DiscoverOrg

MARCH 20, 2019

Did you ever wonder why, despite your best efforts, you’re not getting the meetings that you really want with prospects? And what do you avoid, in order to get the optimal results for time spent prospecting? There are filters like, size of company, level of decision maker, geography, industry niche … that list goes on.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 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

MAY 10, 2019

The new iteration of data , however, tells you not only where a prospective candidate has worked, and for how long, but integrates with more data about the organizations that employed the prospect. “By Insight into a prospective candidate’s willingness to make a job change. The ability to expand your passive talent pool.

Enterprise Management 120

Enterprise Management Work Management Marketing Prospects Startups 120

DiscoverOrg

APRIL 14, 2017

According to a CSO Insights survey, 82% of sales teams feel challenged by the amount of data available and the time it takes to research a prospect before making a call. According to a CSO Insights survey, 82% of sales teams feel challenged by the amount of data available and the time it takes to research a prospect before making a call.

Cost 208

Cost Lead Ranking Buy Ad Building 208

DiscoverOrg

FEBRUARY 9, 2017

Jumpstart Account-Based Everything & Identify Target Prospects That Look Just Like Your Best Customers. 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.

Ideal Customer Profiles 120

Ideal Customer Profiles Account Based Marketing ABM Demand Generation 120

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! Knowing the physical location of your prospect is key to your marketing and sales efforts. Indeed, 65% of companies use physical gifting to attract and retain clients. Dreamforce Exhibitors/Speakers, 2.)

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

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 24, 2017

For many years, sales and marketing teams turned to list providers for prospecting and lead generation. Plagued by incorrect, incomplete, and outdated information, these purchased lists typically led to a lot of time wasted calling bad phone numbers and prospecting to invalid contacts. You’re in the right place. Lead generation.

Account Based Marketing 149

Account Based Marketing Enterprise Management List Brokers Marketing Automation Services 149

DiscoverOrg

JULY 3, 2018

Revive Cold, Dead Prospects. Here are a few ideas to build pipeline with once-and-future prospects: 1. Are there other stakeholders at the company we should be engaging? Engage Live, Active Prospects. Work backwards, starting with awareness: Your prospect needs to know who you are. Your prospect is in this bubble.

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

DiscoverOrg

MAY 8, 2018

But you’ve been pursuing this company for almost a year. You finally found a direct phone number for the perfect decision-maker – AND a hot tip that the company finally got funding in place to purchase a solution like yours. For an individual prospect, this Fit data refers to demographic data: Name. The only problem?

Cold Calling 241

Cold Calling Work Management Marketing Management Marketing Automation Services 241

DiscoverOrg

SEPTEMBER 4, 2018

The sales professional tells their prospect that after all of their discussion, even though they had initially appeared to be a great fit, the salesperson might have misread, and seem to be speaking two different languages. “If If you’ve done your job well, the prospect knows they are a good fit. I thought it would be lower.

B2B Sales 287

B2B Sales Work Management B2B Marketing Management 287

DiscoverOrg

AUGUST 1, 2019

Separate prospecting and closing roles. Sales prospecting and closing are two very different skills: Reps who are born closers aren’t usually great prospectors as well (and vise versa)! At DiscoverOrg + ZoomInfo, we break it down by size of company: Ramp team specializes in small business accounts. Mid-market team.

Video Marketing 136

Video Marketing Ad Building Zoominfo Enterprise Management 136

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. TOPO’s research suggests that, as Intent Data goes mainstream and becomes more integrated, it will become part of the prospect lifecycle. But they know what to do.”.

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

DiscoverOrg

MAY 12, 2016

“As you well know, arousing curiosity, generating interest, and getting prospects to open up about their priorities is about as easy as potty-training a coyote.” If, like Bertuzzi, you’ve ever struggled to get the attention of your prospective clients, then you’ll enjoy her insight on sales development. 4) Salesbuzz.com.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 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!), Actively Source and Prospect into Passive Candidates That Fit Target Criteria.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

JULY 6, 2016

Building relationships out of thin air is a tall order for those in sales, and it can’t be done on a whim with a quick once-over of the prospect’s website. Salespeople need much more information than this on the companies they are targeting. How to Use Deep Data Intelligence.

Burn Rate 120

Burn Rate Peer-to-peer Data Hygiene Correlation 120

DiscoverOrg

JANUARY 22, 2019

If you work in sales and marketing, I’ll bet you think a company’s employee count on LinkedIn is the absolute best way to determine how many employees work at that company. I’ve looked at everything from Glassdoor employee ranges, how many people are on a company’s benefit plan, and of course, the employee count on LinkedIn.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

DECEMBER 9, 2016

Go back to the phones and meet sales goals by providing prospects with solutions. 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. Didn’t hit your quota? Want to help someone?

Burn Rate 120

Burn Rate Budget Programs Deliverability Curation 120

DiscoverOrg

FEBRUARY 1, 2019

Billy : First and foremost, SDRs cannot expect the prospect to initiate the chat. Keep in mind that chat functions put the power in the prospect’s hands, not the seller’s. Think of it this way: The prospect has had to make several decisions indicating interest in order to get to the content where your chat function is available.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 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 3, 2017

Prospecting Skill. 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

FEBRUARY 12, 2016

The Shell: Holding the Prospecting Relationship Together. 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. Mmmm…delicious filling.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

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

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. 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. risk management.

Bundling 136

Bundling Buyer Personas Work Management Efficiency 136

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!”. DiscoverOrg for Account-Based Marketing. the marketer exclaims.

Ideal Customer Profiles 250

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 250

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. Identify each milestone along the way from prospect to customer and build a playbook. Sound familiar? Well, it’s really not as hard as you think.

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

APRIL 22, 2016

We’ve all been there: you’ve got a prospect on the line. It’s “what’s in it for them,” not “what’s in it for you [or for your company]”. The message will have a much greater chance to resonate with the prospect. The prospect will give clues when what you’ve said hits the mark. Keep the focus on the client.

Tips 120

Tips Cold Calling Work Management Sample 120

DiscoverOrg

AUGUST 17, 2016

Hundreds, if not thousands of prospects all in the same place, and potentially looking for your solution. 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. There is a downside: trade shows are expensive.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

FEBRUARY 27, 2019

If you’ve been given the task of setting up your company’s sales and marketing database, you’re probably not overly excited … especially if it’s something you’ve got to build from scratch. How do you find prospects quickly? If you want a lot of prospects and you want them fast, go for this option.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 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. Identify each milestone along the way from prospect to customer and build a playbook. Sound familiar? Well, it’s really not as hard as you think.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

APRIL 11, 2019

Yes, the author has actually built a $100 million business himself – a little company called Hubspot. It’s easy (even helpful) to try and copy what other companies are doing successfully – “But it’s next to impossible to see why, how, and if that approach is appropriate for you.”. Product Demos That Sell by Close.io

Top of Funnel 211

Top of Funnel Cold Calling B2B Sales Outreach 211

DiscoverOrg

MARCH 8, 2017

Most companies selling these contact lists aren’t even vetting them. Want your prospecting emails to have super powers? Read our “Super Hero Life of Your Prospecting Email” comic book style eBook to take on the greatest of inbox foes. That way, you can actually profit from the bridge you’re using to connect with prospects.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

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

Now a standard feature in the DiscoverOrg platform, DealPredict enables customers to enter criteria for their ideal prospects, which DealPredict’s algorithms then predictively rank target accounts and contacts by. 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

SEPTEMBER 2, 2016

At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. Remember, more than anyone in the company these sales leaders are comped, promoted, and respected based on a VERY VERY visible number. It’s what makes working with sales a pleasure.

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

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

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. Below is a preview of the first three modules.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120