DiscoverOrg

NOVEMBER 14, 2018

The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects – but how do you create an accurate ICP in the first place? And as a savvy business professional, you want to ensure that your resources are allocated to those prospects who will deliver the best return. Two words: finite resources.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

JANUARY 29, 2016

Is Money Really the Best Motivation? Although no company wants to hire extremely money-motivated candidates for fear they’ll quickly move on to the next higher paying job, it’s generally an accurate stereotype that some of the best salespeople thrive on the potential for high monetary reward.

Work Management 120

Work Management Fulfillment Sample Positioning 120

DiscoverOrg

MAY 21, 2014

These best practices are important to any and all organizations utilizing outbound email marketing for lead generation. Your email marketing strategy cannot afford to ignore the laws, guidelines and best practices surrounding this topic. Over the years, marketers have amassed a plethora of knowledge surrounding email deliverability.

Deliverability 136

Deliverability Email Marketing Marketing Strategy Marketing & Strategy 136

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

JULY 3, 2018

Purvis says, “Closed dead opportunities – leads that have gone dead and cold on us – are sometimes the best performing leads for the DiscoverOrg sales team.”. Engage Live, Active Prospects. Knowing when to reach out is a big piece of the puzzle.

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

DiscoverOrg

AUGUST 14, 2018

Discover your best account segments from within your current customer base. Who are your best customers? Discover your best contact segments from within your current customer base. Next, we’ll use our best individual contacts to build our key personas – just like we used our best accounts to help build our ICP.

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

AUGUST 14, 2018

Discover your best account segments from within your current customer base. Who are your best customers? Discover your best contact segments from within your current customer base. Next, we’ll use our best individual contacts to build our key personas – just like we used our best accounts to help build our ICP.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

JANUARY 29, 2019

It’s one of the best ways to segment,” adds Battey. Reverse-engineer your top 10 best accounts : Pick those who have the largest deal size, who renew every year, and who get the most value from your product or solution. Look for technologies that are common to most or all of these best customers.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

APRIL 11, 2019

You’ll be able to finish this book in the time it takes to build a good sandcastle, and it might be the best hour you spend all spring break. You’ll learn best practices for scheduling demos, how to engage prospects and give killer demos, startup-specific demo tips, and of course, the 7 Deadly Sins of Demoing.

Top of Funnel 211

Top of Funnel Cold Calling B2B Sales Outreach 211

DiscoverOrg

MAY 12, 2016

Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. Whether you need daily reminder tips for sales best practices or insight into better sales strategies, SalesBuzz is an excellent blog to subscribe to.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

MARCH 3, 2017

It reminded me of the game NBA Jam, where I used to flip through various teams and players to find the right combination of attributes that would give me the best chance of beating my opponent (or the nearly impossible-to-beat computer). Weak Storytelling. Sales is an art and a science.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

FEBRUARY 9, 2017

Jumpstart Account-Based Everything & Identify Target Prospects That Look Just Like Your Best Customers. But, to get it right, sales & marketing professionals must first understand the profile of their best and most valuable customers, develop an ideal customer profile (ICP), and use it as a pattern for identifying target prospects.

Ideal Customer Profiles 120

Ideal Customer Profiles Account Based Marketing ABM Demand Generation 120

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

FEBRUARY 13, 2017

The best sales and marketing professionals have confidence in what they’re offering and they’re not afraid to show it. After all, why not put your best foot forward? Use your best pictures. There are plenty of studies out there on the best time to send an email. Some say that Tuesday mornings are the best.

Email Marketing 136

Email Marketing Impressions Marketing & Strategy Deliverability 136

DiscoverOrg

MAY 15, 2017

Additionally, interesting results appear when looking at the states by region: Despite a relatively poor showing by Massachusetts and Connecticut, the best-performing U.S. Our mission at DiscoverOrg is to power our customers’ growth. Download the DiscoverOrg’s 2016 Gender Diversity In Sales Organizations Report.

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

DiscoverOrg

OCTOBER 27, 2016

One thing is for certain, if you don’t map out your available opportunities and the best path for converting them into revenue, you aren’t likely to maximize your revenue. Or perhaps even set targets for product lines knowing the TAM for each product within a rep’s territory.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

JANUARY 31, 2019

Sustainable long-term pipeline and revenue are not created by approximations, best guesses, or ignoring known inaccuracies. The accusation of “fake news” has risen to the forefront of American consciousness, thanks to the 2016 U.S. ” In sales, accuracy is paramount. Deals are closed with accurate information. Examine the context.

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

DiscoverOrg

APRIL 22, 2016

Best Practices for Reducing No-Show Rates: Always ask for same day or next day appointments. If the appointment set seems arduous, they’ll assume the demo will be the same way. You also can’t put everything that was discussed in the notes, so the prospect will have to repeat themselves. What’s your availability like today and tomorrow?

Tips 120

Tips Cold Calling Work Management Sample 120

DiscoverOrg

JANUARY 24, 2017

Now I live in Customer Success, where our strategic accounts team is applying a “starter kit” version of ABE in our best accounts. We have identified a list of Customers where value has been captured and ROI is impressive, but where we also feel a more strategic level of relationship is waiting to happen.

Account Based Marketing 120

Account Based Marketing Jigsaw Cold Calling Paid Search Agency 120

DiscoverOrg

JULY 10, 2018

Awkward pauses are the best way to overcome objections, because buyers know your answers are thoughtful. To handle objections well, a sales professional must have the prospect’s best interest at heart. After then you be quiet and let them talk. Say, ‘I hear you’ and give them time to speak. Voice it in someone else’s words.

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

MARCH 22, 2017

The flip side is I’m sure those vendors just can’t stand that I’m unable see how each one is the best. You’d end up buying the luckiest data provider, not necessarily the best. One of our partners called this recently, “selling in a sea of sameness” – so many tools, it’s hard to differentiate.

Ideal Customer Profiles 176

Ideal Customer Profiles Video Marketing RFP Marketing Management 176

DiscoverOrg

MARCH 20, 2019

Did you ever wonder why, despite your best efforts, you’re not getting the meetings that you really want with prospects? PRO TIP : Just because your current clients are your current clients does not mean that they are your best prospects, especially for those companies who have grown by referral.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120

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. I’m going to let you in on a little secret: It’s not the best way. I would know.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

SEPTEMBER 26, 2018

You’ve been down this road, you have their best interest in mind … and it isn’t just all positive. “So John, I completely understand that’s the cost here, and the difference in cost between us and the next best solution out there is $10,000. Read it: 3 Tips to Overcome Cold-Call Objections.

Sales Cycle 159

Sales Cycle Validation Pricing Price 159

DiscoverOrg

APRIL 5, 2016

That is why DiscoverOrg is beating the pack and has emerged as a best-of-class sales intelligence platform. HG Data’s technology stack data has been integrated with DiscoverOrg’s technology stack data – we’ve combined hand curated technology stack data with the best in class big data gathered technology. Great, now what?

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 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

OCTOBER 19, 2017

Best-fit accounts. filters you apply to your data to narrow your accounts to your target market, plus an incredibly powerful machine that considers thousands of variables to see if those accounts are similar to your healthy customers, open opportunities, or whatever you decide is best for your business to build your model from.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

MARCH 24, 2016

How can you best fit in? Steer them away from price shopping by demonstrating in no uncertain terms how and why your offer is better than the competition, and the best fit for their business. (As They want to draw a line in the sand, and do what’s best for their brand and the people who love it. Patience is a virtue.

Personalization 120

Personalization Cross-Selling Thought Leadership Sample 120

DiscoverOrg

MARCH 25, 2019

We then cherry-picked the best-fit prospects who registered for the happy hour, asked to schedule 1:1 meetings with them, and invited them to our breakfast session. The reality is that GDPR is tricky, and location data may be your best defense in ensuring you don’t run afoul of this new regulatory minefield.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

FEBRUARY 21, 2019

Get attribution in place to learn which channels have the best conversion rates. This reassures your CEO and builds team morale. Some quick wins: Simple A/B testing in channels you’re already using regularly to optimize low-hanging fruit. Quick wins are no substitute for long-term vision.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

OCTOBER 14, 2016

Come to find out, despite your best efforts, they sign with the competition. After getting ahold of a hot lead, they want “a more aggressive deal.” You jump through hoops to get it for them and then it takes forever to get approval from the sales manager. Just before the day could get any worse, everyone’s sales goal increases.

Cold Calling 120

Cold Calling Marketing Management Marketing Automation Services Marketing Prospects 120

DiscoverOrg

MARCH 27, 2017

Q: How can outbound and inbound focused teams best come together to create a cohesive ABE strategy? We think the best way to select target accounts is by looking at how many resources you have to invest. The rise of Account-Based Everything has sparked a debate between the virtues of inbound versus outbound models.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

SEPTEMBER 5, 2018

Popularized by author Daniel Goleman in his 1995 best-selling book by the same name, emotional intelligence is nothing more than our ability to recognize, understand, and control our own emotions as well as to recognize, understand, and influence the emotions of the people that we deal with. So what is “emotional intelligence”?

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

DiscoverOrg

SEPTEMBER 5, 2018

Popularized by author Daniel Goleman in his 1995 best-selling book by the same name, emotional intelligence is nothing more than our ability to recognize, understand, and control our own emotions as well as to recognize, understand, and influence the emotions of the people that we deal with. So what is “emotional intelligence”?

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 120

DiscoverOrg

MAY 10, 2019

Real-time organizational intelligence gives you insight into a company’s latest initiatives (and its issues) so you can identify the best time to approach a prospective candidate with an opportunity, and increase the likelihood that they’ll be open to hearing more about the position. The ability to expand your passive talent pool.

Enterprise Management 120

Enterprise Management Work Management Marketing Prospects Startups 120

DiscoverOrg

JULY 15, 2016

Some may think that as long as they send out 17 emails in 51 days, follow up on every lead in less than 10 minutes, monitor their top prospects web browsing activity, and deliver the best looking datasheet, they will close the deal. Those are all important aspects to the science of sales, but it misses the art of appealing to emotions.

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 120

DiscoverOrg

MARCH 12, 2019

Email marketing is hard. 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.” There are just different challenges today.

Deliverability 214

Deliverability Validation CAN-SPAM Marketing Automation Services 214