DiscoverOrg

DECEMBER 11, 2018

When DiscoverOrg started out in 2007, it was a data company. But at some point a few years out, as our database and features continued to grow – we realized that it was a technology company, too. That’s a very hard change for a company to navigate. Build an effective, scalable organizational structure.

Paid Search Agency 153

Paid Search Agency Companies Work Management Marketing Management 153

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. This reassures your CEO and builds team morale. Some of the ways companies help fuel the idea pipeline: Customer surveys. Identify some quick wins.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

JUNE 21, 2017

DiscoverOrg’s advanced search helps you build targeted emails and prospecting lists and emails in the exact department, company size, and role you need!”. Show me contacts in the marketing department at software companies with fewer than 5000 employees!”. DiscoverOrg for Account-Based Marketing. the marketer exclaims.

Ideal Customer Profiles 250

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 250

DiscoverOrg

AUGUST 14, 2018

When confronted with the details – database management, segmentation, and content creation – many companies balk and decide that perhaps ABM isn’t the right road after all. 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

JANUARY 29, 2019

Many companies don’t have an opportunity to sell into an account at all unless a specific technology is present. For example, you wouldn’t want to target a company using Oracle products if you’re in SAP consulting. Discover companies with a level of maturity that fits your product, and seriously boost win rate.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

SEPTEMBER 2, 2016

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. Remember, more than anyone in the company these sales leaders are comped, promoted, and respected based on a VERY VERY visible number.

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

AUGUST 14, 2018

When confronted with the details – database management, segmentation, and content creation – many companies balk and decide that perhaps ABM isn’t the right road after all. 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

NOVEMBER 6, 2017

From Peter K Herbert, VP of Marketing at Terminus , an Atlanta-based company helping sales and marketing teams execute ABM campaigns, comes this guest post, a simple, three-part model to operationalize ABM: Fit + Intent + Engagement. I’ve seen companies get too focused on their inbound-powered databases. Fit, intent, and engagement.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

APRIL 11, 2019

Yes, the author has actually built a $100 million business himself – a little company called Hubspot. It’s easy (even helpful) to try and copy what other companies are doing successfully – “But it’s next to impossible to see why, how, and if that approach is appropriate for you.”. The hard thing isn’t hiring great people.

Top of Funnel 211

Top of Funnel Cold Calling B2B Sales Outreach 211

DiscoverOrg

JUNE 13, 2019

DiscoverOrg’s advanced search helps you build targeted emails and prospecting lists and emails in the exact department, company size, and role you need!”. Show me contacts in the marketing department at software companies with fewer than 5000 employees!” DiscoverOrg for Account-Based Marketing. “YES!”

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 120

DiscoverOrg

APRIL 5, 2016

Some very innovative, progressive companies are turning massive amounts of raw data into usable insights designed to put salespeople in front of the right contact at the right time with the right solution. I’ve always respected what they’ve built and their expertise in using machine learning and big data analysis to build technology profiles.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

DiscoverOrg

NOVEMBER 14, 2018

Your Ideal Customer Profile is defined by company firmographics : the set of qualitative and quantitative characteristics of your best-fit accounts. The company-level ICP is often confused with the Buyer Persona , which is focused on qualities of the individual buyer.). Who are your best companies and individual buyers?

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

MAY 12, 2016

Through years of trial and error, Bertuzzi has established a revolutionary step-by-step model for building and managing a modern sales team, publishing these tactics in her book, The Sales Development Playbook. Most salespeople would readily argue that the foundation of sales is relationship building. Check it out! 5) Sales Hacker.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

SEPTEMBER 20, 2016

Sales development is now the need-to-know skill set for growth and enterprise companies. Companies with high-producing SDR teams are also ones with continued education paths and development. TiLT lifts conversion rates for DiscoverOrg customers actively building and scaling sales development teams. whatcha got?

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

DiscoverOrg

FEBRUARY 13, 2019

Building marketing segmentation. A “qualified lead” means something different at every company, but whatever it is – Sales and Marketing must agree ! Determining the fit of a company – your Ideal Customer Profile – requires quite a few different data points. Company size (Employee Count and/or Revenue).

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

DiscoverOrg

APRIL 25, 2017

Some folks think data providers are just list-building firms. A prospect’s title is helpful, but because titles have different meanings from one company to the next, it’s not much for a sales magician to go on. When a new CTO joins a company he or she is likely to make new technology purchases. Department org charts.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

MARCH 22, 2017

Not everyone does this – but it’s pretty common for people to evaluate data 1 of 2 ways: They take a demo, ask to pull up an account or two that they know well, and then judge the quality of the data provider based on whether or not the people they know show up in that company’s profile. Want to Build a Sales Engine?

Ideal Customer Profiles 176

Ideal Customer Profiles Video Marketing RFP Marketing Management 176

DiscoverOrg

MARCH 8, 2017

Most companies selling these contact lists aren’t even vetting them. Though you can build an org chart with research of your own, that will add to the time and money you’re already spending to clean up the list. You’ll get a name, title, company, contact email, and phone number without much more to build on.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

DiscoverOrg

JUNE 9, 2017

And BriteVerify talks about a client who adhered to best practices by the book when building IP and domain reputation. When companies conduct cold email campaigns, it’s possible they’ll hit a spam trap. Some companies take the emails of departed employees and convert those email addresses into spam traps. What can I do?

CAN-SPAM 217

CAN-SPAM Marketing Automation Services Deliverability Opt-out 217

DiscoverOrg

MAY 27, 2016

Months beyond the vision phase, we are now in execution mode and fully committed to building a coaching culture — both for Customer Success and Sales — that instills the good habits needed to realize that vision. When you’re a small company, you have a major advantage in this regard. Coaching is absolutely clutch.

Peer-to-peer 220

Peer-to-peer Forecasting Webinar Metrics Tagging 220

DiscoverOrg

JULY 6, 2016

Building relationships out of thin air is a tall order for those in sales, and it can’t be done on a whim with a quick once-over of the prospect’s website. Salespeople need much more information than this on the companies they are targeting. Accurate Data Allows You to Achieve Higher Sale Commissions.

Burn Rate 120

Burn Rate Peer-to-peer Data Hygiene Correlation 120

DiscoverOrg

OCTOBER 10, 2018

At this point, you already done a great discovery call, so you have a lot of information about this company: How you’re going to be able to help them, and what’s important to them. Read it: What You Can Do TODAY to Build Sales Pipeline for This Quarter. Step 3: Introduce your company as a problem-solver.

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

MARCH 16, 2016

How do companies do that? Potential employees do their research about companies before they even apply. They review a company’s printed materials, culture books, handbooks, and photos they see online. Gym memberships and vacation time communicate company values. You want to make a great impression.

Ad Building 120

Ad Building Impressions Funnel Advertising Work Management 120

DiscoverOrg

MARCH 25, 2019

Being able to disregard location is great for growing companies that want to expand into new geographies and tap remote talent! Indeed, 65% of companies use physical gifting to attract and retain clients. local San Francisco Bay-area companies. Want to know how other companies are using location data? Talk to us!

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

AUGUST 17, 2016

It’s a perfect storm of getting in front of people, building relationships, and then leveraging those relationships into generating revenue. Companies spend thousands of dollars every year on tradeshows, and most leave money on the table. Before a show, organizers will name drop companies who are going.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

JANUARY 11, 2017

Verified data builds confidence. 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. In sum, data just is. It powers your business’s growth.

Video Marketing 120

Video Marketing Sample B2B Sales CMO 120

DiscoverOrg

JULY 22, 2016

All designed at getting an account-based marketing program started at your company. Building your ABM program is a marathon, not a sprint. Building your ABM program is a marathon, not a sprint. Henry Schuck. All this information is great, but it’s useless without results. ABM is a longer term program.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

DiscoverOrg

FEBRUARY 2, 2017

It seems that the companies finding success in digital transformation have realized that manual QA processes conducted by humans are inefficient ways to test software. In January 2016, DiscoverOrg’s research team had no idea it’d be building a Human Resources database in four months later that year. Why the big change?

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 120

DiscoverOrg

MARCH 31, 2016

Building out LAX Terminal IT rooms to enable network coverage throughout passenger terminals. These employees work in 99 schools and 15 administrative and support buildings with approximately 94,000 students – which rivals many Fortune 1000 companies for number of constituents supported and served by the IT department.

Enterprise Management 120

Enterprise Management Work Management Budget Programs Eye-Tracking 120

DiscoverOrg

JULY 29, 2016

Q: What results should companies expect when they put account-based marketing into play? Schuck: “Building your ABM program is a marathon, not a sprint.” It is filled with a lot of fluff. We wanted to create a guide for someone who wants to start doing ABM today.”.

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 120

DiscoverOrg

JULY 15, 2016

Similarly, Aristotle’s Rhetoric describes the three modes of persuasion as: ethos (credibility and the ability to build trust). At DiscoverOrg, while we are unabashedly a fast-growing technology company, our differentiators are actually the human element. logos (proving a truth by means of logic). Are you feeling that pain too?

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 120

DiscoverOrg

JULY 10, 2018

SALESPERSON: “Here’s a case study showing companies YOUR size will LOVE all our features!”. Want to Build a Sales & Marketing Lead Engine? Validate your prospect’s concern. Here are some common scenarios : PROSPECT: “I’m worried that your product is more software than we need, and -”. PROSPECT: “It’s too expensive.

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

JULY 25, 2016

In order for a company to succeed, it needs to have a well-developed, well-trained team — one that is able to authentically connect with customers and set more meetings, schedule more demos, and close with confidence. Sales is tough and ongoing sales development is a never ending process.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

APRIL 17, 2019

Believe it or not, it’s a great comparison for how companies buy technology: It can be complex if you aren’t familiar with the industry, and it has a higher price point. Build out different personas and consider what they’ll be looking for, once they get to the evaluation phase. Start planting seeds here and there.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

JUNE 29, 2017

Which pitch is more personally resonant: “HR professionals love Solution X”; or “Senior HR directors at midsize American financial services companies love Solution X”? Won’t you help us continue to build the report, and keep receiving updates?”

Response Rate 149

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

DiscoverOrg

FEBRUARY 12, 2019

We want to build a personal relationship with our customers, helping them succeed beyond their use of DiscoverOrg. I even used it to send care packages to specific people at specific companies, and to send thank you notes to CEOs! I was tasked with breaking into a very specific large enterprise company. We’re a data partner.

Ideal Customer Profiles 29

Ideal Customer Profiles Enterprise Management Account Based Marketing B2B Sales 29

DiscoverOrg

JANUARY 6, 2017

Nearly a year ago on Monday, January 25th, 2016, during the review of our 2016 budget at the Board meeting, one of our Board members questioned whether we were sandbagging our aggressive budget and asked CEO Henry Schuck the quintessential question on every Board’s and CEO’s mind: “How can you grow the company faster?”.

Paid Search Agency 120

Paid Search Agency Full Circle Insights Training Top of Funnel 120