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. Simple changes can amplify how much the content resonates with different stakeholders within the account, and how likely others are to demand your solution.

Response Rate 149

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

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. In essence, we were building our version of what SiriusDecisions later described as the Demand Unit Waterfall.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

FEBRUARY 21, 2019

You need to quickly prove you can generate demand. Conduct a SWOT (Strengths, Weaknesses, Opportunities and Threats) analysis with your marketing and sales teams to identify these areas, and then don’t be afraid to shift your direction. Identify some quick wins. Marketers are under increasing pressure to demonstrate results.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

DECEMBER 21, 2016

At DiscoverOrg, we are fortunate to sit on the front lines of advanced sales and marketing techniques because our product & market demands it. You can visit the glossary by clicking here. Why the Glossary is Important.

Paid Search Agency 120

Paid Search Agency Thought Leadership Startups Marketing & Strategy 120

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

JUNE 24, 2016

Nowadays, you’re trying to reach prospects on the move who are more tech savvy – and therefore, more demanding than ever. More importantly, it takes time. But time is something your customers have less and less of. They simply won’t stand for lackluster mobile experiences, formatting issues, or inadequate design.

Cross-Selling 136

Cross-Selling Mobile Marketing Correlation Forrester 136

DiscoverOrg

MAY 12, 2016

This is the person who brings a unique perspective to the table, pushing back against a customer’s demands, reshaping their expectations, and creating change that leads to greater sales results and customer loyalty. The highest performing of those profiles is the “Challenger.”

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

JANUARY 29, 2016

Demand for top IT talent is ever-growing, so how can IT staffing firms motivate their salespeople to meet that need successfully? As an IT staffing firm, you depend pretty heavily on how motivated your salespeople are. Their selling powers rely on their energy, enthusiasm, and attitude in every conversation with every prospective client.

Work Management 120

Work Management Fulfillment Sample Positioning 120

DiscoverOrg

FEBRUARY 1, 2019

To understand chat, and how it is specifically used in sales enablement activities, I sat down with Billy Peterson, Account Development Manager at Tellwise, to explore use cases, best practices, and what demand-gen teams can expect from the channel to put them ahead of the competition. Billy : Setting expectations is important.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

SEPTEMBER 5, 2018

Let me use a DiscoverOrg example: We work with a particular client, and because of the quality and the accuracy of the data and the sales intelligence that we provided, the demand generation team at this particular client was able to take a very meaningful metric in their world and improve it 14x over.

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

DiscoverOrg

SEPTEMBER 5, 2018

Let me use a DiscoverOrg example: We work with a particular client, and because of the quality and the accuracy of the data and the sales intelligence that we provided, the demand generation team at this particular client was able to take a very meaningful metric in their world and improve it 14x over.

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 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

FEBRUARY 6, 2019

Accurate org charts are a goldmine for B2B sellers, because they display relationships between stakeholders, reporting structure, and job titles. Check out our on-demand webinar: How to Leverage Gatekeepers to Reach Decision-makers. Wait – what are org charts? Org charts are a visual way to represent a company’s hierarchy.

Video Marketing 29

Video Marketing Cross-Selling Sales Cycle B2B Sales 29

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 ). Demand Gen Report, 2016). 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!).

Intent Data 314

Intent Data Intent Lead Ranking Bombora 314

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 ). Demand Gen Report, 2016). 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!).

Intent Data 120

Intent Data Intent Lead Ranking Bombora 120

DiscoverOrg

JUNE 15, 2016

The organizations sampled marketers, demand generation managers, and executives to learn the biggest and most common challenges to creating effective marketing campaigns. Deep pockets and friendly budgets aren’t enough to fix this demand gen bottleneck; a better content creation model is needed.

Customer Surveys 120

Customer Surveys Peer-to-peer Marketing Management Lead Ranking 120

DiscoverOrg

DECEMBER 11, 2018

They were a small, scrappy team, driven to meet the demands of a diverse and very vocal group of stakeholders. The demand on DiscoverOrg infrastructure fluctuates. We could, of course, pay for a huge capacity that exceeds our anticipated demand. Poor communication between internal teams. Building an asynchronous library.

Paid Search Agency 153

Paid Search Agency Companies Work Management Marketing Management 153

DiscoverOrg

MAY 7, 2019

Here are a few ways marketing and sales intelligence contribute to lead generation at events: The trade show or conference itself may be the central hub of activity – but the demand-gen team uses it as an opportunity to drum up business. This information is gold. Financial timelines are a key factor in winning deals.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

JANUARY 20, 2017

Each of these steps is a strategic shift in the way B2B marketing has been done for some time, so the shift doesn’t happen quickly because it’s hard. It means being able to track and tie marketing investments to opportunities so that the focus can shift from lead quantity to pipeline created and revenue won.

Cold Calling 120

Cold Calling Paid Search Agency Companies Account Based Marketing 120

DiscoverOrg

SEPTEMBER 12, 2016

The work is demanding and there’s nothing more satisfying than going home at the end of the day to relax with the fam. That’s why a while back, we presented our top five books and blogs for inside sales folks. While we love a good page-turner, we know that salespeople are busy. Squeezing business books into that time is tough.

Webinar Metrics 120

Webinar Metrics Training Startups Paid Search Agency 120

DiscoverOrg

MAY 30, 2018

But I’m doing the job of demand generation, AND customer marketing, AND product marketing, AND the sales development team … with a bare minimum of tools to make that all happen!”. Test up to 5 demand generation tactics. Account-Based Marketing orchestration – sure, that sounds great,” you may think. That’s frustrating.

Ad Building 270

Ad Building Peer-to-peer Demand Generation Agencies Startups 270

DiscoverOrg

MAY 11, 2017

Is there any question that Actfio understands the unfolding demand their customers have for their offering? The enterprise needs to embrace the cloud, but also drive costs down with a single system of record that helps them use data as a critical asset.”. How Data is Democratizing Growth and Driving Disruption.

Enterprise Management 159

Enterprise Management Work Management Startups Marketing Management 159

DiscoverOrg

OCTOBER 15, 2018

As the 2018 midterm election cycle heats up, demographic research and new insights about American voters has never been more in demand. To find the answer, we dug into the political donation data that we’ve gathered for contacts within our B2B intelligence platform. Methodology. Don’t forget to vote November 8!

Enterprise Management 204

Enterprise Management Peer-to-peer B2B Business 204