DiscoverOrg

APRIL 20, 2017

These are still great ways of predicting how an organization will perform, especially when entering a new market or rolling out a new product for feature. Improve sales productivity. For high-growth companies in competitive markets, there’s a clear cost-benefit for investment in robust, accurate account-based sales intelligence.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

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. Do they use technologies that complement your own products? Products & Services. What products or services interested them at the beginning?

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

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. Do they use technologies that complement your own products? Products & Services. What products or services interested them at the beginning?

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

JUNE 21, 2017

“DiscoverOrg’s advanced search helps you build targeted emails and prospecting lists and emails in the exact department, company size, and role you need!”. Show me contacts in the marketing department at software companies with fewer than 5000 employees!”. The marketer grabs the microphone. DiscoverOrg for Sales Intelligence.

Ideal Customer Profiles 250

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 250

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. Uncover more enterprise opportunity for your product or service. Example of corporate hierarchy in DiscoverOrg.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

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

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. How well are users adopting product changes or updates? That user data may come in many forms: What is the most frequent user workflow?

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

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

SEPTEMBER 4, 2018

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. additional product and services. They don’t want a product that’s going to sit on the shelf. They want to maximize ROI, which is price relative to the value they get out of the product. The Rule of Three.

B2B Sales 287

B2B Sales Work Management B2B Marketing Management 287

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

OCTOBER 23, 2016

Even more telling than the growth of sales enablement tools is the fact that many of these products, currently residing in the technology ecosystem for either Sales or Marketing, have a use case for their counterpart. DealPredict organizes prospective companies, and target buyers within those companies, on a scale of 0-5 stars.

Budget Programs 120

Budget Programs Tools Lead Ranking Work 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. Where do the greatest levels of interest exist: sales intelligence, productivity, or sales gamification? 30th 2016) now!

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 120

DiscoverOrg

MARCH 3, 2017

Delivering product demos. Knowledge of products. What does it take to be a high-growth company? Sales teams that were rated as “Weak” or “Very Weak” in prospecting skills, storytelling, tech savvy, and knowledge of products & buyers experienced lower than the median revenue growth. Competence. Discipline. Experience.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 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! Applying just a few of the techniques learned as a marketer made our recruiting engine 10x more productive and successful – and we hit our goals a month ahead of schedule.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

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. Remember, more than anyone in the company these sales leaders are comped, promoted, and respected based on a VERY VERY visible number.

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

FEBRUARY 10, 2017

is an analyst and consulting firm that specializes in sales productivity and sales performance improvement through the use of smart sales tools. What does it take to be a high growth company? We surveyed 200 sales and marketing leaders about growth at their companies and a host of factors that could be accelerating it or inhibiting it.

Budget Programs 120

Budget Programs Customer Surveys Consulting Profiling 120

DiscoverOrg

JUNE 13, 2019

“DiscoverOrg’s advanced search helps you build targeted emails and prospecting lists and emails in the exact department, company size, and role you need!”. Show me contacts in the marketing department at software companies with fewer than 5000 employees!” “YES!” ” The marketer grabs the microphone.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 120

DiscoverOrg

MAY 15, 2017

There are all kinds of critical levers that can be pulled to drive these results – better hiring and training, better technology, great data to make smarter decisions, new markets to explore, new products to launch, and investment in M&A, to name a few. Our mission at DiscoverOrg is to power our customers’ growth. So what now?

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

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

FEBRUARY 13, 2019

A “qualified lead” means something different at every company, but whatever it is – Sales and Marketing must agree ! Determining the fit of a company – your Ideal Customer Profile – requires quite a few different data points. Company size (Employee Count and/or Revenue). NAICS code. Area/s of responsibility.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

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. How to decipher Scoops.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 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? It is possible to know you’re getting the right person, when they’re actually looking for your product or service.

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

DiscoverOrg

FEBRUARY 21, 2019

This means creating a vision and a plan, setting goals, building relationships, understanding your product, and implementing analytics so your marketing strategy is data-driven. A 2018 HubSpot survey reports that 73% of marketers feel generally or tightly aligned (up from 22% of companies reporting close alignment in 2017!).

CMO 176

CMO SWOT Budget Programs Advertising Agencies 176

DiscoverOrg

JULY 10, 2018

Hit these 5 points when you get an objection – and add a little groove to your game , disarm your buyers, and have more productive sales conversations. Here are some common scenarios : PROSPECT: “I’m worried that your product is more software than we need, and -”. Your competitor’s product is half the price and has more -”.

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

MARCH 8, 2017

Most companies selling these contact lists aren’t even vetting them. If you’re being sold 1,000 contacts, you might be given a 50 contact sample list of potential contacts to get a taste of product. You can tell that they’ve clicked on calls to action within your email, but haven’t requested to talk about your products or services.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

DiscoverOrg

FEBRUARY 12, 2016

In fact, this is just like the products and services that are pitched everyday — vastly diverse, of varying quality, and indicative of the seller’s (and buyer’s) brand identity and values. Tasty Filling (aka the Product or Service). That’s the product or service that meats the need of the consumer. see what I did there?)

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 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”? For example, let’s say your product automates workflows so operations are more productive and efficient. Let’s go further up. Here’s how …”.

Response Rate 149

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

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

DECEMBER 9, 2016

This post is a must read for organizations selling products/services made for those who work in IT. Most CIOs only stay with a company 4-5 years and CISOs average two years. During 2016, CISOs at Fortune 500 companies invested billions in risk mitigation programs, cyber-attack technologies, and more. Want to help someone?

Burn Rate 120

Burn Rate Budget Programs Deliverability Curation 120

DiscoverOrg

SEPTEMBER 20, 2016

Sales development is now the need-to-know skill set for growth and enterprise companies. Teams focused in this area are tasked with the front-line communication required to open the eyes of prospects to the pain-point solving their product offers. Tailored Conviction & Authenticity: Make Them Believe Your Faith in the Product.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

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 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. We ran a targeted campaign for Kelly Services, a Fortune 100 staffing firm, to drive interest in one of their product lines.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

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

APRIL 17, 2019

Believe it or not, it’s a great comparison for how companies buy technology: It can be complex if you aren’t familiar with the industry, and it has a higher price point. When you’re talking about proactive engagement based on buyer intent, you’re NOT talking about product demos. The product demo. No one is coming on site.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

FEBRUARY 1, 2019

And you’ve flipped the opportunity, so that the prospect can now ask you questions to further qualify your product as a valuable solution. A website chat, if you’ve got a really good one, might be able to tell you the location of the visitor, IP address, and company. Their company at minimum. I want learn more.”

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

MARCH 29, 2018

But if you are in B2B marketing only, we’re not sure it does, since you’re actually offering goods/services to the company, not the individual. I have heard of companies asking email contacts for consent 2 or 3 times, just to be sure. It may appear that #2 applies to you if you are marketing to EU contacts. Does GDPR apply to you?

Planning 198

Planning Opt-out Opt-in Peer-to-peer 198