DiscoverOrg

APRIL 17, 2019

Today, we’re talking through the buying journey and intent data – from the perspective of my true-life example of buying a sewing machine for my fiancée. The same is true for your B2B buyers. When you’re creating your marketing message, remember that this buying journey isn’t done across one individual.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

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! Read on to learn: Option 1: Buy database access. Option 1: Buy database access. Option 3: Pay per contact or buy a one-off list purchase. per contact for good B2B data.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

JULY 3, 2018

Nurture closed-dead B2B sales opportunities. We think that the ability to prioritize leads according to those who are most likely to buy, and when, has as much to do with winning as anything. Buyers are already mid-way through their buying process before they ever engage with a salesperson. Engage Live, Active Prospects.

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

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

NOVEMBER 6, 2017

The second rule is : know which of your target accounts are actively researching or buying so you can prioritize those accounts. This process, whether you call it ABM or just plain great B2B marketing, leads to efficient growth. Learn about DiscoverOrg’s predictive scoring model – and predictive buying Triggers.).

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

DECEMBER 4, 2018

What does the buying cycle look like for legal operations? Where do they research and get buying advice? … Download the bundle, and get your B2B sales Pitch Perfect: Selling to Legal Operations. This buyer persona may not get a lot of attention, but they control the budget at most in-house corporate legal departments.

Bundling 136

Bundling Buyer Personas Work Management Efficiency 136

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

APRIL 11, 2019

How to Use Buying Signals to Time Sales Outreach. 5 Keys Sales Must Use to Get in the Door with B2B Buyers. So start here, and return to work relaxed, refreshed, and with a few new tricks up your sleeve. Forgot Snag some of our favorite sales techniques here: [VIDEO] Cold-Call Competition.

Top of Funnel 211

Top of Funnel Cold Calling B2B Sales Outreach 211

DiscoverOrg

AUGUST 17, 2016

For companies that aren’t quite ready to buy, create alerts to keep up to date on any company news. Once the alerts are in place, watch for buying signals. Identify who has the power to buy and start working with them. The work is still not done. Enter the leads into your CRM and make sure add all relevant notes.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

SEPTEMBER 26, 2017

We’re going to have fun as we try to prove that we can get a base of new customers buying our HR dataset faster than we’ve been able to get new customers with previous datasets that we’ve launched using a more traditional approach. Get our free interactive Account-Based Marketing Playbook.

Account Based Marketing 307

Account Based Marketing Ideal Customer Profiles Multi-Channel ABM 307

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

OCTOBER 23, 2016

Sales departments are becoming technology buying centers and beginning to rival their marketing and IT counterparts. 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.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

MARCH 5, 2018

You’re not missing buying cycles. They’re no longer spending large swaths of their day trying to find relevant contacts, calling into companies that are nowhere near a buying cycle. Q: What are the benefits of sales intelligence? Henry : In general, it makes your sales and marketing efforts much more effective.

Marketing Automation Services 265

Marketing Automation Services Purchase Intent Buying Cycle Marketing Prospects 265

DiscoverOrg

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. Some people think buying data is like buying Cap’n Crunch when you don’t have kids. And if you do actually have to buy sales intelligence, it’s bound to be old and incorrect. Remember the Sony Betamax ? Us either.).

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

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

OCTOBER 10, 2018

Read it: 9 B2B Closing Techniques from Our Top Closers. Also, people don’t know how to buy. 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. Step 4: Demo your product. This should be really easy, now that you’ve teed up all of this other stuff.

B2B Sales 205

B2B Sales API Tips Conversion 205

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. We know that pipeline forecasts are inflated due to account executives listening for buying signals, but not hearing reasons why deals will not close.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

MARCH 8, 2017

That bargain contact list you are buying is usually no spring chicken. Where are your leads in the buying cycle? Are they ready to buy? With their livelihood on the line, they’re earnest about helping ISPs stop spammers. In principle it’s great – unless you accidently get caught in their anti-spam sting.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

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. Five or six data points simply didn’t get us there. Our accounts were static.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

OCTOBER 27, 2016

Step three: Categorize the accounts into A-B-C groups based on their likelihood to buy (how well they fit our ideal customer profile). For each account within Group A I did a white-space analysis to determine what products they should buy from us but haven’t along with any recurring revenue I should expect.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

JULY 10, 2018

You can’t afford NOT to buy it!”. Why Didn’t They Buy? SALESPERSON: “Here’s a case study showing companies YOUR size will LOVE all our features!”. PROSPECT: “It’s too expensive. Your competitor’s product is half the price and has more -”. SALESPERSON: “Our ROI is huge! Completely steamrolled. A Buyer Persona Study by Steve W.

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

AUGUST 15, 2016

“Try before you buy” is the new world order. There is a difference between trialing a product you’ve already been “sold” on before you buy it, and running an evaluation of multiple products. There is a difference between trialing a product you’ve already been “sold” on before you buy it, and running an evaluation of multiple products.

Buy 120

Buy Work Management Marketing Management Paid Search Agency 120

DiscoverOrg

JULY 22, 2016

The eBook itself is a strategy guide, providing the reader with a step-by-step process of getting buy-in from the key roles within your organization, identifying the best customers to target with this strategy, scaling, messaging, to measuring results. Henry Schuck, DiscoverOrg CEO, and Rodrigo Fuentes CEO of ListenLoop.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

DiscoverOrg

FEBRUARY 21, 2017

Leverage Sales Intelligence to identify companies and contacts that fit your target profile AND to get triggers that indicate when they are most likely to buy. Know your target buyers inside and out, connect to their pain points with your messages, and succinctly explain the value of your solution. Don’t give up.

Paid Search Agency 166

Paid Search Agency Companies Trigger Marketing Marketing Prospects 166

DiscoverOrg

SEPTEMBER 5, 2018

As a seller, if you assert your rights and ask straight questions about the buying process, stakeholders involved, budget, and timeline – that’s an example of bringing transparency to the table in a way that is going to positively help your credibility. Worrying never buys you anything.

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

DiscoverOrg

SEPTEMBER 5, 2018

As a seller, if you assert your rights and ask straight questions about the buying process, stakeholders involved, budget, and timeline – that’s an example of bringing transparency to the table in a way that is going to positively help your credibility. Worrying never buys you anything.

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 120

DiscoverOrg

MARCH 22, 2017

You’d end up buying the luckiest data provider, not necessarily the best. The first one attempts to evaluate the quality of the data and the second method attempts to evaluate the quantity of the data. The problem with the first method is it’s too small a sample size.

Ideal Customer Profiles 176

Ideal Customer Profiles Video Marketing RFP Marketing Management 176

DiscoverOrg

MARCH 27, 2017

Matt Heinz said it well: “You can’t buy a beer with an MQL. Both are important to the growth of a B2B business, but they do very different things and require different processes and skills. Honestly, what a lot of this comes down to is realizing that marketing needs to embrace revenue responsibility.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

OCTOBER 26, 2017

The story can be found in our Buying Scoops and Triggers: These are planned projects, personnel movement, and events and insider info uncovered by our team of 250 researchers. Get our ebook: Why Didn’t They Buy? Most of this insight is not online or publicly available). This very scenario could have led to Equifax’s negligence.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

DiscoverOrg

OCTOBER 24, 2017

For example, when account-based intelligence, contact details, and buying context is integrated into your sales development tools, you can more effectively personalize your engagement and messaging, increasing the rate of meetings you can set and deals you can close.

Account Based Marketing 149

Account Based Marketing Enterprise Management List Brokers Marketing Automation Services 149

DiscoverOrg

SEPTEMBER 2, 2016

It means that not only do we need to get buy-in from Sales that our tool is valuable, but we also have to help our champions build a case internally to go to Marketing to get at their budget. Many times, although tools are designed to help the sales department, the budget for this type of software lives in marketing. Crazy right?

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

JANUARY 22, 2019

Larger companies, typically, have more complex buying cycles, more sophisticated internal processes, and more specialization throughout their org. A company with 100 employees probably doesn’t need an applicant tracking system. But a company with 300 certainly does. Read it: How to Calculate Total Addressable Market.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

JULY 29, 2016

It provides the reader with a step-by-step process to obtain buy-in from the key roles within your organization, identify the best customers to target with this strategy, scale the program, message effectively, and to measure results – all designed to get an account-based marketing program off the ground.

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 120

DiscoverOrg

AUGUST 14, 2018

Each step along that path requires an individualized experience – you wouldn’t want to send case studies to someone who doesn’t even know you exist, just as you wouldn’t want to send an informational blog to someone deep in the buying process. Understanding your account’s position in the customer journey can help craft your strategy.

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

JANUARY 24, 2017

The bigger an entity, the more complex the task of finding out who makes the decision, who influences it, who shepherds the buying process, and how all these stakeholders fit together. Org Charts and Reliable Contact Data are All-Important.

Account Based Marketing 120

Account Based Marketing Jigsaw Cold Calling Paid Search Agency 120

DiscoverOrg

AUGUST 14, 2018

Each step along that path requires an individualized experience – you wouldn’t want to send case studies to someone who doesn’t even know you exist, just as you wouldn’t want to send an informational blog to someone deep in the buying process. Understanding your account’s position in the customer journey can help craft your strategy.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles 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 ). Marketers can expand their reach by buying leads from some content publishers or advertising on some third-party sites, but budget and accessibility to third-party sites can limit reach. The problem?

Intent Data 314

Intent Data Intent Lead Ranking Bombora 314