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. A lot of hard-working people on the factory floors aren’t exactly looking forward to InMail. I would know. Who is, right?). Consultants. Locked-out users.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

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

APRIL 11, 2019

Yes, the author has actually built a $100 million business himself – a little company called Hubspot. And no, the MIT-trained engineer did not have a business background. Roberge had no experience in “scalable, predictable revenue growth” (…the business mantra. The Sales Acceleration Formula – by Mark Roberge.

Top of Funnel 211

Top of Funnel Cold Calling B2B Sales Outreach 211

DiscoverOrg

MAY 10, 2019

Technology, combined with a profound wealth of information, introduced in the last two decades has brought work history data online. Brett Kindschuh, DiscoverOrg’s director of human resources, says the kind of work history data easily available today still only gives you a one-dimensional glimpse into a candidate’s background.

Enterprise Management 120

Enterprise Management Work Management Marketing Prospects Startups 120

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. Fact: Sophisticated business intelligence is ABM gold.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

MARCH 20, 2019

The farmers grow the business and the hunters find the business. Don’t mix the new prospect work with the work of current clients, or even prospects that are later in the funnel. ” … But then you get busy, and you don’t come back to that list again? If the time doesn’t work, propose another.”

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120

DiscoverOrg

JULY 10, 2018

You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. Well, how does your budget work?”). If it’s a logistical thing, you can work it out. We can work with that. How is your business partner going to react? That’s exactly where you want to be.

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

DECEMBER 4, 2018

Legal Operations might work behind the scenes of the General Counsel … but ops wears the pants on tech purchase decisions. business processes. Legal Operations works directly with the C-suite – and reports directly to the General Counsel. risk management. procurement management. special projects from the c-suite.

Bundling 136

Bundling Buyer Personas Work Management Efficiency 136

DiscoverOrg

FEBRUARY 21, 2019

Read it: So It’s Your First Day as the Chief Marketing Officer… Identify what isn’t working and make changes. A fearless CMO has the courage to honestly assess what’s working and what isn’t, and make changes where needed. Breaking old habits is hard. Create a pipeline of ideas that align with your innovation strategy.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

SEPTEMBER 2, 2016

The truth is, the “tricks” – basic good sales tactics – are “tricks,” because they work and it doesn’t matter if the person on the other end is a salesperson or an IT person. It’s what makes working with sales a pleasure. Don’t feel bashful or weird about asking for the sale that month or quarter. They get it.

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

MARCH 15, 2017

We all should know by now the power of storytelling in business. Given that point, why should the same principles not apply when we’re all at work? In reading everything I can find about business storytelling – my two favorites being “Tell To Win” by Peter Guber and “Measures of Story” by K.

Account Based Marketing 204

Account Based Marketing Video Marketing Storytelling Paid Search Agency 204

DiscoverOrg

SEPTEMBER 4, 2018

So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself? At the end of the day, they’ll mentally attached a higher value to your solution you for their problems, and will want to keep working with you.” You have to ask for the business. The Rule of Three.

B2B Sales 287

B2B Sales Work Management B2B Marketing Management 287

DiscoverOrg

SEPTEMBER 20, 2016

Modern sales teams craft personas and use our business intelligence to increase engagement. We’ve been working with DiscoverOrg for about three months, and it has changed our entire sales development outlook. Peter Buckley VP – Business Development, Cambridge Technology Enterprises, Inc.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

DiscoverOrg

MARCH 24, 2016

Pay Special Attention To: Their work culture and communication habits. Steer them away from price shopping by demonstrating in no uncertain terms how and why your offer is better than the competition, and the best fit for their business. (As Defender of the business and devoted to its long-term health and success. The Logician.

Personalization 120

Personalization Cross-Selling Thought Leadership Sample 120

DiscoverOrg

MARCH 31, 2016

The three women that we’ve chosen to highlight are working on major projects and technology transformations as well as overseeing a budget of close to half a billion dollars collectively. Some projects Serena and her team have been working on: Selecting mobile devices to support personalized learning initiatives.

Enterprise Management 120

Enterprise Management Work Management Budget Programs Eye-Tracking 120

DiscoverOrg

NOVEMBER 6, 2017

Before you select your target accounts, you need to identify the pool of accounts that marketing, sales, and sales development would potentially work on because they are a “fit” for your business. Remember, if it’s not a fit to begin with, then don’t work it! Identify Your Qualified Market.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

FEBRUARY 19, 2016

Here at DiscoverOrg, supporting outbound sales and marketing lead generation through accurate data and comprehensive sales intelligence is core to our business. In fact, it IS our business. Therefore, we are always interested in learning how businesses are using outbound prospecting to fuel their revenue growth.

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

JANUARY 2, 2019

B2B big data is big business. BIG business. We expect major gains in the sophistication – and volume – of B2B data in 2019. Here are some data predictions we’re looking forward to. Research from TOPO supports this. under one roof. “In

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

DiscoverOrg

JULY 3, 2018

We look for event “signals,” like rounds of funding, leadership changes, a new technology partner, new management, layoffs – any time changes happen, new business needs arise. Work backwards, starting with awareness: Your prospect needs to know who you are. Guide the decision process. Be their partner.

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

DiscoverOrg

SEPTEMBER 5, 2018

If you read more of Goleman’s work on emotional intelligence (and there’s plenty out there to read), you’ll see that there are disciplines that fall in each one of these quadrants. Lastly, there is a discipline in Goleman’s work called “ being a change catalyst.”. What do I mean? Be a change catalyst.

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

DiscoverOrg

SEPTEMBER 5, 2018

If you read more of Goleman’s work on emotional intelligence (and there’s plenty out there to read), you’ll see that there are disciplines that fall in each one of these quadrants. Lastly, there is the notion in Goleman’s work of being a change catalyst. As a good exercise, draw a simple four box quadrant.

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 120

DiscoverOrg

OCTOBER 10, 2018

Again, we’re still keeping it really focused on them, and on what they think about in their business every day. Don’t show them how your product works. What’s been working for you, what questions do you have? Read it: 9 B2B Closing Techniques from Our Top Closers. Step 4: Demo your product.

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

MAY 2, 2019

At almost every level, women comprise about one-quarter of the business workforce. We bucketed companies into three sizes: Startup and Small Business. Startup and Small Business. Startup and small business, and mid-market companies have 50% more female decision-makers than they did three years ago. Mid-Market. Enterprise.

Enterprise Management 120

Enterprise Management Work Management Case Studies Startups 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. It’s different for every business. First, let’s level-set on why you should go through this exercise in the first place. Two words: finite resources. You can’t market to everyone.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Ranking 153

DiscoverOrg

OCTOBER 23, 2016

The CXO Dataset provides the business intelligence sales and marketing pros need to break into and become part of the trusted inner circle. They work in tandem with our business Triggers and provide actionable account-based business intelligence for top-ranked accounts. Pitching to NoPos within a department is tough.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

JUNE 9, 2017

They’re scary because most people don’t really understand how spam traps work or how common they are. It’s the nature of the business. To mitigate risk, let’s learn a little bit more about how they work. Always make sure you’re working with the most up-to-date data possible. Types of spam traps. What can I do?

CAN-SPAM 217

CAN-SPAM Marketing Automation Services Deliverability Opt-out 217

DiscoverOrg

JUNE 29, 2017

Market intelligence data allows businesses to make ABM plays that are effective and specific. Let’s say you crafted beautiful content for the CIO of a target account by speaking to their need for security compliance and remote accessibility – and it worked. Here’s how it works. They want your solution!

Response Rate 149

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

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). How do they work in concert? Is it evolving like the marketing technology stacks have? What role do all of these play?

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 120

DiscoverOrg

JANUARY 24, 2017

Sure, we’re working existing Customer accounts. A lot more of the time, our existing contacts are busy with their own priorities, and so, if we want fast growth to happen, we better show up each day and hit the phones. The takeaway here that my team is experiencing is consistent with that second point.

Account Based Marketing 120

Account Based Marketing Jigsaw Cold Calling Paid Search Agency 120

DiscoverOrg

MARCH 25, 2019

While it works wonders,” Bruckstein says, “you’ll need accurate location data to: Plan and budget for your campaign. Many of the high-value accounts have several office locations (Dublin, Boston, San Francisco) – and there was no guarantee their VP of Sales worked in one location or another.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

JULY 25, 2016

Maybe another way to look at building this confidence though — or discovering it, perhaps more accurately — is to understand how repeatable, predictable, scalable selling works. What are some of your favorite tips for managing, motivating, and leading a busy/high-growth sales team? Click here to find out more.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

APRIL 16, 2019

It’s the business landscape upon which epic battles are fought. You discover through corporate hierarchy data that the company is actually a subsidiary of another company where your former colleague works, and that colleague is more than happy to make an introduction. What is corporate hierarchy?

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 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. 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. New roles are popping up all around us.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

MARCH 27, 2017

He is passionate about the intersection between tech and psychology, especially as it applies to growing businesses. From a top level, all three are similar in that a targeted and personalized approach is applied to achieving the specific objective of a particular line of business or department within an organization.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

FEBRUARY 13, 2017

When you’re sending marketing emails, there’s other people vying for the business of your prospects too. The key is to hit the recipient during non-busy times or when they’re at their desk. After all, you’re not supposed to be working! You’re supposed to be busy doing interesting things with your hundreds of amazing friends.

Email Marketing 136

Email Marketing Impressions Marketing & Strategy Deliverability 136

DiscoverOrg

MARCH 25, 2016

People are busy. I now work for DiscoverOrg, the sales intelligence leader that enables marketing and sales professionals to drive pipeline growth by avoiding the time trap of prospecting and focusing their efforts on actually selling. I give you my time, and you ensure I remain motivated to move forward. Quid pro quo.

Storytelling 120

Storytelling Fulfillment Sample Sales Cycle 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? At the end of the day, they’ll mentally attached a higher value to your solution you for their problems, and will want to keep working with you.” You have to ask for the business. The Rule of Three.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120