DiscoverOrg

JUNE 29, 2017

Simple changes can amplify how much the content resonates with different stakeholders within the account, and how likely others are to demand your solution. But before the account signs off on your expensive enterprise-level software, it also needs approval from the COO … whose priorities are different than the CIO.

Response Rate 149

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

DiscoverOrg

MARCH 8, 2017

If you’re being sold 1,000 contacts, you might be given a 50 contact sample list of potential contacts to get a taste of product. High Spam Reports – Spam is an altogether different challenge. You can tell that they’ve clicked on calls to action within your email, but haven’t requested to talk about your products or services.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

DiscoverOrg

APRIL 5, 2016

I’ve always respected what they’ve built and their expertise in using machine learning and big data analysis to build technology profiles. If I see that they’re using a competitor then I know how to discuss our differences. I also know where our product is better than our competitors and I’m going to lean into that.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

DiscoverOrg

NOVEMBER 14, 2018

Increased closed-won deals – those entering the pipeline are more likely to have the budget, interest, and talent needed for your product to have value. Then build it out with more data points relevant to your activities and industry. It’s different for every business. How could you not be??) Then, look for patterns.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

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. Or In ‘n’ Out Burger vs. … any other burger. Myth 1: Contact lists = sales intelligence.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

NOVEMBER 6, 2017

The account-based way of approaching the market is fundamentally different than the lead-based approach. Build your database of high-fit accounts and engage! In other words, use the Fit + Intent + Engagement model to start operationalizing ABM. 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

MARCH 25, 2019

response rate compared to 0.12% for email – a 3566% difference! We ran a targeted campaign for Kelly Services, a Fortune 100 staffing firm, to drive interest in one of their product lines. We started promoting the happy hours well in advance of Dreamforce to build up buzz around the parties we were hosting.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

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. As we look ahead, the year 2017 won’t be much different as we plan to continue to grow these datasets even faster.

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 120

DiscoverOrg

FEBRUARY 19, 2019

Meet with stakeholders to build relationships quickly. KNOW YOUR PRODUCT. Meet with stakeholders to build a foundation of trust. Taking initiative here will demonstrate real interest, establish real relationships with peers, and build the trust that forges a real team. tracking B2B data across different platforms , and 2.)

CMO 235

CMO Lead Ranking Marketing Qualified Leads Peer-to-peer 235

DiscoverOrg

DECEMBER 11, 2018

Darrin Mossor , DiscoverOrg’s Software Development Manager, points to a few key areas we focused on, to grow in a way that produces an evolving, ever-better product for our customers: Build alignment with leadership. Build an effective, scalable organizational structure. That’s where Product Management comes in.

Paid Search Agency 153

Paid Search Agency Companies Work Management Marketing Management 153

DiscoverOrg

AUGUST 23, 2018

That helps, but what is more helpful is building a network of influencers and supporters inside the organization. Social selling taps into a preexisting network and builds on relationships that are already in place. Every “dial” is unique, because every person responds differently to every sales approach.

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

DiscoverOrg

MARCH 13, 2017

The marketing landscape has wholly transformed, with the CMO often responsible for driving growth across the enterprise, marketing budgets expanding to the largest in the organization , and marketing technology vendors growing from 100 to 4,500+, a dizzying prospect for anyone trying to build a cohesive tech stack. So, what have they learned?

CMO 184

CMO Enterprise Management Work Management Marketing Management 184

DiscoverOrg

MAY 23, 2018

Are they the right size to afford and take full advantage of your product? Sales leads” mean something different in every organization. It’s different for every organization, but whatever it is – both teams have to agree on a clear, quantifiable lead score threshold. Fit factors for lead scoring : Firmographic information.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

AUGUST 23, 2018

That helps, but what is more helpful is building a network of influencers and supporters inside the organization. Social selling taps into a preexisting network and builds on relationships that are already in place. Every “dial” is unique, because every person responds differently to every sales approach.

Social Media 120

Social Media Social Networks B2B Sales Linkedin 120

DiscoverOrg

NOVEMBER 29, 2016

While building our SDR team, I thought about Maslow’s Hierarchy of Needs. To grow the team, I knew these needs included hiring, building, scaling, and optimizing. With that in mind, and after some trial and error along the way, here’s how I connected the hierarchy of needs to the goals of building a highly effective SDR Team.

Lead Ranking 120

Lead Ranking Lead Scoring Trigger Marketing Marketing Prospects 120

DiscoverOrg

MAY 29, 2019

Your SaaS product is new! It’s time to ditch the product demo. But ultimately, prospects are much more likely to stay engaged, keep moving through the funnel, and see the value in your product. With a younger company, I often talk about building pipeline. How familiar are you with our product? What have you heard?

Marketing Automation Services 200

Marketing Automation Services Software Top of Funnel Tips 200

DiscoverOrg

APRIL 24, 2018

That’s a whole different game.”. It is whole different game. What sales activities make the biggest difference? The muscle memory for sales development and closing is very different. Marketing serves a key role in instilling confidence in the product: case studies are a huge confidence booster. That’s crazy.

Cold Calling 120

Cold Calling Thought Leadership Work Management Marketing Management 120

DiscoverOrg

MAY 7, 2019

When you are trying to make a sale or influence someone to consider your product or service, who do you want to reach? You’ll get different answers from different people across the team, because the idea of a “target buyer” is inconsistent, nebulous, and often based on hunches and feelings – not data.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

FEBRUARY 1, 2017

You have a good product that does a dozen different things, dozen different features – you also have your company story to talk about, how fast you’ve grown, how many great customers you have, awards you’ve won. Building a Framework. The takeaway is pretty clear when it comes to writing: less is more.

Response Rate 120

Response Rate Video Marketing Salesforce.com Marketing Prospects 120

DiscoverOrg

JUNE 2, 2016

Accessing other stakeholders and influencers (especially your contact’s boss or direct reports) can present opportunities to build groundswell and internal pressure within prospect organizations — so getting the meeting becomes less of a challenge. Take a stroll through your sales department at several different times during the day.

SWOT 120

SWOT Enterprise Management High Quality Lead B2B 120

DiscoverOrg

MARCH 7, 2019

If we can’t manage to build a huge, wonderful company here, we have only ourselves to blame. That’s a big responsibility, and it makes you think about things differently. DiscoverOrg and ZoomInfo are two companies coming at the same problem with different perspectives: quality vs. quantity. It’s not static.

Zoominfo 24

Zoominfo Acquisitions Enterprise Management Lead Scoring 24

DiscoverOrg

AUGUST 24, 2017

Each acronym provides the building block at a company’s inception to describe their mission statement, target market, and product. While B2C enjoys its continual evolution of character and color as companies market to an ever-sophisticated internet audience on social media apps, B2B stands in a completely different light.

B2B 191

B2B Buyer Personas B2B Sales B2B Marketing 191