DiscoverOrg

DECEMBER 4, 2018

The roles and responsibilities for legal operations are vast, and differ from one company to another. They generally become more specialized as the company size grows. business processes. This role also serves as the proxy of the General Counsel in meetings, and as such, is privy to the strategy, and the roadmap of the company.

Bundling 136

Bundling Buyer Personas Work Management Efficiency 136

DiscoverOrg

JULY 3, 2018

Are there other stakeholders at the company we should be engaging? Guide the decision process. Buyers are already mid-way through their buying process before they ever engage with a salesperson. See How Sales Intelligence Can Help You Torch Your Sales Quota Request a Demo Today. Revive demo no-shows. Create Awareness Now.

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

DiscoverOrg

FEBRUARY 13, 2019

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! A “qualified lead” means something different at every company, but whatever it is – Sales and Marketing must agree ! Marketing has certain data needs.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

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. Next, we’ll use our best individual contacts to build our key personas – just like we used our best accounts to help build our ICP.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

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

APRIL 25, 2017

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. When a new CTO joins a company he or she is likely to make new technology purchases. Triggers help sellers recognize these opportunities. What is the refresh process like?

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

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

FEBRUARY 27, 2019

The answers to the above questions will help guide you through the process of building your database. Now, let’s walk you through some options to help start filling up your sales pipeline! A lot of companies offer options for you to pay per contact. Option 1: Buy database access. Option 4: Inbound marketing.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

MARCH 3, 2017

Evaluating and hiring a winning Sales Team is not unlike the process of evaluating character attributes in a video game. What does it take to be a high-growth company? Systems and processes that deliver content, training, and tips in the workflow and context of a sales rep’s day. No sales rep is perfect in every category.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

MARCH 12, 2019

This could be because: The recipient has left the company. Relevant and helpful content? In addition, we have processes in place in our Marketing Automation Platform to timestamp the last date of email validation, and we validate the on a regular, ongoing basis. As with most things email-related, there are a lot of factors.

Deliverability 214

Deliverability Validation CAN-SPAM Marketing Automation Services 214

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? If true, this news is invaluable! And change means dollars. … But what if it’s fake news ? Abandon your biases.

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. What will it deliver to the sales process next to fuel sales? It’s an amazing time to be a consumer of sales data. Great, now what?

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

DiscoverOrg

OCTOBER 26, 2017

Equifax, one of the three major credit card reporting companies, has certainly been through the ringer since a major data hack occurred, leaving 143 million American’s personal data at risk. In this case, it’s obvious that there is concern related to the management and security of the company’s data. Addressing buyer Pain Points.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 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!), Identify How The Pipeline Funnel Changes For Every Role.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

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). Org Charts and Reliable Contact Data are All-Important. Embrace it.

Account Based Marketing 120

Account Based Marketing Jigsaw Cold Calling Paid Search Agency 120

DiscoverOrg

OCTOBER 23, 2016

Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. As a sales rep, forging relationships with both sales and marketing will help close opportunities. DealPredict Helps to Plan Your Race.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

MARCH 27, 2017

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. Both are important to the growth of a B2B business, but they do very different things and require different processes and skills.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

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. Q: What results should companies expect when they put account-based marketing into play?

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 120

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. It’s a maturing process, really.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

SEPTEMBER 4, 2018

Can you see how helps you <accomplish, fix, or avoid something>?”. For example: “Can you see how DiscoverOrg helps your team set more meetings?”. The bad guy helps them understand the problem. DO is the company that wants to sell you something. Is there any reason we can’t start today?”. Van Leuven agrees.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

FEBRUARY 2, 2017

It seems that the companies finding success in digital transformation have realized that manual QA processes conducted by humans are inefficient ways to test software. At DiscoverOrg, we’re trailblazers when it comes to offering dedicated datasets to help you reach your target markets. Why the big change?

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 120

DiscoverOrg

FEBRUARY 12, 2016

The message I am presenting about myself (or my company and its product) and understanding of my audience (or my prospect) is represented in the packaging of my taco, aka the shell, which will ultimately reveal the tasty filling inside. If I’m entertaining a group of foodies, I might go for the blue corn tortilla. If Acme Inc.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

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

JUNE 29, 2017

Which pitch is more personally resonant: “HR professionals love Solution X”; or “Senior HR directors at midsize American financial services companies love Solution X”? Your messaging might change: “Our solution can help healthcare providers automate their workflows, like billing, appoint booking, and referrals. Here’s how …”.

Response Rate 149

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

DiscoverOrg

FEBRUARY 5, 2019

What do the highest-performing, fastest-growing companies consistently do differently than everyone else? And to do that, #GROWTHBOUND B2B podcast host, and DiscoverOrg President, Katie Bullard is looking for the secrets of high-growth companies. Jake, how has you seen the enterprise-sales process change over the last five years?

Enterprise Management 120

Enterprise Management B2B Sales Startups Work Management 120

DiscoverOrg

MAY 7, 2019

It’s the genesis of thousands of downstream processes and millions of actions. It’s not hard to find data : a company name and phone number, employee count, revenue, maybe direct numbers and email addresses, job titles. If you’re not sure, just check your bill: Most CRM companies charge by the record.). This is data too.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

AUGUST 7, 2018

But they’re not asking for help from your sales team. These signals, aggregated across a company, and measured against normal levels of baseline activity for a given topic can be a strong indication of purchase intent and they often surface long before prospects visit your site or your competitors. Use cases for Intent data.

Intent Data 314

Intent Data Intent Lead Ranking Bombora 314

DiscoverOrg

MAY 23, 2018

B2B companies with aligned sales and marketing teams saw 24% faster three-year revenue growth, and 27% faster three-year profit growth, according to SiriusDecisions. SiriusDecisions points out that first 67% of a buyer’s decision-making process is completed online – in Marketing territory. The buyer is in control.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

MARCH 16, 2016

How do companies do that? As employees, supervisors, and hiring managers, we communicate culture through our work processes and our resources. Our work processes include things like philosophies, environments, networks, integrating structures, and our reward systems. Knowing what culture is helps us define it.

Ad Building 120

Ad Building Impressions Funnel Advertising Work Management 120

DiscoverOrg

MAY 29, 2019

A lot of companies struggle to get prospects to show up to sales demos. Effective salespeople are focused instead on solution sales : A thoughtful sales demo process that addresses issues specific to the customer. Take a look through their company website and identify the following: What are they selling? What have you heard?

Marketing Automation Services 200

Marketing Automation Services Software Top of Funnel Tips 200

DiscoverOrg

NOVEMBER 29, 2016

As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well), how to keep those reps fed with leads, how to keep them motivated, and how to optimize their process and results. Without basic infrastructure, it’s impossible to have processes that optimize that infrastructure. So how do we hire?

Lead Ranking 120

Lead Ranking Lead Scoring Trigger Marketing Marketing Prospects 120

DiscoverOrg

AUGUST 7, 2018

But they’re not asking for help from your sales team. These signals, aggregated across a company, and measured against normal levels of baseline activity for a given topic can be a strong indication of purchase intent and they often surface long before prospects visit your site or your competitors. Use cases for Intent data.

Intent Data 120

Intent Data Intent Lead Ranking Bombora 120

DiscoverOrg

JANUARY 6, 2017

Nearly a year ago on Monday, January 25th, 2016, during the review of our 2016 budget at the Board meeting, one of our Board members questioned whether we were sandbagging our aggressive budget and asked CEO Henry Schuck the quintessential question on every Board’s and CEO’s mind: “How can you grow the company faster?”.

Paid Search Agency 120

Paid Search Agency Full Circle Insights Training Top of Funnel 120

DiscoverOrg

AUGUST 23, 2018

That helps, but what is more helpful is building a network of influencers and supporters inside the organization. If you’re not connected to everyone at your own bloody company, do it NOW.”. Engaged salespeople should be brand advocates for their own company. “Pitching is for Baseball Players” by Kenny Madden.

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

DiscoverOrg

FEBRUARY 5, 2016

There are plenty of different avenues to find information on companies and contacts – the basics include LinkedIn, corporate websites, news publications, and the wider web – but if you’re looking to run a fairly sophisticated ABS program, a more advanced sales intelligence tool will pay dividends. Be The Expert. Stay Up To Date.

Tips 120

Tips Case Studies Case Study Keywords 120

DiscoverOrg

SEPTEMBER 12, 2016

He believes that the most successful leaders and companies are the ones with clear purpose behind what they do. It’s all about capturing a good balance between your personal “why” and the company’s “why.”. Enersto Sirolli: Want to Help Someone? Learn how to help by listening here. We all know sales can be a hard job.

Webinar Metrics 120

Webinar Metrics Training Startups Paid Search Agency 120

DiscoverOrg

AUGUST 23, 2018

That helps, but what is more helpful is building a network of influencers and supporters inside the organization. If you’re not connected to everyone at your own bloody company, do it NOW.”. Engaged salespeople should be brand advocates for their own company. “Pitching is for Baseball Players” by Kenny Madden.

Social Media 120

Social Media Social Networks B2B Sales Linkedin 120