CRM and Product - B2B Marketing Zone

How to Create an Ideal Customer Profile (ICP) to Target the Right Customers

DiscoverOrg

NOVEMBER 14, 2018

The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects – but how do you create an accurate ICP in the first place? It takes time, money, and people to attract, convert, and delight new customers. What is an Ideal Customer Profile? Step 2: Identify your best customers.

Ideal Customer Profiles

Ideal Customer Profiles Profiling Allocation Lead Scoring

How to Use the Tech Stack to Displace Competitors

DiscoverOrg

JANUARY 29, 2019

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. In B2B sales and marketing, a company’s installed technologies – their tech stack – includes: Software products.

Ideal Customer Profiles

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management

Blast Off of the Sales Tech Stack: An Interview with Holger Schulze

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

Marketing Automation Services Blast Campaigns Work Management Marketing Management

Webinars

Sales & Marketing Alignment: How to Synergize for Success

How to Leverage Behavioral Science Insights for Direct Mail Success

MORE WEBINARS

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg

FEBRUARY 13, 2019

Sales uses a CRM … but the marketing automation system might not integrate. Creating the Ideal Customer Profile. Both Sales and Marketing need to be on the same page when developing the Ideal Customer Profile (ICP). Read it: The Ideal Customer Profile: Why “Fit” Data is so Important. Sales has others. NAICS code.

Ideal Customer Profiles

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management

Beyond the Chatbot: Tips and Tricks for Sales Enablement Chat

DiscoverOrg

FEBRUARY 1, 2019

But when newcomers like Tellwise tie chat to email, a dialer, presentation capabilities, analytics, and AI – plus integration with the CRM – well, “chatbot” doesn’t really cover it anymore. And you’ve flipped the opportunity, so that the prospect can now ask you questions to further qualify your product as a valuable solution.

Tips

Tips Outreach Sales Qualified Leads Click Rate

Are You Mobile-Responsive or Mobile-Complacent?

DiscoverOrg

JUNE 24, 2016

You learn product features inside and out, pore over CRM notes, do research, makes calls, crank out emails, develop relationships, make more calls, write more emails…what we’re saying is, selling isn’t easy. But time is something your customers have less and less of. More importantly, it takes time.

Cross-Selling

Cross-Selling Mobile Marketing Correlation Forrester

Introducing AccountView by DiscoverOrg

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

Ideal Customer Profiles Account Based Marketing ABM SIC

How to Operationalize Account-Based Marketing

DiscoverOrg

NOVEMBER 6, 2017

If prospects don’t fit your Ideal Customer Profile, they shouldn’t become leads. You need to know whether you have 20,000 accounts that are really a good fit to your ideal customer profile (ICP), or only 1,000. You already know this. Learn about DiscoverOrg’s predictive scoring model – and predictive buying Triggers.).

Account Based Marketing

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg

MAY 7, 2019

Creating an Ideal Customer Profile. How many contacts, notes, and valuable pieces of information are in your CRM or Marketing Automation tool? (If If you’re not sure, just check your bill: Most CRM companies charge by the record.). A data-based Ideal Customer Profile. Lead generation. Using the technology stack.

Ideal Customer Profiles

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management

The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016

DiscoverOrg

JANUARY 6, 2017

DiscoverOrg has already achieved a 49% compound annual growth rate over the past 5 years, and with an ever-growing customer and revenue base, the law of large numbers makes it that much harder to actually accelerate growth. New & Expanded Products for Our Customer’s Success. They want faster growth ?

Paid Search Agency

Paid Search Agency Full Circle Insights Training Top of Funnel

Peaches, Netflix, and Sales Intelligence – Try Before You Buy

DiscoverOrg

AUGUST 15, 2016

However, over the past few years, I have conducted hundreds of pilots for current and prospective customers. Track metrics such as the number of connected outbound calls, average talk time, appointments set, bounced emails, number of direct dials in your CRM. Is there a universal standard for evaluating services? Not that I know of.

Buy

Buy Work Management Marketing Management Paid Search Agency

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

DiscoverOrg

SEPTEMBER 14, 2018

Our B2B customers expect personalization, and that means Account-Based Marketing (ABM). Is your product or service a good candidate for ABM ? To see results from your account-based strategy, you need three things: strategy, marketing automation, and a CRM to track it all. (We Have a relatively small target market.

Account Based Marketing

Account Based Marketing Top of Funnel First-Mover Advantage ABM

The Most Untapped Leverage Point For B2B Growth

DiscoverOrg

JUNE 2, 2016

Throughout the life of a lead, from Marketing to Sales Development to Sales to Customer Success, good data facilitates and maximizes growth. One more benefit: accurate and valuable data integrated into your workflow will drive CRM adoption by the sales team. Bonus: your competitors are probably oblivious to its power.

SWOT

SWOT Enterprise Management High Quality Lead B2B

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

DiscoverOrg

SEPTEMBER 17, 2018

Our B2B customers expect personalization, and that means Account-Based Marketing (ABM). Is your product or service a good candidate for ABM ? To see results from your account-based strategy, you need three things: strategy, marketing automation, and a CRM to track it all. (We Have a relatively small target market.

Account Based Marketing

Account Based Marketing Top of Funnel First-Mover Advantage ABM

[VIDEO] How to Get 30% Response Rates with Prospecting Emails

DiscoverOrg

FEBRUARY 1, 2017

You have a good product that does a dozen different things, dozen different features – you also have your company story to talk about, how fast you’ve grown, how many great customers you have, awards you’ve won. The takeaway is pretty clear when it comes to writing: less is more.

Response Rate

Response Rate Video Marketing Salesforce.com Marketing Prospects

Can’t Stop, Won’t Stop: DiscoverOrg’s Acquisition of ZoomInfo

DiscoverOrg

MARCH 7, 2019

It’s not the market, it’s not the customers – it’s just us. A lot of our products we knew would really take off once we added significantly more breadth. Our customers want more breadth. We think one of the ways to keep customers engaged is to have that breadth of information. ZoomInfo gave us that advantage.

Zoominfo

Zoominfo Acquisitions Enterprise Management Lead Scoring

The Startup’s 4-step Guide to Building Strong Sales Pipeline

DiscoverOrg

MAY 30, 2018

But I’m doing the job of demand generation, AND customer marketing, AND product marketing, AND the sales development team … with a bare minimum of tools to make that all happen!”. One-third of DiscoverOrg’s customers have fewer than 50 employees, and many are in startup growth mode. Let’s assume you have just 10 customers.

Ad Building

Ad Building Peer-to-peer Demand Generation Agencies Startups

B2B Marketing Zone

DiscoverOrg

How to Create an Ideal Customer Profile (ICP) to Target the Right Customers

How to Use the Tech Stack to Displace Competitors

Webinars

Trending Sources

Blast Off of the Sales Tech Stack: An Interview with Holger Schulze

Webinars

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

Beyond the Chatbot: Tips and Tricks for Sales Enablement Chat

Are You Mobile-Responsive or Mobile-Complacent?

Introducing AccountView by DiscoverOrg

How to Operationalize Account-Based Marketing

Sales Intelligence: What to Expect When You’re Prospecting

The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016

Peaches, Netflix, and Sales Intelligence – Try Before You Buy

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

The Most Untapped Leverage Point For B2B Growth

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

[VIDEO] How to Get 30% Response Rates with Prospecting Emails

Can’t Stop, Won’t Stop: DiscoverOrg’s Acquisition of ZoomInfo

The Startup’s 4-step Guide to Building Strong Sales Pipeline

Stay Connected