DiscoverOrg

FEBRUARY 13, 2019

A 2019 Demand Gen Report asked: What are your biggest challenges to maintaining data quality in your contact database? Access to deep, rich data – and lots of it – helps marketers get personal, helps the sales team understand critical context, and it helps the two teams join forces. We don’t think so. Seniority level.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

DiscoverOrg

JUNE 9, 2017

To make sure you never hit a spam trap, Hubspot suggests only sending to opt-in contacts and to avoid purchasing data from a data provider. Fake address for real person. Real address for fake person. DiscoverOrg has industry-leading data quality and contact refresh rates (60 days). Great idea! Types of spam traps.

CAN-SPAM 217

CAN-SPAM Marketing Automation Services Deliverability Opt-out 217

DiscoverOrg

APRIL 25, 2017

Most of these myths lump all data providers together, failing to distinguish between bargain contact lists and verified data intelligence services: Think Netscape vs. Google Chrome. Myth 1: Contact lists = sales intelligence. Their information is only ever the bare minimum: contact names, phone numbers, maybe some email addresses.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

JUNE 13, 2019

Lots and lots of people: the human equivalent of a contact or lead list. Finding the right contact shouldn’t be like finding a needle in a haystack ,” the host explains. Show me contacts in the marketing department at software companies with fewer than 5000 employees!” Stars appear above the heads of several remaining contacts.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 120

DiscoverOrg

NOVEMBER 9, 2016

Access to high-quality contact data, market trends, and emerging predictive analytics tools allow for rapid segmentation of high-quality accounts and prospects. Yet, studies show that most sales conversations only get started after repeated attempts to contact one or more decision makers. Why TiLT, Why Now.

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

DiscoverOrg

SEPTEMBER 26, 2017

Account-based marketing (ABM) is a hot topic of conversation, and momentum is building to expand this person-first approach from Marketing to Sales and beyond, breaking down department barriers with shared goals: Enter account-based everything (ABE). Get our free interactive Account-Based Marketing Playbook.

Account Based Marketing 307

Account Based Marketing Ideal Customer Profiles Multi-Channel ABM 307

DiscoverOrg

APRIL 14, 2017

Using your gated marketing content to collect names and email addresses is always a great way to collect information; however, marketing’s budget and reach is limited, contact data collected decays over time , and it’s not always safe to assume user-generated data is accurate in the first place. How do you know who to engage first?

Cost 208

Cost Lead Ranking Buy Ad Building 208

DiscoverOrg

OCTOBER 24, 2017

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. And that means more than the commoditized contact information that list brokers are always so happy to sell: name, rank, and serial number.

Account Based Marketing 149

Account Based Marketing Enterprise Management List Brokers Marketing Automation Services 149

DiscoverOrg

FEBRUARY 21, 2017

Some of the messages we receive are well-crafted, on the mark, and personalized to our issues, and others….well, Leverage Sales Intelligence to identify companies and contacts that fit your target profile AND to get triggers that indicate when they are most likely to buy. well, they just aren’t.

Paid Search Agency 166

Paid Search Agency Companies Trigger Marketing Marketing Prospects 166

DiscoverOrg

FEBRUARY 19, 2016

Lead Generation & the Importance of Good Contact Data. Results of our survey indicate that over 75% of marketing organizations employ at least one person focused on outbound tactics with email marketing and tradeshows being the most popular of the outbound strategies. In terms of tradeshows, the same applies.

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

MARCH 25, 2019

Of course, the challenge is to ensure that we reached the right person at the right address, as this is also a more costly channel. This account-based play was personalized, so we needed to know where to mail the pie. This is especially true if you: rely on third-party account and contact data to fill up your sales pipeline.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

OCTOBER 23, 2016

Accurate and up-to-date contact data is critical when trying to make connections with these teams. This level of churn requires constantly refreshed contact data in order maintain consistent sales results. This level of strategy and personalization is key to an account-based approach. Contact us today. Request a Demo.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

JANUARY 24, 2017

I had a special opportunity to learn Sales early on from a mentor that practiced many of the non-technology tenets of ABE – accounting for multiple stakeholders, personalizing messages by function and role, coordinating multi-modal follow-up as an integrated account plan, all against a named list of target – ideal – accounts.

Account Based Marketing 120

Account Based Marketing Jigsaw Cold Calling Paid Search Agency 120

DiscoverOrg

MARCH 15, 2017

After all, stories guide and enrich our personal lives every day in many ways: the learning we pass along to our children, the laughs we have with friends, the binge watching, or the novels we get lost in during a lazy weekend. We all should know by now the power of storytelling in business. Vision’s vehicle is story.

Account Based Marketing 204

Account Based Marketing Video Marketing Storytelling Paid Search Agency 204

DiscoverOrg

SEPTEMBER 20, 2016

We’re also firm believers in smart cold calling, and our second module provides a template for crafting an authentic semi-personal voicemail message. To that end, our third challenge asks participants to consider their best accounts and create message maps to use in semi-personal email templates. Endurance required.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

DiscoverOrg

JULY 3, 2018

Or is the timing better now if we just go back to the main point of contact we had the first time around?”. All of those case studies and personalized emails you sent, and this lead didn’t even bother to show up for the demo. Are there other stakeholders at the company we should be engaging? Revive demo no-shows. Create Awareness Now.

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

DiscoverOrg

JANUARY 11, 2017

Everyone talks about their solution slightly differently – they offer contact data, verified data, sales intelligence , etc. There are a lot of sales and marketing data providers out there. What’s the difference between all of these terms? How We Get Sales Intelligence.

Video Marketing 120

Video Marketing Sample B2B Sales CMO 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. Both departures were contacts in senior level security roles, in this case Security Operations and Cyber Security. Management changes.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

DiscoverOrg

MARCH 31, 2016

Upgrades also have been made to the district’s student information, human resources, and finance systems and throughout the school system with roughly 5,000 teachers receiving refreshed or new personal computers. Some projects Serena and her team have been working on: Selecting mobile devices to support personalized learning initiatives.

Enterprise Management 120

Enterprise Management Work Management Budget Programs Eye-Tracking 120

DiscoverOrg

JUNE 29, 2017

A high performing account-based marketing strategy starts with accurate contact data. The pitfalls of bad data are numerous: inaccurate contact information, out-of-date job descriptions and titles, and mistaken organizational hierarchies. The crux of achieving better response rates with data is not just more data, but better data.

Response Rate 149

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

DiscoverOrg

JUNE 24, 2016

Add another 30 minutes if that person is under 40. Even if you have a prospect’s updated contact info and a direct line of communication (which, if you use DiscoverOrg’s mobile-optimized platform – you do!), In fact, three-quarters of U.S. smartphone owners spend two hours a day on their devices. Or what about a simple email?

Cross-Selling 136

Cross-Selling Mobile Marketing Correlation Forrester 136

DiscoverOrg

MARCH 20, 2019

The sales message, on the other hand, is meant for one person: It is the spoken word. It is the email for one person, designed to move that person from one place in his or her thinking to the next. By right execution , I mean the right amount of time is spent by the right person doing the right activities.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120

DiscoverOrg

FEBRUARY 1, 2019

Frank reached out to 15 people and simply asked, “Can you point me to the person who’s responsible for…” But he sent it to everybody except the person he wanted to talk to. In that chat session, the contact told him who he needed to reach out to.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

AUGUST 17, 2016

Not knowing who within the organization to target makes it impossible to get in front of the right person. Now that you have your foot in the door, look through the organization charts to identify your contact’s boss. Your original contact could be passionate about your solution, but they aren’t the sponsor.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

MARCH 27, 2017

From a top level, all three are similar in that a targeted and personalized approach is applied to achieving the specific objective of a particular line of business or department within an organization. Tier 1 – Each one gets deep research, a customized plan, personalized content, bespoke campaigns, and lots of one-to-one attention.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

APRIL 16, 2019

Depending on the industry, it can take anywhere from 6 to 18 months from the time you establish first contact to the time you close a deal. In other words, as you’re selling, you’re constantly making sure that your prospect is the right person, in the right department, at the right entity, to actually close the deal. A lot of it.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

DiscoverOrg

JANUARY 22, 2019

Some sales and marketing professionals excel in prospecting to companies of a certain size too – so ensuring that the right target account or inbound lead makes it to the appropriate person or team could make or break a deal. I fully appreciate that this seems counterintuitive.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

FEBRUARY 12, 2016

Whatever shell used is a personal preference and chosen to a) represent the seller’s values and b) attract the ideal customer, much like a target audience in sales. Crispy shell, soft shell, yellow-corn, blue-corn, white flour, buckwheat flour — there’s all sorts of shells that can be used to create a taco. If Acme Inc.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

MAY 10, 2019

When you’re recruiting, you may find a prospective candidate you really like, but that one person is not always going to be the silver bullet. From there, he adds, he uses the org chart to navigate a new company and zero in on new targets. He also uses it to hedge his bets.

Enterprise Management 120

Enterprise Management Work Management Marketing Prospects Startups 120

DiscoverOrg

MAY 7, 2019

We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? How many contacts, notes, and valuable pieces of information are in your CRM or Marketing Automation tool? (If You rely on it to pull lists, look up contacts, track opportunities, and more.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

AUGUST 23, 2018

There’s no one way of getting there, and there’s no linear way, either: Every single dial is a digit, and together they’re a unique way of reaching the other person (notice that one of the digits is a heart). Every “dial” is unique, because every person responds differently to every sales approach. Are you a kayaker? Francophile?

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

DiscoverOrg

FEBRUARY 6, 2019

Org charts may also include details like responsibilities, physical location, and direct contact information. The sales team might have a name to reach out to … but that person might not end up signing off the deal. You’re no longer that person saying, “Hey, I wanna sell you my product.”

Video Marketing 29

Video Marketing Cross-Selling Sales Cycle B2B Sales 29

DiscoverOrg

APRIL 27, 2017

According to Spamhaus, an unsolicited message is spam if “the recipient’s personal identity and context are irrelevant because the message is equally applicable to many other potential recipients.” When you export a list of 300 contacts, you can be confident that the number of bounces you have will be in the single digits. Be yourself.

CAN-SPAM 292

CAN-SPAM Deliverability Opt-out Opt-in 292

DiscoverOrg

AUGUST 23, 2018

There’s no one way of getting there, and there’s no linear way, either: Every single dial is a digit, and together they’re a unique way of reaching the other person (notice that one of the digits is a heart). Every “dial” is unique, because every person responds differently to every sales approach. Are you a kayaker? Francophile?

Social Media 120

Social Media Social Networks B2B Sales Linkedin 120

DiscoverOrg

JANUARY 20, 2017

These are appointments that are being set with prospects who have not raised their hand and said “I’d like to speak with a sales person.” If you’d like access to the complete Sales Development Benchmark Report, contact TOPO for more information on joining their Sales Development Practice. of contacts. of contacts.

Cold Calling 120

Cold Calling Paid Search Agency Companies Account Based Marketing 120

DiscoverOrg

JUNE 2, 2016

To reach those prospects, they need contact information: verified email addresses, at a minimum. When several site visits are required to get complete data on a prospect, proper segmentation is put on hold, and you run the risk of intentionally incorrect form fills from those who dislike providing their contact info.

SWOT 120

SWOT Enterprise Management High Quality Lead B2B 120

DiscoverOrg

MARCH 16, 2016

Did someone contact you about policies and procedures? What about a central point of contact? If the new person is moving from out of town/state, you have the opportunity to kick culture into high gear. These are things we take for granted but help a new person feel at ease. But, also, where do you park? What do you wear?

Ad Building 120

Ad Building Impressions Funnel Advertising Work Management 120