DiscoverOrg

NOVEMBER 6, 2017

If prospects don’t fit your Ideal Customer Profile, they shouldn’t become leads. But that doesn’t stop a lot of sales and marketing professionals from pursuing any and all hand-raisers, regardless how poorly suited they are. In short, the first rule of account-based marketing is : know your target accounts.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

APRIL 17, 2019

Step 2: Vetting the market. At this point, I’m reading reviews, I’m considering the benefits and drawbacks of each machine, looking at prices… I’m just getting a feel for the market as a whole. The same is true for your B2B buyers. This is the equivalent of an inbound lead. I know my price range.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. What impact or insights into the market are you hoping to uncover with this survey? Is it evolving like the marketing technology stacks have? Below are the highlights from that interview.

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 120

DiscoverOrg

FEBRUARY 19, 2016

There’s no doubt that today’s marketing landscape is lauding the growth of digital marketing in the realm of inbound channels such as social engagement programs, SEO, and content development. However, this doesn’t mean that tried and true Outbound marketing has gone to the wayside. Or does it?

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

MARCH 25, 2019

Why is location-based marketing important in the era of the remote workforce? But as B2B marketers and salespeople, it makes our job harder. Knowing the physical location of your prospect is key to your marketing and sales efforts. Knowing the physical location of your prospect is key to your marketing and sales efforts.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

FEBRUARY 27, 2019

Do you need to build your marketing list, but don’t know where to start? If you’ve been given the task of setting up your company’s sales and marketing database, you’re probably not overly excited … especially if it’s something you’ve got to build from scratch. Option 4: Inbound marketing. How big is your overall market?

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

MARCH 15, 2017

In account-based marketing and sales (hereafter “ABE” for account-based everything ), I believe these “universal truths” are made all the more important and deserve special consideration by the teams employing an ABE strategy. Story is Power in Account-Based Marketing for Three Reasons: 1. Nice up, Zuora.

Account Based Marketing 204

Account Based Marketing Video Marketing Storytelling Paid Search Agency 204

DiscoverOrg

APRIL 14, 2017

Your sales team is doing double duty: They’re selling to the leads delivered by your marketing department—and they’re de facto researchers. Acquiring enough qualified net new names at the top of the funnel to hit pipeline and bookings targets is a real issue for most marketing departments, and a recurring headache for CMOs and CGOs.

Cost 208

Cost Lead Ranking Buy Ad Building 208

DiscoverOrg

OCTOBER 24, 2017

Lead lists. For many years, sales and marketing teams turned to list providers for prospecting and lead generation. In recent years, a new tool has emerged, and it’s taking lead generation to the next level. Even with a strong inbound marketing strategy, it isn’t enough to capture basic contact information.

Account Based Marketing 149

Account Based Marketing Enterprise Management List Brokers Marketing Automation Services 149

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. For many marketers, it remains something of a mystery. A high performing account-based marketing strategy starts with accurate contact data.

Response Rate 149

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

DiscoverOrg

NOVEMBER 9, 2016

Access to high-quality contact data, market trends, and emerging predictive analytics tools allow for rapid segmentation of high-quality accounts and prospects. 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

MARCH 5, 2018

The term “Sales Intelligence” is frequently thrown around in sales and marketing, but there’s a lot of confusion about what it actually refers to. How is it different from a lead list? Henry : In general, it makes your sales and marketing efforts much more effective. What else can marketing and sales intelligence do?

Marketing Automation Services 265

Marketing Automation Services Purchase Intent Buying Cycle Marketing Prospects 265

DiscoverOrg

AUGUST 17, 2016

One of the most popular avenues to generate leads is trade shows. Outbound marketing will help identify key people attending to get in front of. The more appointments set during the show, the more likely you will see conversions from leads. Call the decision maker and find out if the company is in the market for your product.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

JUNE 9, 2017

There’s something lurking out there, in the corners of the email marketing world, that scares a lot of people: the Spam Trap. Campaign Monitor agrees that even good email marketers can get caught. unless you want to generate new leads and increase sales. Spam traps don’t just catch spammers: They can catch the good guys, too.

CAN-SPAM 217

CAN-SPAM Marketing Automation Services Deliverability Opt-out 217

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. Origin Story: Terminus’ Formula for Account-Based Marketing. Small world!). Look for the full story here at Terminus ).

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

MARCH 27, 2017

Account-Based Marketing. More specifically: Account-Based Everything (ABE) is a strategic go-to-market approach that orchestrates personalized marketing, sales, and success efforts to drive engagement and conversion at named accounts. While leads and opportunities are important to note, it’s not enough for ABE.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

JUNE 21, 2017

Our gracious host is determined to show two newcomers – from sales and marketing, respectively – how the DiscoverOrg platform powers a bigger pipeline , more appointments, and faster revenue growth. The sales and a marketing professionals gaze around a room filled with … people. DiscoverOrg for Account-Based Marketing.

Ideal Customer Profiles 250

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 250

DiscoverOrg

OCTOBER 23, 2016

Sales departments are becoming technology buying centers and beginning to rival their marketing and IT counterparts. Compare that to Marketing tech stacks: an Econsultancy report from 2015 cited that half of the respondents were using 21 technologies in their Digital Marketing stack. Click To Tweet. The HR Dataset.

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. Marketing automation tools, and more. Chief Martech’s popular annual Martech Landscape included 6829 different technologies in 2018 – for marketing alone. Web servers. Programming languages.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

MARCH 8, 2017

However, unless you are getting contact lists that have been verified as qualified leads, you’ll find soon enough that this is your own too-good-to-be-true deal. Here are just a few ways that unverified bargain contact lists can lead to sales drought rather than providing that rainmaker resource you wanted.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

DiscoverOrg

FEBRUARY 21, 2019

This means creating a vision and a plan, setting goals, building relationships, understanding your product, and implementing analytics so your marketing strategy is data-driven. Read it: So It’s Your First Day as the Chief Marketing Officer… Identify what isn’t working and make changes. Align sales and marketing with SLAs.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

AUGUST 1, 2019

First, eliminate the Account Executive role where reps self-source their own leads and close them. Mid-market team. Inbound SDRs should round-robin leads across all teams, as needed. This lets the inbound team focus quickly wherever they’re needed – such as leads from an event, inbound leads from a webinar, etc.

Video Marketing 136

Video Marketing Ad Building Zoominfo Enterprise Management 136

DiscoverOrg

FEBRUARY 22, 2017

What we did first: Scale an SDR team – eliminate the AE role where reps were self sourcing their own leads and closing them. Mid-market Team. Creating a team mentality: Inbound SDR’s round robin leads across all teams. Reps that were born closers weren’t great prospectors and vice versa. Major Accounts team.

Video Marketing 0

Video Marketing SMB Work Management Training 0

DiscoverOrg

MAY 6, 2016

With the right strategy, you can begin working your leads and closing deals before you even get on the plane. Gain further insights prior to the webinar and read a detailed approach before and after these events in this article written by Head of Marketing, DeAnn Poe. This is equally as important as the post-show follow-up.

Trade Show 136

Trade Show Webinar Metrics Marketing & Strategy Broadcasting 136

DiscoverOrg

JUNE 13, 2019

Our gracious host is determined to show two newcomers – from sales and marketing, respectively – how real sales intelligence powers a larger pipeline, more conversations, and faster revenue growth. Check out our funny sales video showing off how marketing and sales intelligence really works! the marketer exclaims.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 120

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. To scale sales and marketing teams, we must learn to do more with less, and time is the most precious commodity. After that, it’s a pact — hands in the middle, we all agree THIS is the best way.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

MAY 6, 2016

With the right strategy, you can begin working your leads and closing deals before you even get on the plane. Gain further insights prior to the webinar and read a detailed approach before and after these events in this article written by Head of Marketing, DeAnn Poe. This is equally as important as the post-show follow-up.

Trade Show 120

Trade Show Webinar Metrics Marketing & Strategy Broadcasting 120

DiscoverOrg

JANUARY 31, 2019

If you don’t start with verified data from trusted sources, you’re wasting time chasing “leads” that aren’t really leads. There are some easy ways to quickly fact-check your lead data. Sales development tools, lead prioritization engines, marketing automation systems, call recording and analysis tools … use them!

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

DiscoverOrg

AUGUST 19, 2016

Five years ago, I was asked to lead a recruiting department for the first time ever – and to double the size of the company within 6 months! Since I didn’t know any better, I figured that I might as well build the recruiting engine in the same fashion that I built a marketing engine, and it turned out the approach worked.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. To buyers, these types of interactions may seem serendipitous, but timing sales and marketing interactions requires foresight. Account-based marketing can use sales intelligence for a new level of personalization. Us either.).

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

JANUARY 22, 2019

If you work in sales and marketing, I’ll bet you think a company’s employee count on LinkedIn is the absolute best way to determine how many employees work at that company. Sales and marketing professionals use employee counts to understand a company’s size. Read it: How to Calculate Total Addressable Market. I would know.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

OCTOBER 14, 2016

Leads sniff out the hardest objections. No matter when the internal sales meeting is scheduled, it’s during that golden window of opportunity where hot leads are between meetings and able to talk. After getting ahold of a hot lead, they want “a more aggressive deal.” DiscoverOrg fuels BIG sales and marketing wins.

Cold Calling 120

Cold Calling Marketing Management Marketing Automation Services Marketing Prospects 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. SALES: Marketing leads are crap. MARKETING: Sales is lazy. You guys take forever to follow-up on our leads – and you wonder why they don’t convert? Retarget cold, dead leads.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

NOVEMBER 14, 2018

You can’t market to everyone. Developing an ICO should be viewed as a strategic exercise that must involve sales, marketing, and leadership to develop and agree upon the definition and parameters of the characteristics feeding into that definition. It takes time, money, and people to attract, convert, and delight new customers.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

SEPTEMBER 2, 2016

Unfortunately for us, there was nobody in the marketplace who was providing a solution for OUR target market. For years we’ve provided in-depth intelligence on the IT, Engineering, Marketing, and Finance departments of companies, but we wanted to talk to Sales Departments and specifically the leaders there. Here are the top five: 1.

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

OCTOBER 4, 2016

We guess that if you spend any significant effort on email marketing, then you’ve seen these recent trends in the last 12-18 months: plummeting open rates, dwindling click rates, and skyrocketing bounce rates. One glance at your inbox – personal or work – probably confirms what you secretly don’t want to admit: Email marketing is dead.

Deliverability 259

Deliverability Domain Click Rate CAN-SPAM 259

DiscoverOrg

FEBRUARY 13, 2017

Earlier this year I tried my hand at email marketing here at DiscoverOrg. For that reason, I’m going to narrow Steve’s topic even further and highlight eight key reasons why email marketing is exactly like using a dating app. With Increased Access Comes Increased Market Competition. I figured it’d be pretty easy.

Email Marketing 136

Email Marketing Impressions Marketing & Strategy Deliverability 136