DiscoverOrg

APRIL 20, 2017

Revenue growth is only possible with a solid understanding of our prospects – and no one knows that better than B2B marketers. 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.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

MARCH 25, 2019

Why is location-based marketing important in the era of the remote workforce? But as B2B marketers and salespeople, it makes our job harder. Knowing the physical location of your prospect is key to your marketing and sales efforts. Knowing the physical location of your prospect is key to your marketing and sales efforts.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

FEBRUARY 13, 2017

Earlier this year I tried my hand at email marketing here at DiscoverOrg. For that reason, I’m going to narrow Steve’s topic even further and highlight eight key reasons why email marketing is exactly like using a dating app. With Increased Access Comes Increased Market Competition. I figured it’d be pretty easy. Probably not.

Email Marketing 136

Email Marketing Impressions Marketing & Strategy Deliverability 136

DiscoverOrg

DECEMBER 21, 2016

If you’re in sales or marketing, it’s likely you’ve come across a new SaaS platform or startup in the past 6 months that begs your attention. As technology continues to plunge sales and marketing professionals further into transformative innovation and new opportunities, we must define the new terms taking us there.

Paid Search Agency 120

Paid Search Agency Thought Leadership Startups Marketing & Strategy 120

DiscoverOrg

FEBRUARY 19, 2016

There’s no doubt that today’s marketing landscape is lauding the growth of digital marketing in the realm of inbound channels such as social engagement programs, SEO, and content development. However, this doesn’t mean that tried and true Outbound marketing has gone to the wayside. In fact, it IS our business. Or does it?

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

FEBRUARY 27, 2019

Do you need to build your marketing list, but don’t know where to start? If you’ve been given the task of setting up your company’s sales and marketing database, you’re probably not overly excited … especially if it’s something you’ve got to build from scratch. Option 4: Inbound marketing. How big is your overall market?

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

FEBRUARY 2, 2017

Back when DiscoverOrg was founded in 2007, our goal was to provide sales and marketing professionals with accurate intelligence on IT decision-makers. The proliferation of software-as-a-service (SaaS) and cloud computing created huge changes to the software market. Why are we jumping into these other markets with such fervor?

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 120

DiscoverOrg

OCTOBER 4, 2016

We guess that if you spend any significant effort on email marketing, then you’ve seen these recent trends in the last 12-18 months: plummeting open rates, dwindling click rates, and skyrocketing bounce rates. One glance at your inbox – personal or work – probably confirms what you secretly don’t want to admit: Email marketing is dead.

Deliverability 259

Deliverability Domain Click Rate CAN-SPAM 259

DiscoverOrg

APRIL 25, 2017

When false assumptions are the basis for business decisions, the fallout can be sudden and steep. Premature investments, failure to understand customers’ needs, and overly optimistic revenue projections are all common business missteps with disastrous consequences. Remember the Sony Betamax ? Us either.). It’s not magic.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

MAY 1, 2019

Well, this story starts when I had a great opportunity at a young age to work for a third-generation entrepreneur who taught me the way to really sell business to business over the phone. One of the first things that he taught my team was the distinction between a direct-dial phone number and a general business line or phone tree.

Contacts 120

Contacts Sales Cycle Youtube Training 120

DiscoverOrg

APRIL 12, 2017

The last thing you want is to spin cycles on bad data until your sales and marketing teams wear out. Many data providers claim to have the “most accurate” or “most actionable” business intelligence on the market. In the same manner, many sales intelligence data providers claim to have high levels of accuracy.

ROI 224

ROI Sample Demand Generation Agencies B2B Sales 224

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. Read it: So It’s Your First Day as the Chief Marketing Officer… Identify what isn’t working and make changes. Align sales and marketing with SLAs.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

JANUARY 2, 2019

B2B big data is big business. BIG business. While firmographic and demographic segmentation is important in determining a company’s fit or lead score, prospect intent is useful data for focusing marketing efforts, too. We think 2019 is the year Intent Data moves into the sales and marketing stack, and the skills will follow.

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

DiscoverOrg

MAY 2, 2019

Chief Marketing Officer. Losses in female representation in the c-suite include Chief Technology Officer (-62%), Chief Information Officer (-38%), Chief Marketing Officer (-19%), and Chief Revenue Officer (-15%). At almost every level, women comprise about one-quarter of the business workforce. Chief Technology Officer.

Enterprise Management 120

Enterprise Management Work Management Case Studies Startups 120

DiscoverOrg

OCTOBER 23, 2016

Sales departments are becoming technology buying centers and beginning to rival their marketing and IT counterparts. Compare that to Marketing tech stacks: an Econsultancy report from 2015 cited that half of the respondents were using 21 technologies in their Digital Marketing stack. Click To Tweet. The HR Dataset.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

NOVEMBER 14, 2018

And as a savvy business professional, you want to ensure that your resources are allocated to those prospects who will deliver the best return. You can’t market to everyone. It’s different for every business. Two words: finite resources. It takes time, money, and people to attract, convert, and delight new customers.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

APRIL 11, 2019

Whether it’s cloud-based products evolving to new needs and new markets, salespeople adapting to new sales technologies, or products so cutting-edge that you can barely describe them – don’t get comfortable. Yes, the author has actually built a $100 million business himself – a little company called Hubspot.

Top of Funnel 211

Top of Funnel Cold Calling B2B Sales Outreach 211

DiscoverOrg

MAY 23, 2018

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. MARKETING: Maybe if you actually followed up the same day. Hyper-focus on marketing-qualified leads. Rolls eyes.] Tag-team at events.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

AUGUST 3, 2016

In an ongoing interview series by Crain’s , executives, entrepreneurs, and business leaders are asked about mistakes that have shaped their individual business philosophy. The Single Biggest Mistake Impacting Business Growth. “If you get the wrong people, they have the ability to put growth at a standstill.”

Churn Rate 120

Churn Rate Business Paper Paid Search Agency 120

DiscoverOrg

SEPTEMBER 4, 2018

So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself? Before we start talking about price points, I just want to make sure our top priority is executing an account-based marketing strategy. I ask for their business. The Rule of Three. price discount.

B2B Sales 287

B2B Sales Work Management B2B Marketing Management 287

DiscoverOrg

AUGUST 1, 2019

Next, segment your AE roles even more: Establish roles based on your lines of business, or however you classify accounts. At DiscoverOrg + ZoomInfo, we break it down by size of company: Ramp team specializes in small business accounts. Mid-market team. Specialize account executive roles. Major enterprise accounts team.

Video Marketing 136

Video Marketing Ad Building Zoominfo Enterprise Management 136

DiscoverOrg

MARCH 27, 2017

He is passionate about the intersection between tech and psychology, especially as it applies to growing businesses. Account-Based Marketing. Account-Based Marketing (ABM) is a strategic approach that coordinates personalized marketing and sales efforts to open doors and deepen engagement at specific accounts.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

JUNE 29, 2017

In B2B marketing, when you improve response rates, you tend to see better downstream results including: more qualified leads, more pipeline, and more deals won. For many marketers, it remains something of a mystery. A high performing account-based marketing strategy starts with accurate contact data. The Content Pyramid.

Response Rate 149

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

DiscoverOrg

MARCH 3, 2017

In our 2017 Growth Drivers Report we asked 200 Sales and Marketing professionals to rate their teams on a scale of 1-5 across 15 different attributes. Knowledge of the market. Supporting and Partnering with Marketing. 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

JANUARY 24, 2017

We uploaded those best customers, figured out what they look like, modeled our best target process, then built out a wider list of addressable market, all by employing our own tools that we offer for Customers (AccountView and DealPredict in particular). times more likely to have adopted an Account-Based Marketing (ABM) strategy.

Account Based Marketing 120

Account Based Marketing Jigsaw Cold Calling Paid Search Agency 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. Sales and marketing professionals use employee counts to understand a company’s size. Read it: How to Calculate Total Addressable Market. I would know.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

JUNE 9, 2017

There’s something lurking out there, in the corners of the email marketing world, that scares a lot of people: the Spam Trap. Campaign Monitor agrees that even good email marketers can get caught. It’s the nature of the business. Clean out inactive contacts in your CRM and marketing automation tool. Great idea!

CAN-SPAM 217

CAN-SPAM Marketing Automation Services Deliverability Opt-out 217

DiscoverOrg

SEPTEMBER 2, 2016

Unfortunately for us, there was nobody in the marketplace who was providing a solution for OUR target market. 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. Here are the top five: 1.

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

OCTOBER 27, 2016

I presented a process that looked something like this: Step one: Create a list of all accounts in my territory that currently did business with us. This gave me my Total Available Market (TAM) for Group A. Perhaps it’s time for a new marketing or sales role to appear. That resulted in a complete list of target accounts.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

NOVEMBER 9, 2016

Access to high-quality contact data, market trends, and emerging predictive analytics tools allow for rapid segmentation of high-quality accounts and prospects. Moreover, how can sales departments leverage data without turning business development reps into robots? Sean Kester VP Product Strategy, SalesLoft.

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

DiscoverOrg

MARCH 8, 2017

Email marketing providers take the quality of your contact lists seriously. Bounce Rates – ISPs require email marketing providers to enforce certain bounce rate thresholds. It’s been around the block and has been mined by other sales and marketing teams looking for leads. Your Email Campaign is Bound to Get Shut Down.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

DiscoverOrg

SEPTEMBER 20, 2016

Our TiLT Sales and Marketing Certification Program is made up of ten modules that focus on techniques for boosting sales development performance by teaching front line reps how to engage more prospects, set more meetings, and schedule more demos. Modern sales teams craft personas and use our business intelligence to increase engagement.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

DiscoverOrg

DECEMBER 4, 2018

business processes. Sales and marketing professionals will note that, again, gains and setbacks for this buyer are measured in terms of efficiencies. The General Counsel leans on the Legal Ops person to make suggestions, to do all the legwork, and to come with the business case,” Huppert says. “If risk management.

Bundling 136

Bundling Buyer Personas Work Management Efficiency 136

DiscoverOrg

JANUARY 29, 2016

This motivation factor is such a fundamental element of the staffing industry – and really, every other business too – that there’s an entire science behind it that we couldn’t wait to explore. The staffing industry is a well-established one in the business world, and money-based incentives have long been the primary mode of motivation.

Work Management 120

Work Management Fulfillment Sample Positioning 120

DiscoverOrg

MARCH 22, 2017

Of course, that’s our job, the job of sales and marketing – to help educate our markets, to cast a bigger and better vision of our solutions. Depending on your business you made need more nuanced data points. Everyone needs company/firmograhpic data – industry, size, location, etc.

Ideal Customer Profiles 176

Ideal Customer Profiles Video Marketing RFP Marketing Management 176

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. Learn How Our Intelligence Can Grow Your Business Request a Demo.

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

DiscoverOrg

MARCH 20, 2019

A common error is that people think the marketing message and the sales message are the same thing. The marketing message is meant for the masses. The farmers grow the business and the hunters find the business. ” … But then you get busy, and you don’t come back to that list again? They’re not.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120