DiscoverOrg

MAY 6, 2016

With the right strategy, you can begin working your leads and closing deals before you even get on the plane. If you want to dive in to staffing, giveaways and other on-site related items, our CEO Henry Schuck delivers 10 keys in his blog, “ Keys to Tradeshow ROI: 10 Strategies to Maximize Your Return.”

Trade Show 120

Trade Show Webinar Metrics Marketing & Strategy Broadcasting 120

DiscoverOrg

MAY 21, 2014

Your email marketing strategy cannot afford to ignore the laws, guidelines and best practices surrounding this topic. Following these technical steps ensures the success of your email campaigns and allows you to focus on the rest of your email marketing strategy –content, copy and creative.

Deliverability 136

Deliverability Email Marketing Marketing & Strategy Marketing Strategy 136

DiscoverOrg

APRIL 20, 2017

Revenue growth is only possible with a solid understanding of our prospects – and no one knows that better than B2B marketers. SiriusDecisions, a global B2B research and advisory firm, has historically identified data management proficiency in the following ways: Impact : Measures revenue, marketshare, and profit.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

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. ABE strategy, by definition, aims to include multiple roles and personas in a targeted, ideal account.

Account Based Marketing 204

Account Based Marketing Video Marketing Storytelling Paid Search Agency 204

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

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. Lead Generation & the Importance of Good Contact Data. This involves research, lots of it. Outbound is IN and other Key Takeaways.

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

NOVEMBER 9, 2016

Sean Kester VP Product Strategy, SalesLoft. 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. They’re the first interaction, impression, and ultimately, the steward of your business for your buyer’s experience.

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

DiscoverOrg

APRIL 11, 2019

The Sales Development Playbook identifies six parts to the role of sales development: strategy, specialization, recruiting, retention, execution, and leadership. 5 Keys Sales Must Use to Get in the Door with B2B Buyers. To “do” sales development, Bertuzzi says, it needs to be a dedicated role.

Top of Funnel 211

Top of Funnel Cold Calling B2B Sales Outreach 211

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! How you plan to use the data immediately and ongoing will impact how you build your data strategy. per contact for good B2B data. Option 2: Manually build your database.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 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

DECEMBER 4, 2018

This role also serves as the proxy of the General Counsel in meetings, and as such, is privy to the strategy, and the roadmap of the company. Download the bundle, and get your B2B sales Pitch Perfect: Selling to Legal Operations. Legal Operations works directly with the C-suite – and reports directly to the General Counsel.

Bundling 136

Bundling Buyer Personas Work Management Efficiency 136

DiscoverOrg

MARCH 27, 2017

Engagio combines all of these strategies into a strategy they call Account-Based Everything (ABE) , which serves as the driving principle behind both their product and how they operate as a company. In addition to big picture strategy, Brandon provides tactics that teams can leverage right away. Check it out! Use both together.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 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. A high performing account-based marketing strategy starts with accurate contact data. But how do you achieve higher levels of engagement?

Response Rate 149

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

DiscoverOrg

JANUARY 29, 2019

In B2B sales and marketing, a company’s installed technologies – their tech stack – includes: Software products. Much of the tech stack isn’t hard to find, and with a little strategy, the returns – a 300% increase in conversion rate! (Notice a trend?). What is the tech stack? Web servers. Programming languages.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

OCTOBER 23, 2016

This level of strategy and personalization is key to an account-based approach. 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. Predict the Race Before It Begins with OppAlerts.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

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.” 3) Email data quality is the most important piece of your email marketing strategy. Email marketing is hard. There are just different challenges today.

Deliverability 214

Deliverability Validation CAN-SPAM Marketing Automation Services 214

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

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. WEBINAR] Watch: How to Build an ABM Strategy in 7 Days Without Going Tech Crazy. Best-fit accounts.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

SEPTEMBER 26, 2017

Join DiscoverOrg’s sales, marketing, and customer success teams as we step through the planning and execution of a true account-based everything strategy. “It’s an old idea that technology has just empowered – which is really cool.”. An account-based everything experiment.

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

JULY 29, 2016

There is a renewed interest in Account-Based Marketing (ABM) and it currently has two definitions: 1) a strategy for marketing to existing clients for the purpose of cross-selling or expanding presence within an account, and. It takes time to orchestrate a multi-channel ABM strategy, but the wait is more than worth it.

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 120

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

MAY 12, 2016

From strategy and segmentation to recruiting and retention, and, finally, execution and leadership, Bertuzzi has the big picture in mind to help companies achieve big time growth and success. Ziglar on Selling shares a host of inspirational tips and strategies for reaching higher sales performance while simultaneously staying sane.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

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

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. Create a pipeline of ideas that align with your innovation strategy. But what comes next is almost as important. Social listening. Employee off-sites.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

NOVEMBER 14, 2018

Help sales and marketers understand what a good ICP can do for them: Increase effectiveness from focusing the efforts of your teams on repeatable and scalable strategies that reach and nurture the right prospects with the right message. How do you rally? Shorten sales cycles by reducing time in the awareness stage of the buyer’s journey.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

APRIL 22, 2016

As a Sales Development Representative (SDR), the scenario above is a core facet of my job and it’s imperative that I find strategies to decrease the absenteeism rate for the meetings I set. Wrap it Up: 4 Strategies and Sales Tools to Close Those Deals. Why You Didn’t Meet Your Quota Last Quarter – Part 1.

Tips 120

Tips Cold Calling Work Management Sample 120

DiscoverOrg

FEBRUARY 10, 2017

The survey included questions regarding their teams, budgets, personnel, strategies, mindsets, technologies used, and more…all for the sake of determining the profile of a high growth company (defined as having a 3-year revenue growth-rate of 40% or greater).

Budget Programs 120

Budget Programs Customer Surveys Consulting Profiling 120

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

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. Sales Strategy Using Account-Based Marketing.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

DiscoverOrg

AUGUST 19, 2016

How Can You Improve Your Strategy? In fact, it has been documented by SocialTalent in their 2016 Global Recruiting Survey that candidates are 25% MORE likely to respond to a phone call than a LinkedIn InMail. So, why are only 5% of recruiters using the phone to reach out?

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

FEBRUARY 9, 2017

The first step in an effective account-based strategy is target account selection. The foundation of an effective account-based strategy is great data. Jumpstart Account-Based Everything & Identify Target Prospects That Look Just Like Your Best Customers. The Foundation of Account-Based Everything: Identifying Target Accounts.

Ideal Customer Profiles 120

Ideal Customer Profiles Account Based Marketing ABM Demand Generation 120

DiscoverOrg

MARCH 8, 2017

Anti-spam organizations create fake email accounts (their own Trojan horse strategy) that notifies ISPs and other anti-spam organizations that the sender is spam. In some of the bargain contact lists there will be a ticking time bomb nestled among real leads.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

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

DECEMBER 21, 2016

Perhaps this intriguing tech flaunts a new approach to an old strategy or intertwines words like “predictive” and “intelligence” into its elevator pitch. If you’re in sales or marketing, it’s likely you’ve come across a new SaaS platform or startup in the past 6 months that begs your attention.

Paid Search Agency 120

Paid Search Agency Thought Leadership Startups Marketing & Strategy 120

DiscoverOrg

MARCH 24, 2016

This can make sales very personal, and everyone has their own unique closing strategy or skillset that helps them (and their offering) stand out. Focused on a customer-centric strategy. Sales, at its core, is simply making connections and relating to other human beings who have a problem – one that they hope you can solve.

Personalization 120

Personalization Cross-Selling Thought Leadership Sample 120

DiscoverOrg

OCTOBER 24, 2017

Even with a strong inbound marketing strategy, it isn’t enough to capture basic contact information. If you’re thinking about starting an account-based marketing program, aligning departments, or expanding within an enterprise account, you’ll want to know how account-based strategy impacts each of these issues.

Account Based Marketing 149

Account Based Marketing Enterprise Management List Brokers Marketing Automation Services 149