DiscoverOrg

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. When all’s said and done, quality lists lead to a 50% reduction in research time. Some people think buying data is like buying Cap’n Crunch when you don’t have kids. Remember the Sony Betamax ? Us either.).

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

OCTOBER 24, 2017

Lead lists. For many years, sales and marketing teams turned to list providers for prospecting and lead generation. In recent years, a new tool has emerged, and it’s taking lead generation to the next level. But intelligence platforms offer more than just more leads – they are not like old-school lead lists.

Account Based Marketing 149

Account Based Marketing Enterprise Management List Brokers Marketing Automation Services 149

DiscoverOrg

APRIL 20, 2017

Sales intelligence provides marketers with company insights (revenue growth, spending budgets, technographics); contact data (verified emails, direct dials, purchase responsibilities, org structure), and buying triggers (planned investments, online research behavior, leadership moves). It also allows you to size new market opportunities.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

JULY 10, 2018

You can’t afford NOT to buy it!”. Why Didn’t They Buy? Want to Build a Sales & Marketing Lead Engine? SALESPERSON: “Here’s a case study showing companies YOUR size will LOVE all our features!”. PROSPECT: “It’s too expensive. Your competitor’s product is half the price and has more -”. SALESPERSON: “Our ROI is huge!

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

APRIL 17, 2019

Today, we’re talking through the buying journey and intent data – from the perspective of my true-life example of buying a sewing machine for my fiancée. This is the equivalent of an inbound lead. Look, I know what I want to buy. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

FEBRUARY 27, 2019

Read on to learn: Option 1: Buy database access. Option 1: Buy database access. Option 3: Pay per contact or buy a one-off list purchase. Before you buy lists be sure to confirm the legitimacy of the company by checking LinkedIn and review sites like G2 Crowd. Option 2: Manually build your database.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

APRIL 16, 2019

Uncovering enterprise buying centers. Discover where the organizational buying centers lie. Warm referrals can help you forge real relationships faster, and establish a foundation of credibility and trust that leads to long-term partnership (versus one-time transactions). Uncovering enterprise buying centers.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

DiscoverOrg

AUGUST 17, 2016

One of the most popular avenues to generate leads is trade shows. The more appointments set during the show, the more likely you will see conversions from leads. Enter the leads into your CRM and make sure add all relevant notes. For companies that aren’t quite ready to buy, create alerts to keep up to date on any company news.

Trade Show 120

Trade Show ROI RFP Work Management 120

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. They want to feel good about who they’re buying from, and they want to walk away feeling good. If you lead with price, you become a price-based purchase. “So Price is relative.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

FEBRUARY 13, 2019

Marketing says their leads are qualified – but Sales doesn’t trust them. In order to get aligned around lead qualification, conversion goals, and other metrics – sales and marketing must find common ground. Getting a referral for an evaluation most often leads to an opportunity. Marketing has certain data needs.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

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. Step three: Categorize the accounts into A-B-C groups based on their likelihood to buy (how well they fit our ideal customer profile). The plan comes first, and then the attack.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

JANUARY 2, 2019

SaaS organizations are leading the crest of the data wave, because they can – or should be – collecting customer data through their cloud-based product or service. When paired with a target account list or territory, Intent Data shows organizations who is most ready to buy – and who they should reach out to now.

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

DiscoverOrg

JULY 22, 2016

The eBook itself is a strategy guide, providing the reader with a step-by-step process of getting buy-in from the key roles within your organization, identifying the best customers to target with this strategy, scaling, messaging, to measuring results. Henry Schuck, DiscoverOrg CEO, and Rodrigo Fuentes CEO of ListenLoop.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

DiscoverOrg

SEPTEMBER 2, 2016

It means that not only do we need to get buy-in from Sales that our tool is valuable, but we also have to help our champions build a case internally to go to Marketing to get at their budget. All Roads Lead to Sales Numbers. Crazy right? What does that mean for us? Sales Tricks for Salespeople. They have quotas and targets to meet.

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

OCTOBER 10, 2018

Also, people don’t know how to buy. Read it: What 15k Demos Per Year Taught Us About Converting Inbound Sales Leads. Everybody is really excited by what they’ve just seen, and you want to get off the call in a high note. … But that’s a really great way to let people go dark on you. And set that next meeting.

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

SEPTEMBER 5, 2018

If I am telling that story, it would be easy for me to stop after I said, “Well, we took the marketing qualified leads and improved them by 14x, the conversion of a marketing qualified lead, over to a existing active opportunity in our sales funnel.”. Worrying never buys you anything. It’s a key advantage.

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

DiscoverOrg

JULY 29, 2016

Based on our own lessons learned, we decided to create an Account-Based Marketing Playbook that identifies how to take a more targeted approach to the sales and marketing process – ultimately leading to faster growth. The eBook itself is a practical strategy guide. Click To Tweet.

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 120

DiscoverOrg

JANUARY 22, 2019

It is a crucial data point for many common sales and marketing activities: segmentation, lead routing, outbound outreach, territory planning, and more. Larger companies, typically, have more complex buying cycles, more sophisticated internal processes, and more specialization throughout their org. But a company with 300 certainly does.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

OCTOBER 23, 2016

Sales departments are becoming technology buying centers and beginning to rival their marketing and IT counterparts. The scale allows Sales and Marketing professionals to prioritize leads and opportunities at-a-glance based on demographics, firmographics, and buyer signals. These new datasets empower you to do just that.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

OCTOBER 26, 2017

The story can be found in our Buying Scoops and Triggers: These are planned projects, personnel movement, and events and insider info uncovered by our team of 250 researchers. These insights demonstrate a pattern of executive departures in security-related roles – in the months leading up to the breach itself, and in the 1.5

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

DiscoverOrg

JULY 25, 2016

We know that pipeline forecasts are inflated due to account executives listening for buying signals, but not hearing reasons why deals will not close. Hey, I know that my manager needs an accurate forecast for me, so I better learn how to look at both buying signals and gaps/red flags in my sales opps. Click here to read his answers.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

SEPTEMBER 5, 2018

If I am telling that story, it would be easy for me to stop after I said, “Well, we took the marketing qualified leads and improved them by 14x, the conversion of a marketing qualified lead, over to a existing active opportunity in our sales funnel.”. Worrying never buys you anything.

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 120

DiscoverOrg

AUGUST 14, 2018

Key to any account-based approach is building a sales lead pipeline. These relationships can yield network effects and upsell opportunities that lead to greater revenue down the road. When the Optimizely sales team was in the key pitch meeting, they asked the Salesforce buying committee to go to Optimizely.com.

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

AUGUST 14, 2018

Key to any account-based approach is building a sales lead pipeline. These relationships can yield network effects and upsell opportunities that lead to greater revenue down the road. When the Optimizely sales team was in the key pitch meeting, they asked the Salesforce buying committee to go to Optimizely.com.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

APRIL 22, 2016

For me, these meeting usually consist of demos, ran by our account executives (AE), or discovery calls to determine the fit level of leads coming in from our inbound channels and marketing team. Don’t sell them on buying or adopting your product, sell them on the value of this individual meeting. Keep it simple and easy.

Tips 120

Tips Cold Calling Work Management Sample 120

DiscoverOrg

NOVEMBER 17, 2016

Check out the results of the 2015 B2B Lead Generation Trends Report, which was produced by Holger Schulze’s B2B Technology Marketing Community on LinkedIn. Another big change driving tech adoption is the balance of power shifting to the buyer who is now in control of the buying cycle, making it more complex from the seller’s perspective.

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 120

DiscoverOrg

MARCH 27, 2017

Q: What specific metrics can marketers track to prove the impact of ABE outside of leads generated? While leads and opportunities are important to note, it’s not enough for ABE. When focused on leads, the top of the funnel becomes the 1st target to analyze. Matt Heinz said it well: “You can’t buy a beer with an MQL.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

OCTOBER 19, 2017

Revenue, geography, basic technographics, and rep knowledge were not enough to answer whether a company was a fit, and certainly didn’t tell us whether the company was actively buying or aware of us. We primarily operate off of this formula for account-based Fit + Intent + Engagement versus operating off inbound lead conversions.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

FEBRUARY 1, 2019

But, the expectations have to be set based on how warm or cold their leads are and you can’t expect everybody to chat. If you were to compare it to a cold call, it’s basically a like an inbound lead follow-up activity. Learn more about the DiscoverOrg-Tellwise chat function ! Putting pricing in a chat is also a no-no.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

FEBRUARY 6, 2019

DiscoverOrg’s signature org charts look like this: These are my 5 favorite ways to use org charts: For inbound leads, to determine the sphere of influence. Tip 1: Use org charts to determine the sphere of influence of inbound leads. Yeah, you want to understand who your lead is and what they’re responsible for.

Video Marketing 29

Video Marketing Cross-Selling Sales Cycle B2B Sales 29

DiscoverOrg

AUGUST 7, 2018

Your website is likely one of your biggest lead sources … but it goes without saying that it’s not the only source of content online. Marketers can expand their reach by buying leads from some content publishers or advertising on some third-party sites, but budget and accessibility to third-party sites can limit reach.

Intent Data 314

Intent Data Intent Lead Ranking Bombora 314

DiscoverOrg

MAY 7, 2019

Lead generation. The horrors of bad lead lists are endless. Even more valuable are insights into potential opportunities, such as planned projects, purchase initiatives, and predictive insights about topics or solutions of interest that tell you who is ready to buy, and when. Creating an Ideal Customer Profile.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

MAY 23, 2018

SALES: Marketing leads are crap. You guys take forever to follow-up on our leads – and you wonder why they don’t convert? Why would we waste our time on leads that are never going to convert? Agreement on what a “qualified lead” is. Hyper-focus on marketing-qualified leads. Retarget cold, dead leads.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

AUGUST 7, 2018

Your website is likely one of your biggest lead sources … but it goes without saying that it’s not the only source of content online. Marketers can expand their reach by buying leads from some content publishers or advertising on some third-party sites, but budget and accessibility to third-party sites can limit reach.

Intent Data 120

Intent Data Intent Lead Ranking Bombora 120

DiscoverOrg

DECEMBER 28, 2016

Watch the Video: Why Your Lead Efforts are Draining Cash. Okay, so you might say, great, I’ll go spend $10,000 bucks and buy one of those lead gen lists to add 1m new contacts to my database. The answer to the question is a super quick math equation. That will more than cover the money I wasted.

Cost 273

Cost Video Marketing Lead Gen Contact Marketing 273

DiscoverOrg

FEBRUARY 5, 2019

Lesson 1: Navigating the buying committee. So how can a salesperson get a full buying committee on board? And if you don’t drive the process independently with the three different buying groups, you’ll be at the mercy of some vanilla use case that’s going to be limited to however you came in. .

Enterprise Management 120

Enterprise Management B2B Sales Startups Work Management 120

DiscoverOrg

MAY 29, 2019

It’s like trying to schedule a meeting for buying a time-share!” This is more common with inbound leads,” Murray adds. How much do they pay for leads? This is especially important for software sales, where purchase decisions often involve a committee – and that buying committee is getting bigger all the time.

Marketing Automation Services 200

Marketing Automation Services Software Top of Funnel Tips 200