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. Before you buy lists be sure to confirm the legitimacy of the company by checking LinkedIn and review sites like G2 Crowd.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

MARCH 27, 2017

You can follow him on twitter @brandon_lee_09 or connect with him on LinkedIn. Both are important to the growth of a B2B business, but they do very different things and require different processes and skills. You can find me on most social channels, but I’m most active on LinkedIn. Account-Based Marketing.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

JULY 6, 2016

Without a solution in place, sales reps report spending 25-50% of their time using a variety of methods, from researching prospects on LinkedIn to swapping info with their peers at other companies, to gather enough intel to find and connect with the right decision-maker.

Burn Rate 120

Burn Rate Peer-to-peer Data Hygiene Correlation 120

DiscoverOrg

APRIL 25, 2017

The rest of the time, they’re hunting prospects LinkedIn; trying to get past gatekeepers on the phone, only to be transferred around phone trees … or dialing wrong numbers. Strategic sales prospecting is also faster with intelligence than a traditional names-and-numbers list. Historically, salespeople spend just 33% of their day selling.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

APRIL 14, 2017

Even if you’re already purchasing sales intelligence data (most of us are), sales teams still spend over half of their day scouring LinkedIn, Twitter accounts, and forging through forests of phone trees for correct phone numbers and email addresses. Very, very expensive researchers.

Cost 208

Cost Lead Ranking Buy Ad Building 208

DiscoverOrg

AUGUST 23, 2018

This means the average user spends approximately 6 hours a week, or 303 hours a year, browsing over Facebook updates, Linkedin notifications, and an abundant amount of tweets. In fact, 87% of B2B buyers say they would have a favorable impression of someone introduced through their professional social network. two years ago to 6.8

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

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. I was mapping out the company hierarchy using LinkedIn and their website. It takes care. And most important, it takes understanding. 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

MARCH 20, 2019

Subscribe to our Youtube channel , share it on LinkedIn – and join us for another DISCOVER whiteboard session ! If you have a particular question about door opening, post your comment and your question. If you have a particular tip that you think everybody should know, post that here.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120

DiscoverOrg

JUNE 2, 2016

Direct mail is hot in B2B right now, for good reason: it can be extremely effective. When AEs are responsible for gathering their own intelligence, time spent networking, leveraging LinkedIn, or navigating phone trees has to be part of the equation. It’s also expensive.

SWOT 120

SWOT Enterprise Management High Quality Lead B2B 120

DiscoverOrg

AUGUST 23, 2018

This means the average user spends approximately 6 hours a week, or 303 hours a year, browsing over Facebook updates, Linkedin notifications, and an abundant amount of tweets. In fact, 87% of B2B buyers say they would have a favorable impression of someone introduced through their professional social network. two years ago to 6.8

Social Media 120

Social Media Social Networks B2B Sales Linkedin 120

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

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

NOVEMBER 4, 2016

Scripted sales pitches, default LinkedIn invitations, and spammy email campaigns are just the start. Thankfully, it’s not a trend that can easily be implemented in the B2B sales world (we hope). The parallels to prospecting are uncanny. Getting a response to an introduction like that is almost impossible.

Cold Calling 120

Cold Calling Sales Qualified Leads Marketing Proposals Top of Funnel 120

DiscoverOrg

MAY 7, 2019

You may think that a motivated sales team can easily conduct manual data mining by searching job titles and company info via Google or LinkedIn. It helps B2B sales, marketing, and recruiting professionals make an informed, well-timed approach to solve a real buyer problem. This information is gold.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

FEBRUARY 5, 2016

There are plenty of different avenues to find information on companies and contacts – the basics include LinkedIn, corporate websites, news publications, and the wider web – but if you’re looking to run a fairly sophisticated ABS program, a more advanced sales intelligence tool will pay dividends.

Tips 120

Tips Case Studies Case Study Keywords 120

DiscoverOrg

JANUARY 23, 2019

We’re running LinkedIn sponsor content. The next step is: Of those accounts, how do we identify which are actually engaging in our content? We take this information, and we serving up ads to these personas in these accounts. And we’re looking at which ones are actually coming back to our website and engaging in our content.

Account Based Marketing 120

Account Based Marketing Intent ABM Ideal Customer Profiles 120

DiscoverOrg

OCTOBER 31, 2018

During this time, my team is researching the prospect within our own system, maybe checking out their profile on Linkedin, checking out the company website, and getting a good idea of why they might be reaching out, what they do, and how we can help them. At DiscoverOrg, we try to make sure that people are being contacted within 90 seconds.

Sales Qualified Leads 168

Sales Qualified Leads Cold Calling Lead Scoring Lead Ranking 168

DiscoverOrg

AUGUST 24, 2017

B2B vs B2C vs B2P. The terms B2C (business-to-consumer) and B2B (business-to-business) are essential, elementary for a person beginning the journey into the professional world. B2B sales and marketing – stuck in a cage. B2B, on the other hand, is generally dictated by a misguided understanding of prospective customers.

B2B 191

B2B Buyer Personas B2B Sales B2B Marketing 191

DiscoverOrg

OCTOBER 31, 2018

During this time, my team is researching the prospect within our own system, maybe checking out their profile on Linkedin, checking out the company website, and getting a good idea of why they might be reaching out, what they do, and how we can help them. At DiscoverOrg, we try to make sure that people are being contacted within 90 seconds.

Sales Qualified Leads 120

Sales Qualified Leads Cold Calling Lead Scoring Lead Ranking 120

DiscoverOrg

MARCH 3, 2020

Candidates prefer to receive phone calls from recruiters versus LinkedIn communication and are 25% more likely to respond to a call over any other touch. We have a few predictions: Recruiters are going to realize that simply using LinkedIn isn’t enough. The numbers don’t lie: Roughly 64% of corporate recruiters build pipelines.

Marketing Strategy 207

Marketing Strategy Marketing & Strategy Top of Funnel Linkedin 207

DiscoverOrg

SEPTEMBER 12, 2018

There’s no faster way to demoralize a team than give them reams of bad data … so they have to ignore it and spend all day on LinkedIn. Most salespeople have to turn to LinkedIn at some point during the day. But 25% of the executives you’re after won’t have LinkedIn – and no direct contact information.

Video Marketing 189

Video Marketing Lead Scoring Lead Ranking Youtube 189

DiscoverOrg

MARCH 13, 2018

Candidates prefer to receive phone calls from recruiters versus LinkedIn communication and are 25% more likely to respond to a call over any other touch. We have a few predictions: Recruiters are going to realize that simply using LinkedIn isn’t enough. Here’s more: Roughly 64% of corporate recruiters build pipelines.

Peer-to-peer 55

Peer-to-peer Linkedin Top of Funnel Stats 55

DiscoverOrg

MAY 19, 2017

We use DiscoverOrg Sales Intelligence, LinkedIn, and the internet in general to create our initial provocative point of view that is researched, resonant, and, if possible, personalized to the person we’re speaking to. An entire community of advocates were already using MongoDB’s offering, even listing their product as a skill on LinkedIn!

Top of Funnel 136

Top of Funnel Paid Search Agency Salesforce.com Digital Marketing Funnels 136