DiscoverOrg

AUGUST 1, 2019

First, eliminate the Account Executive role where reps self-source their own leads and close them. At DiscoverOrg + ZoomInfo, we break it down by size of company: Ramp team specializes in small business accounts. Inbound SDRs should round-robin leads across all teams, as needed. Test our speed-to-lead! Mid-market team.

Video Marketing 136

Video Marketing Ad Building Zoominfo Enterprise Management 136

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. Company size (Employee Count and/or Revenue). Marketing has certain data needs. Sales has others. NAICS code.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

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

JANUARY 29, 2019

Many companies don’t have an opportunity to sell into an account at all unless a specific technology is present. For example, you wouldn’t want to target a company using Oracle products if you’re in SAP consulting. Discover companies with a level of maturity that fits your product, and seriously boost win rate.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

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

JUNE 13, 2019

Lots and lots of people: the human equivalent of a contact or lead list. But with traditional lead lists, it usually is. DiscoverOrg’s advanced search helps you build targeted emails and prospecting lists and emails in the exact department, company size, and role you need!”. Let’s start with the 5-star rated leads.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 120

DiscoverOrg

FEBRUARY 21, 2019

A 2018 HubSpot survey reports that 73% of marketers feel generally or tightly aligned (up from 22% of companies reporting close alignment in 2017!). Additionally, salespeople with SLAs call out marketing as the top generator of leads (#cred). Some of the ways companies help fuel the idea pipeline: Customer surveys.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

MARCH 8, 2017

However, unless you are getting contact lists that have been verified as qualified leads, you’ll find soon enough that this is your own too-good-to-be-true deal. Here are just a few ways that unverified bargain contact lists can lead to sales drought rather than providing that rainmaker resource you wanted.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

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

NOVEMBER 14, 2018

Your Ideal Customer Profile is defined by company firmographics : the set of qualitative and quantitative characteristics of your best-fit accounts. The company-level ICP is often confused with the Buyer Persona , which is focused on qualities of the individual buyer.). Who are your best companies and individual buyers?

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

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. Examples of triggers are funding events such as venture capital funding or planned mergers; product launches; and employee movement like promotions or when people leave or join the company.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

JUNE 9, 2017

When companies conduct cold email campaigns, it’s possible they’ll hit a spam trap. unless you want to generate new leads and increase sales. Companies often plant spam traps like < hschuck@company-name.com> in corners of the internet, luring web scrapers into emailing to their trap. Great idea! What can I do?

CAN-SPAM 217

CAN-SPAM Marketing Automation Services Deliverability Opt-out 217

DiscoverOrg

AUGUST 17, 2016

One of the most popular avenues to generate leads is trade shows. Companies spend thousands of dollars every year on tradeshows, and most leave money on the table. Before a show, organizers will name drop companies who are going. The more appointments set during the show, the more likely you will see conversions from leads.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

FEBRUARY 9, 2017

Identify commonalities or strengths in current customer base and find similar companies. Identify the types of companies that are most likely to renew, or most likely to churn. Determine the kinds of companies that cost a lot or a little to support or maintain. Company Ownership Type. High or Low Spend Customers.

Ideal Customer Profiles 120

Ideal Customer Profiles Account Based Marketing ABM Demand Generation 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!),

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

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. Sales teams must be able to trust the leads that come from marketing. Improve sales productivity.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

SEPTEMBER 2, 2016

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. All Roads Lead to Sales Numbers. So, we were left with a decision, which you can read more about here.

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

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. 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.

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

DiscoverOrg

MARCH 25, 2019

Being able to disregard location is great for growing companies that want to expand into new geographies and tap remote talent! Indeed, 65% of companies use physical gifting to attract and retain clients. local San Francisco Bay-area companies. Why is location-based marketing important in the era of the remote workforce?

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

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.” So what now?

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

DiscoverOrg

JANUARY 20, 2017

These experiences have led me to the conclusion that it’s not just hard work that leads to remarkable results, but hard work directed at hard things. 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.

Cold Calling 120

Cold Calling Paid Search Agency Companies Account Based Marketing 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

MAY 2, 2019

In 2016, DiscoverOrg compiled a benchmark report that asked: How is gender distributed among C-suite and senior management roles at Fortune 1000 companies? By Company Size. DiscoverOrg found significant disparity between men and women in C-level roles at Fortune 1000 companies in 2016. The answer then: Not much. By Department.

Enterprise Management 120

Enterprise Management Work Management Case Studies Startups 120

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. Lead Generation & the Importance of Good Contact Data. Almost all of the marketers surveyed found events to be effective means for generating leads. Or does it?

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

FEBRUARY 27, 2019

You can purchase data from companies that will include direct-dial phone numbers, and verified email addresses, all from buyers in your target market. A lot of companies offer options for you to pay per contact. Before you buy lists be sure to confirm the legitimacy of the company by checking LinkedIn and review sites like G2 Crowd.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 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. Q: What specific metrics can marketers track to prove the impact of ABE outside of leads generated? It] is about influence.”

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

JULY 10, 2018

SALESPERSON: “Here’s a case study showing companies YOUR size will LOVE all our features!”. Want to Build a Sales & Marketing Lead Engine? Validate your prospect’s concern. Here are some common scenarios : PROSPECT: “I’m worried that your product is more software than we need, and -”. PROSPECT: “It’s too expensive.

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

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

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).

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

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. Key to any account-based approach is building a sales lead pipeline. How big are these companies? Sound familiar? Technographics (Tech stack).

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 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. Most vendors do this: Company A in your database is the best type of company for you to be reaching out to. Great, now what?

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

DiscoverOrg

NOVEMBER 17, 2016

At the highest level, we are looking to identify organizational trends regarding the use of sales technology and see how companies are equipping their sales reps to become more productive and collaborative. Long story short, we want to understand the pain points companies are trying to solve, and how they are solving them.

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 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. Which pitch is more personally resonant: “HR professionals love Solution X”; or “Senior HR directors at midsize American financial services companies love Solution X”?

Response Rate 149

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

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. Looking back at the reported Scoops, we can see likely weaknesses and changes that could offer valuable leads for security vendors.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

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. Key to any account-based approach is building a sales lead pipeline. How big are these companies? Sound familiar? Technographics (Tech stack).

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

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. Their company at minimum. Learn more about the DiscoverOrg-Tellwise chat function ! I want learn more.”

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 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? Click To Tweet.

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 120