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 120

DiscoverOrg

APRIL 17, 2019

The same is true for your B2B buyers. As a B2B seller, if you can get your message out and drive awareness of your brand, you can get ahead of these preconceived notions by tapping into this phase of the buyer’s journey. Decisions aren’t made in a vacuum – not usually in B2C, and definitely not in B2B.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

MARCH 29, 2018

There’s a lot of confusion and anxiety surrounding the upcoming General Data Protection Regulations (GDPR), which goes into effect May 25, 2018, l eaving a lot of people wondering how it impacts them as a B2B marketer. In other words, we think you are not limited to “opt in” contact data for B2B marketing under the GDPR.

Planning 198

Planning Opt-out Opt-in Peer-to-peer 198

DiscoverOrg

FEBRUARY 13, 2019

We’ve bucketed B2B data into 4 categories: Firmographic data (Marketing’s favorite). Accurate org charts are a goldmine for B2B sellers, because they display relationships between stakeholders, reporting structure, and job titles. Job function and area of responsibility (Sales’ favorite). Location data (Marketing loves).

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

DiscoverOrg

FEBRUARY 19, 2016

Last summer, we conducted a survey of B2B marketing professionals to glean exactly that – the value that those individuals are seeing from their outbound efforts. Therefore, we are always interested in learning how businesses are using outbound prospecting to fuel their revenue growth. Outbound is IN and other Key Takeaways.

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

MARCH 25, 2019

But as B2B marketers and salespeople, it makes our job harder. This evolution means that accurate location data is more critical than ever for B2B marketing – particularly in these circumstances: Direct mail for marketing campaigns. It’s also great for employees who want more flexibility.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

NOVEMBER 9, 2016

Effective B2B storytelling often follows the same arc as a successful Hollywood screenplays : Three Acts consisting of (1) The Setup; (2) The Conflict, and (3) The Resolution.

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

DiscoverOrg

FEBRUARY 27, 2019

I’m Brad Johnston, CEO of OutboundView – and I’m here to show you how to build a B2B sales and marketing database – from scratch! per contact for good B2B data. But setting up a sales database from scratch is not as difficult as you may think. Read on to learn: Option 1: Buy database access.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

MARCH 15, 2017

Given the average B2B decision-making group includes six-plus buyers ( according to CEB ), ABE strategy needs to account for this, and all those personalized messages need to hang together inside a vision that binds all those stakeholders — and their individual agendas, we should emphasize.

Account Based Marketing 204

Account Based Marketing Video Marketing Storytelling Paid Search Agency 204

DiscoverOrg

APRIL 12, 2017

The study was orchestrated by Intelemark, a leading B2B demand generation services provider with over 50 years of combined experience driving results through custom calling campaigns. Setting up the A/B data test.

ROI 224

ROI Sample Demand Generation Agencies B2B Sales 224

DiscoverOrg

APRIL 11, 2019

5 Keys Sales Must Use to Get in the Door with B2B Buyers. Forgot Snag some of our favorite sales techniques here: [VIDEO] Cold-Call Competition. How to Use Buying Signals to Time Sales Outreach. 3 Ways to Use Location Data to Supercharge Your Sales Outreach. WEBINAR] Purposeful Voicemails: Best Practices to Increase Email Response Rates.

Top of Funnel 211

Top of Funnel Cold Calling B2B Sales Outreach 211

DiscoverOrg

JULY 3, 2018

Nurture closed-dead B2B sales opportunities. You don’t have to start entirely from scratch, though. Leverage previous engagement in your new outreach. Remind them of the value that they once saw in your solution and what is possible now. You already qualified these leads and built a relationship. When they went dark for reasons unknown.

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

DiscoverOrg

JANUARY 11, 2017

Since most B2B buying decisions involve 6 people, even better that I can immediately see who the 6 key stakeholders are in my process, what their background is, and how to interact with them directly.

Video Marketing 120

Video Marketing Sample B2B Sales CMO 120

DiscoverOrg

DECEMBER 4, 2018

Download the bundle, and get your B2B sales Pitch Perfect: Selling to Legal Operations. Download the bundle: Pitch Perfect: Selling to Legal Ops includes a full-length video interview with the buyer you’re after, and a cheat sheet with pain points and selling tips.

Bundling 136

Bundling Buyer Personas Work Management Efficiency 136

DiscoverOrg

MARCH 12, 2019

Some might argue that B2B email marketing is harder today than it was 5 years ago or 10 years ago, but I would probably counter with “its always been hard.” Email marketing is hard. There are just different challenges today.

Deliverability 214

Deliverability Validation CAN-SPAM Marketing Automation Services 214

DiscoverOrg

OCTOBER 10, 2018

Read it: 9 B2B Closing Techniques from Our Top Closers. This is not a time to talk about your funding, or how smart your founders are, or even details about the future of your product. Again, we’re still keeping it really focused on them, and on what they think about in their business every day. Step 4: Demo your product.

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

FEBRUARY 12, 2016

For the B2B sales representative and prospect, it’s the business’s challenge or pain point. Fortunately for the modern B2B marketer, there’s a more effective method to understand your prospects and what current pain points you can solve. What brings the two sides of the shell together? For the taco eater, it’s clearly hunger.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

SEPTEMBER 20, 2016

It’s not just a good idea – it is necessary to keep up in today’s hyper-competitive B2B SaaS marketplace. Through increased response rates, decreased no-show rates, and higher quality conversations, we aim to tilt your revenue curve up and to the right. Sales is tough, and we firmly believe that comfort is the enemy of success.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

DiscoverOrg

OCTOBER 23, 2016

DiscoverOrg uses data from over 250 B2B publishers to identify content downloads and research behavior indicative of buying interest – all customizable to the categories and topics you care about most. OppAlerts, DiscoverOrg’s predictive analytics tool, allows sales and marketing teams to see the green light before any competitors.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

JANUARY 29, 2019

In B2B sales and marketing, a company’s installed technologies – their tech stack – includes: Software products. (Notice a trend?). Read it: How to Use the Tech Stack for Competitive Intelligence. What is the tech stack? The tech stack is the combination of multiple technologies a company uses. Web servers. Programming languages.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

OCTOBER 19, 2017

Whether you’re already doing it – or thinking about doing it – you’re probably one of an increasing number of B2B companies transitioning to an account-based approach to sales and marketing.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

NOVEMBER 6, 2017

This process, whether you call it ABM or just plain great B2B marketing, leads to efficient growth. With ABM, the first goal of marketing is to engage high-quality target accounts, not increase the overall quantity of individuals who fill in forms on your website or stop by your booth at an event.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

AUGUST 17, 2016

DiscoverOrg has a unique relationship with over 250 B2B publishers, who feed our OppAlerts tool with massive amounts of content consumption data, allowing you to identify the right person at the right company with the right message to shape their vision for your solution.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

JUNE 9, 2017

Outbound campaigns are the key to growth in the B2B world , and every sales and marketing team has to leverage data to be successful. To make sure you never hit a spam trap, Hubspot suggests only sending to opt-in contacts and to avoid purchasing data from a data provider. Great idea! unless you want to generate new leads and increase sales.

CAN-SPAM 217

CAN-SPAM Marketing Automation Services Deliverability Opt-out 217

DiscoverOrg

JULY 25, 2016

Below are the interview answers provided by David Sill, an authority on B2B sales and the SVP of Customer Success at DiscoverOrg. The corresponding interview with Steven Broudy, Head of Account Development, Americas at Mulesoft, is posted on the Mulesoft’s blog.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

JUNE 29, 2017

In B2B marketing, when you improve response rates, you tend to see better downstream results including: more qualified leads, more pipeline, and more deals won. But how do you achieve higher levels of engagement? For many marketers, it remains something of a mystery.

Response Rate 149

Response Rate Top of Funnel Account Based Marketing Ideal Customer Profiles 149

DiscoverOrg

JUNE 2, 2016

Direct mail is hot in B2B right now, for good reason: it can be extremely effective. When several site visits are required to get complete data on a prospect, proper segmentation is put on hold, and you run the risk of intentionally incorrect form fills from those who dislike providing their contact info. It’s also expensive.

SWOT 120

SWOT Enterprise Management High Quality Lead B2B 120

DiscoverOrg

MARCH 27, 2017

Both are important to the growth of a B2B business, but they do very different things and require different processes and skills. The rise of Account-Based Everything has sparked a debate between the virtues of inbound versus outbound models. For the most progressive leaders in sales and marketing, ‘inbound vs outbound’ misses the point.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

MAY 23, 2018

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. Before we get into specific alignment plays, let’s offer some context: Why is B2B sales and marketing alignment so important now? Wait, why is B2B sales and marketing alignment so important? Rolls eyes.]

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

AUGUST 7, 2018

The average B2B buyer is 67% of the way through the buyer journey before they ever engage with a salesperson ( SiriusDecisions ). Identifying and acting on Intent data from B2B buyers represents a huge opportunity for forward-thinking companies. B2B buyers – they’re just like the rest of us!). The problem?

Intent Data 314

Intent Data Intent Lead Ranking Bombora 314

DiscoverOrg

FEBRUARY 12, 2019

Learning best practices for using your B2B data can help you truly fall in love with it – Just like it did for Alicia. It takes care. And most important, it takes understanding. That’s why we created DiscoverOrg Certification for Sales, Marketing, and Recruiting. Read it: True Love or Just Bad Data? Why do users love DiscoverOrg?

Ideal Customer Profiles 29

Ideal Customer Profiles Enterprise Management Account Based Marketing B2B Sales 29

DiscoverOrg

SEPTEMBER 14, 2018

If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. That means having all your B2B marketing data in one place, alongside some metrics. Our B2B customers expect personalization, and that means Account-Based Marketing (ABM). Get off the beaten trail.

Account Based Marketing 207

Account Based Marketing Top of Funnel First-Mover Advantage ABM 207

DiscoverOrg

FEBRUARY 6, 2019

Accurate org charts are a goldmine for B2B sellers, because they display relationships between stakeholders, reporting structure, and job titles. Today, we’re gonna be talking about the importance of organizational intelligence – AKA knowing how to leverage the org chart of your target accounts. Wait – what are org charts?

Video Marketing 29

Video Marketing Cross-Selling Sales Cycle B2B Sales 29

DiscoverOrg

SEPTEMBER 17, 2018

If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. That means having all your B2B marketing data in one place, alongside some metrics. Our B2B customers expect personalization, and that means Account-Based Marketing (ABM). Get off the beaten trail.

Account Based Marketing 120

Account Based Marketing Top of Funnel First-Mover Advantage ABM 120

DiscoverOrg

AUGUST 23, 2018

In fact, 87% of B2B buyers say they would have a favorable impression of someone introduced through their professional social network. But the “social” piece of the puzzle is more important than ever, especially when you consider that “ the number of people involved in B2B purchases has climbed from an average of 5.4

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

DiscoverOrg

FEBRUARY 5, 2019

And to do that, #GROWTHBOUND B2B podcast host, and DiscoverOrg President, Katie Bullard is looking for the secrets of high-growth companies. Subscribe to #GROWTHBOUND B2B and climb the mountain with us! GROWTHBOUND B2B host Katie Bullard put Justin’s green thumb to the test: “You’ve worked with a ton of companies, right?

Enterprise Management 120

Enterprise Management B2B Sales Startups Work Management 120

DiscoverOrg

AUGUST 7, 2018

The average B2B buyer is 67% of the way through the buyer journey before they ever engage with a salesperson ( SiriusDecisions ). Identifying and acting on Intent data from B2B buyers represents a huge opportunity for forward-thinking companies. B2B buyers – they’re just like the rest of us!). The problem?

Intent Data 120

Intent Data Intent Lead Ranking Bombora 120