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). Delivering product demos. Knowledge of products. Weak Knowledge of Products and Buyers.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

OCTOBER 10, 2018

They loved the product, everybody was super excited! They might have questions, they want to see the product. I know it can be really tempting to jump right into the product and show people what you know they want to see. PRO TIP : DON’T talk about your product yet. Welcome to another Whiteboard Wednesday! What happened?

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

SEPTEMBER 4, 2018

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. additional product and services. They don’t want a product that’s going to sit on the shelf. They want to maximize ROI, which is price relative to the value they get out of the product. The Rule of Three.

B2B Sales 287

B2B Sales Work Management B2B Marketing Management 287

DiscoverOrg

JULY 10, 2018

Hit these 5 points when you get an objection – and add a little groove to your game , disarm your buyers, and have more productive sales conversations. Here are some common scenarios : PROSPECT: “I’m worried that your product is more software than we need, and -”. Your competitor’s product is half the price and has more -”.

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

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

OCTOBER 27, 2016

For each account within Group A I did a white-space analysis to determine what products they should buy from us but haven’t along with any recurring revenue I should expect. Or perhaps even set targets for product lines knowing the TAM for each product within a rep’s territory. Step four: Group A is the place to start.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

MAY 15, 2017

There are all kinds of critical levers that can be pulled to drive these results – better hiring and training, better technology, great data to make smarter decisions, new markets to explore, new products to launch, and investment in M&A, to name a few. Our mission at DiscoverOrg is to power our customers’ growth.

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

DiscoverOrg

OCTOBER 23, 2016

Even more telling than the growth of sales enablement tools is the fact that many of these products, currently residing in the technology ecosystem for either Sales or Marketing, have a use case for their counterpart. As a sales rep, forging relationships with both sales and marketing will help close opportunities.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

JANUARY 31, 2019

Sustainable long-term pipeline and revenue are not created by approximations, best guesses, or ignoring known inaccuracies. It is possible to know you’re getting the right person, when they’re actually looking for your product or service. ” In sales, accuracy is paramount. Deals are closed with accurate information.

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

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

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

APRIL 20, 2017

These are still great ways of predicting how an organization will perform, especially when entering a new market or rolling out a new product for feature. Improve sales productivity. Readiness : Database size, SLA completion, skills. 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

APRIL 16, 2019

Uncover more enterprise opportunity for your product or service. Once you know all the components of an enterprise, you can identify where opportunity exists for your product or service. Once you establish your best first point-of-entry, your goal is to learn as much as possible about that enterprise’s end-to-end buying process.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

DiscoverOrg

NOVEMBER 17, 2016

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). Where do the greatest levels of interest exist: sales intelligence, productivity, or sales gamification? 30th 2016) now!

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 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. Get attribution in place to learn which channels have the best conversion rates. But what comes next is almost as important.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

APRIL 17, 2019

If I’m a sewing machine manufacturer or a retail brick-and-mortar store, and I know the Jakes of the world are doing their homework on my product – I can start messaging proactively, before they reach out to anyone. When you’re talking about proactive engagement based on buyer intent, you’re NOT talking about product demos.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

SEPTEMBER 26, 2018

You’ve been down this road, you have their best interest in mind … and it isn’t just all positive. The big takeaway here is that we can’t just go straight to the product zone. No vomiting product! We’re going to get you the best-of-breed of platform, and this is going to be a big thing for you.

Sales Cycle 159

Sales Cycle Validation Pricing Price 159

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? Which prospect groups will willingly pay what you want to charge for your products and services? We’re best known for the Door Opener Service, where we get our clients in the door with their prospects.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 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 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. But according to LinkedIn, they only have 188.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

SEPTEMBER 4, 2018

Reading Time: 8 minutes First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. additional product and services. They don’t want a product that’s going to sit on the shelf. They want to maximize ROI, which is price relative to the value they get out of the product.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

FEBRUARY 12, 2016

No matter your preference, it doesn’t really matter because the best part about tacos is that they come in all shapes and sizes for all types of people. Tasty Filling (aka the Product or Service). That’s the product or service that meats the need of the consumer. Tacos are universal and diverse just like sales.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

APRIL 25, 2017

Org charts are a flagship DiscoverOrg product used to understand employees’ positions within an organization hierarchy and pull multiple stakeholders into a conversation, giving weight to a sales proposition. Sales intelligence includes insights from triggers.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

APRIL 22, 2016

Don’t sell them on buying or adopting your product, sell them on the value of this individual meeting. Best Practices for Reducing No-Show Rates: Always ask for same day or next day appointments. You’re not trying to enter them into a 18- month sales cycle with multiple offers and complicated procurement/legal negotiations.

Tips 120

Tips Cold Calling Work Management Sample 120

DiscoverOrg

SEPTEMBER 20, 2016

Teams focused in this area are tasked with the front-line communication required to open the eyes of prospects to the pain-point solving their product offers. Tailored Conviction & Authenticity: Make Them Believe Your Faith in the Product. Sales development is now the need-to-know skill set for growth and enterprise companies.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

DiscoverOrg

MARCH 25, 2019

We ran a targeted campaign for Kelly Services, a Fortune 100 staffing firm, to drive interest in one of their product lines. 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 results astonished us!

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

JULY 15, 2016

In fact, when we ask someone to invest in our product, we are asking them to embrace and champion change within their organization. I often like to say that my rational (logos) brain knows I need to get up and go running before heading to the office, but my emotional (pathos) brain really prefers to stay under the covers an extra 45 minutes.

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 120

DiscoverOrg

NOVEMBER 9, 2016

Sean Kester VP Product Strategy, SalesLoft. They’re the first interaction, impression, and ultimately, the steward of your business for your buyer’s experience. And you must empower them with the knowledge, soft skills, and expertise it takes to navigate those interactions.

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

DiscoverOrg

FEBRUARY 10, 2017

is an analyst and consulting firm that specializes in sales productivity and sales performance improvement through the use of smart sales tools. This piece was originally posted February 6th, 2017 on Smart Selling Tool’s blog and written by its founder Nancy Nardin. Smart Selling Tools, Inc., Below are highlights from the original article.

Budget Programs 120

Budget Programs Customer Surveys Consulting Profiling 120

DiscoverOrg

DECEMBER 9, 2016

This post is a must read for organizations selling products/services made for those who work in IT. To help get you start on the right foot for 2017, we reviewed our blog posts from the past year to find those that stood out in their mission to put a spark in sales efforts. Below is our curated list of top posts from 2016: 1.)

Burn Rate 120

Burn Rate Budget Programs Deliverability Curation 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

JUNE 24, 2016

You learn product features inside and out, pore over CRM notes, do research, makes calls, crank out emails, develop relationships, make more calls, write more emails…what we’re saying is, selling isn’t easy. As part of the sales and marketing engine, you put in serious effort to connect with your prospects.

Cross-Selling 136

Cross-Selling Mobile Marketing Correlation Forrester 136

DiscoverOrg

MARCH 29, 2018

In other words, we think you are not limited to “opt in” contact data for B2B marketing under the GDPR. Now, if you’re talking about personal information for B2C marketing, such as home addresses or personal email addresses, or data beyond just contact information, the analysis may be different.).

Planning 198

Planning Opt-out Opt-in Peer-to-peer 198

DiscoverOrg

FEBRUARY 2, 2017

As word of DiscoverOrg’s product began spreading, we started getting an increasing number of inquiries for organizational profiles on other departments like Marketing, Engineering and Development, Finance, and Human Resources. The Early Bird Who Can Adapt to Change Gets the Best Worm. Why is that relevant?

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 120

DiscoverOrg

NOVEMBER 6, 2017

For example, if a high-fit account has three people suddenly spending time on my product pages and I receive a signal that they are searching for “Account-Based Marketing” on the internet — BOOM, I trigger an SDR to start outreach to our target buyer personas.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

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. Q: How can outbound and inbound focused teams best come together to create a cohesive ABE strategy? I’ll give you a recent example.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120