DiscoverOrg

JANUARY 29, 2019

“But actually that ‘noise’ is a powerful tool to target the right accounts – that is, if you know the tech stack of your target accounts ,” says DiscoverOrg’s Senior Manager of Sales Development. Many companies don’t have an opportunity to sell into an account at all unless a specific technology is present. Here’s why.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

FEBRUARY 9, 2017

But, to get it right, sales & marketing professionals must first understand the profile of their best and most valuable customers, develop an ideal customer profile (ICP), and use it as a pattern for identifying target prospects. Identify commonalities or strengths in current customer base and find similar companies. Technology.

Ideal Customer Profiles 120

Ideal Customer Profiles Account Based Marketing ABM Demand Generation 120

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. It was time to become a tech company. “We Many fail here.

Paid Search Agency 153

Paid Search Agency Companies Work Management Marketing Management 153

DiscoverOrg

JULY 25, 2016

Sales is tough and ongoing sales development is a never ending process. 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. Dave: Ideally, not at all.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

MARCH 3, 2017

What does it take to be a high-growth company? To determine if a sales team’s strengths or weaknesses had any correlation with growth we compared the median growth rate at companies that scored poorly (ones or twos) against the median growth rate at companies that rated strongly (fours and fives). Peer feedback or discussion.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

JANUARY 31, 2019

Company events like new planned projects, C-level executive moves, rounds of funding, and layoffs or hiring sprees all indicate change. Is the source reputable, like a news organization or a company insider? Sales development tools, lead prioritization engines, marketing automation systems, call recording and analysis tools … use them!

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

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. But the datasets that are being developed are only as good as the tools that deliver them. Great, now what? HS: Of course.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

DiscoverOrg

APRIL 16, 2019

Corporate hierarchy shows an organization’s complete hierarchical structure, or the parent-child relationships between subsidiaries, divisions, branches, brands – and their parent companies. The company recently closed a new round of funding, and you decide the time is right to connect. Uncovering enterprise buying centers.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

DiscoverOrg

OCTOBER 19, 2017

Whether you’re already doing it – or thinking about doing it – you’re probably one of an increasing number of B2B companies transitioning to an account-based approach to sales and marketing. We have worked together at three companies, and together we architected the SiriusDecisions 2017 Program of the Year for ABM.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

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

MARCH 27, 2017

Account-Based Sales Development. Engagio combines all of these strategies into a strategy they call Account-Based Everything (ABE) , which serves as the driving principle behind both their product and how they operate as a company. Some companies may rely more on inbound while other may rely more on outbound — it’s a spectrum.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

FEBRUARY 2, 2017

Over time, however, we noticed an interesting development. 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. Why the big change?

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 120

DiscoverOrg

JANUARY 2, 2019

We’ve noticed a few factors that prevent companies from realizing the benefits of Intent Data: A lot of organizations struggle to make Intent Data operational. Many organizations are not sure how to interpret the data to then develop relevant actions as a result. There’s a major skills gap in hiring employees who know how to use it.

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

DiscoverOrg

APRIL 20, 2017

High-growth companies use 360-degree account-based intelligence to take strategic risks for long-term success; companies who rely on limited, inaccurate, and one-dimensional data spin sales cycles just to keep from losing ground. The DiscoverOrg platform has already brought radical change to thousands of forward-thinking companies.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

MAY 27, 2016

When you’re a small company, you have a major advantage in this regard. Integrated with the coaching scorecard is a sales and customer success vernacular also developed for our specific needs. Here are three things we’re trying right now at DiscoverOrg to root down a coaching culture. Coaching at the Call Level.

Peer-to-peer 220

Peer-to-peer Forecasting Webinar Metrics Tagging 220

DiscoverOrg

MAY 12, 2016

Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. 1) The Sales Development Playbook by Trish Bertuzzi. “As If, like Bertuzzi, you’ve ever struggled to get the attention of your prospective clients, then you’ll enjoy her insight on sales development.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

MAY 15, 2017

companies by revenue by noting, “This is a joint responsibility of the women to seek out experiences and development that can help them lead and succeed, and for organizations to create an environment where women feel empowered to progress in their careers at all levels.” Southwest (AZ, NM, OK, TX) – 21.1%. So what now?

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

DiscoverOrg

OCTOBER 24, 2017

For example, when account-based intelligence, contact details, and buying context is integrated into your sales development tools, you can more effectively personalize your engagement and messaging, increasing the rate of meetings you can set and deals you can close. Account-based marketing and sales. Lead generation.

Account Based Marketing 149

Account Based Marketing Enterprise Management List Brokers Marketing Automation Services 149

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. How big are these companies? Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty gritty. Sound familiar?

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

JANUARY 24, 2017

You might have recently seen a joint study by DiscoverOrg and Smart Selling Tools of 200 sales and marketing organizations that found: High-growth companies (defined as those with at least 40% growth over the past three years) are 2.5 Nobody at a high-growth company is sitting around eulogizing the “cold” call, and neither are we.

Account Based Marketing 120

Account Based Marketing Jigsaw Cold Calling Paid Search Agency 120

DiscoverOrg

APRIL 25, 2017

It should reduce time spent prospecting; offer sales development reps (SDRs) an opportunity for smart expansion into new markets; let sales reps identify the 3% of any industry’s target accounts that are active buyers … and a whole lot more. When a new CTO joins a company he or she is likely to make new technology purchases.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

OCTOBER 27, 2016

As a newly hired sales rep, I began the way I did at every new company, spending the first several weeks typing furiously into a growing Excel spreadsheet. Step two: Add to that list, all companies that should be a customer but aren’t. Who within the company would take this on? The plan comes first, and then the attack.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

AUGUST 19, 2016

Five years ago, I was asked to lead a recruiting department for the first time ever – and to double the size of the company within 6 months! We were trying to hire 100 people in 6 months (and mind you – the company only had 80 at the time!), Build a Multi-Channel Traffic Plan to Drive Inbound Candidates.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

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. How big are these companies? Reading Time: 9 minutes Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty gritty.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

MARCH 25, 2016

In a parent/teacher conference for my second-grade daughter, I learned that an important skill for a developing reader is the power to visualize, or the ability to have a running picture in your mind as you read along. I used to represent a company that sold software support.

Storytelling 120

Storytelling Fulfillment Sample Sales Cycle 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. Step 3: Introduce your company as a problem-solver. The next thing you are going do is frame the conversation around what you do as a company.

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

JANUARY 20, 2017

The study revealed that doing hard things is just as relevant to the performance of teams and companies as it is to individuals. The Fastest Growing Companies Do Hard Things. At the end of 2016, we set out to study what drives growth at the fastest growing companies in the world. 5000 from those experiencing more muted growth?

Cold Calling 120

Cold Calling Paid Search Agency Companies Account Based Marketing 120

DiscoverOrg

SEPTEMBER 26, 2017

As a company, we’re always focused on growth – both for our customers and ourselves – and part of that focus has been the launch of a lot of new products and datasets over the past couple of years. It’s no secret that many companies aren’t poster children for practicing what they preach and “eating their own dog food.”

Account Based Marketing 307

Account Based Marketing Ideal Customer Profiles Multi-Channel ABM 307

DiscoverOrg

MARCH 15, 2017

Speaking of all those stakeholders, sellers especially know how hard it is to develop momentum within a sales (or renewal or upsell) cycle and to catch up with busy people (a problem made all the worse if you are living with bad account and contact data). The truth is, most of the game happens without you anyway.

Account Based Marketing 204

Account Based Marketing Video Marketing Storytelling Paid Search Agency 204

DiscoverOrg

JANUARY 22, 2016

The year 2016 will likely yield greater awareness of cybersecurity risks within executive and board ranks, and that awareness should drive CISOs to develop more appropriately-funded security programs that are threat-aware and business-focused.”. In other companies, CISOs are not the head buyers; such tasks are delegated to their teams.

Enterprise Management 120

Enterprise Management Paid Search Agency Privacy Mobile Advertising 120

DiscoverOrg

MARCH 31, 2016

A little bit about Aura: Formerly the Deputy Chief Information Officer, Aura is now serving as Interim Chief Information Officer for Los Angeles World Airports where she is leading IT capital improvement and systems development projects valued at $100M.

Enterprise Management 120

Enterprise Management Work Management Budget Programs Eye-Tracking 120

DiscoverOrg

APRIL 22, 2016

As a Sales Development Representative (SDR), the scenario above is a core facet of my job and it’s imperative that I find strategies to decrease the absenteeism rate for the meetings I set. It’s “what’s in it for them,” not “what’s in it for you [or for your company]”. Explain how you can help and ask for a chance to show them.

Tips 120

Tips Cold Calling Work Management Sample 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. Or does it? Outbound is IN and other Key Takeaways.

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

JULY 10, 2018

SALESPERSON: “Here’s a case study showing companies YOUR size will LOVE all our features!”. It’s easier for them to pretend it’s someone else’s objections, especially if you developed a great rapport with them.”. Validate your prospect’s concern. PROSPECT: “It’s too expensive. SALESPERSON: “Our ROI is huge! Go for the no.

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

FEBRUARY 1, 2019

To understand chat, and how it is specifically used in sales enablement activities, I sat down with Billy Peterson, Account Development Manager at Tellwise, to explore use cases, best practices, and what demand-gen teams can expect from the channel to put them ahead of the competition. Their company at minimum. I want learn more.”

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

AUGUST 17, 2016

Companies spend thousands of dollars every year on tradeshows, and most leave money on the table. It’s not that trade shows aren’t effective at bringing in revenue – it’s that companies aren’t optimizing for a positive ROI: Problem #1: You Don’t Know Who is Attending. There is a downside: trade shows are expensive.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

FEBRUARY 12, 2019

And our customers – like Alicia Young , Manager of Sales Development at Panoply – love DiscoverOrg. I used DiscoverOrg to develop outbound campaigns, to get a foot in the door to large enterprise accounts, to get into cold accounts that I had not been able to break into before, and to do strategic account-based marketing.

Ideal Customer Profiles 29

Ideal Customer Profiles Enterprise Management Account Based Marketing B2B Sales 29