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

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.

Deliverability 136

Deliverability Email Marketing Marketing Strategy Marketing & Strategy 136

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. Data is just data!’

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

NOVEMBER 6, 2017

If prospects don’t fit your Ideal Customer Profile, they shouldn’t become leads. If you’re having trouble converting leads – or getting leads at all – here’s your simple, three-step process to keep your eye on the ball. You already know this. Below, I will describe some of the use cases for the model.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

FEBRUARY 21, 2019

Get attribution in place to learn which channels have the best conversion rates. Additionally, salespeople with SLAs call out marketing as the top generator of leads (#cred). DiscoverOrg, we did this by getting sales and marketing in the same room to “whiteboard” the lead process. This reassures your CEO and builds team morale.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

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. Want to Build a Sales & Marketing Lead Engine? After then you be quiet and let them talk.

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

JULY 29, 2016

Based on our own lessons learned, we decided to create an Account-Based Marketing Playbook that identifies how to take a more targeted approach to the sales and marketing process – ultimately leading to faster growth. The eBook itself is a practical strategy guide. Click To Tweet.

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 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. Henry Schuck, DiscoverOrg CEO, and Rodrigo Fuentes CEO of ListenLoop.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

DiscoverOrg

FEBRUARY 13, 2017

Neither of those are qualities known to lead to romance. 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.

Email Marketing 136

Email Marketing Impressions Marketing & Strategy Deliverability 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 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

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.” After getting them on the phone, it’s not any easier.

Cold Calling 120

Cold Calling Marketing Management Marketing Automation Services Marketing Prospects 120

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

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. The larger the company, the larger the budget (usually).

Social Media 184

Social Media Contingency Planning Media Linkedin 184

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). Along with a healthy flow of qualified leads from marketing, sales prospecting is the lifeblood of sales.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

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

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. and 20.9%, respectively.

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

DiscoverOrg

OCTOBER 10, 2018

Read it: What 15k Demos Per Year Taught Us About Converting Inbound Sales Leads. And then make sure that you understand from them, what information they’re going to need from you in order to move things forward on their side. And set that next meeting. Keep the focus on the prospect (not your product). Tell a story.

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

APRIL 22, 2016

For me, these meeting usually consist of demos, ran by our account executives (AE), or discovery calls to determine the fit level of leads coming in from our inbound channels and marketing team. Best Practices for Reducing No-Show Rates: Always ask for same day or next day appointments. What’s your availability like today and tomorrow?

Tips 120

Tips Cold Calling Work Management Sample 120

DiscoverOrg

MARCH 27, 2017

Q: What specific metrics can marketers track to prove the impact of ABE outside of leads generated? While leads and opportunities are important to note, it’s not enough for ABE. When focused on leads, the top of the funnel becomes the 1st target to analyze. This topic itself deserves its own interview! It] is about influence.”

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

MAY 12, 2016

Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. 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.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

MARCH 25, 2019

Here’s another use case for location data that my team did, which generated a ton of well-qualified leads: We wanted to target the customers of our biggest competitor at the time for a displacement campaign. Of course, the challenge is to ensure that we reached the right person at the right address, as this is also a more costly channel.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

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

OCTOBER 27, 2016

Rather than react to inbound leads or simply start at the top of a list and work my way down, I analyzed my territory before I began. 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.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 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

JANUARY 15, 2019

In partnership with leading sales linguist Steve W. Buyers make decisions the same way – the price, the functionality, the value they get back, and the recommendations from their peers.”. If that’s the mentality you’ve adopted as a salesperson, it might be time to rethink. In fact, there are some significant differences.

Cold Calling 196

Cold Calling Buy Peer-to-peer B2B 196

DiscoverOrg

JULY 15, 2016

In the book, Switch:How to Change Things When Change is Hard , Chip and Dan Heath detail how to successfully lead through change by embracing and motivating both our emotional and rational brains (and no, don’t argue guys – you have emotional brains too). Switch by Chip and Dan Heath.

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 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

APRIL 25, 2017

When all’s said and done, quality lists lead to a 50% reduction in research time. It’s true that bargain lead lists pose a threat to your domain and brand. 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.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

AUGUST 17, 2016

One of the most popular avenues to generate leads is trade shows. The more appointments set during the show, the more likely you will see conversions from leads. Enter the leads into your CRM and make sure add all relevant notes. During the trade show are opportunities to meet with colleagues for networking opportunities.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

OCTOBER 19, 2017

We primarily operate off of this formula for account-based Fit + Intent + Engagement versus operating off inbound lead conversions. Best-fit accounts. Today at Terminus, we use this data-driven formula for account-based target account selection, dynamic prioritization, and smart campaigning. Intent data.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

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

APRIL 17, 2019

This is the equivalent of an inbound lead. So those who are already engaging with prospects – long before a demo comes in or a lead comes in – will be best poised to win. I have a good sense of what are the pros and cons. I know my price range. I’m pretty sure I know what brand I want to go with. The product demo.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

APRIL 20, 2017

Sales teams must be able to trust the leads that come from marketing. In addition to lowering the cost of database maintenance by decreasing unnecessary bloat, marketing teams can consolidate vendors and negotiate lower pricing with fewer parties. These types of expenses are mitigated by deep, clean, robust data offerings.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

FEBRUARY 27, 2019

This is the best option if you have the budget and plan to use the database long-term. Buying random lists and one-off contacts has its disadvantages: the data tends to be less accurate, and the depth and volume are generally not sufficient for a pipeline-building lead-generation strategy. Don’t forget to keep your data up-to-date!

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

MARCH 24, 2016

However, it’s important to remember that every lead you prospect to also has a unique personality and communication style, and it’s essential to quickly match up “vibes” if you want to start building trust. How can you best fit in? They want to draw a line in the sand, and do what’s best for their brand and the people who love it.

Personalization 120

Personalization Cross-Selling Thought Leadership Sample 120

DiscoverOrg

NOVEMBER 9, 2016

TiLT is a great way to motivate an inside sales team and empower meaningful sales conversations that lead to high-quality meetings and better opportunities Don’t let your deals go dark – TiLT is a rigorous, micro-sales-training designed to level up new and more seasoned sales reps quickly.

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

DiscoverOrg

MARCH 15, 2017

Story empowers internal teams to coordinate effort leading up to engagement with target accounts. It went viral within DiscoverOrg and caused a pivot in our go-to-market strategy because of the way the powerful story was re-told across functions. Nice up, Zuora.

Account Based Marketing 204

Account Based Marketing Video Marketing Storytelling Paid Search Agency 204