DiscoverOrg

JANUARY 8, 2019

I think, 3 years from now, it will be commonplace to talk to a company with 50 or 100 people driving sales through intent and activity data. That means who my reps talk to – all their activities, in fact – will all be driven by insights that come from the CRM and the tools layered in there. The sales use case.

Intent Data 149

Intent Data Intent Signal B2B Intent 149

DiscoverOrg

NOVEMBER 14, 2018

Developing an ICO should be viewed as a strategic exercise that must involve sales, marketing, and leadership to develop and agree upon the definition and parameters of the characteristics feeding into that definition. Shorten sales cycles by reducing time in the awareness stage of the buyer’s journey. How do you rally?

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

JUNE 24, 2016

As part of the sales and marketing engine, you put in serious effort to connect with your prospects. 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.

Cross-Selling 136

Cross-Selling Mobile Marketing Correlation Forrester 136

DiscoverOrg

NOVEMBER 6, 2017

But that doesn’t stop a lot of sales and marketing professionals from pursuing any and all hand-raisers, regardless how poorly suited they are. Before you select your target accounts, you need to identify the pool of accounts that marketing, sales, and sales development would potentially work on because they are a “fit” for your business.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

JUNE 9, 2017

unless you want to generate new leads and increase sales. Outbound campaigns are the key to growth in the B2B world , and every sales and marketing team has to leverage data to be successful. Clean out inactive contacts in your CRM and marketing automation tool. Great idea! Unfortunately, the answer is yes.

CAN-SPAM 217

CAN-SPAM Marketing Automation Services Deliverability Opt-out 217

DiscoverOrg

MAY 7, 2019

But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. A lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! This is data too. JUST KIDDING.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

FEBRUARY 9, 2017

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. Find out if the prospects currently in your CRM are actually a good fit. Now there is! DESCRIPTION.

Ideal Customer Profiles 120

Ideal Customer Profiles Account Based Marketing ABM Demand Generation 120

DiscoverOrg

AUGUST 17, 2016

The problem with this is that sales reps don’t set appointments with companies – they meet with the people who work for those companies. Take control of the sale and reach out. Enter the leads into your CRM and make sure add all relevant notes. Before a show, organizers will name drop companies who are going.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

AUGUST 15, 2016

So what do peaches and Netflix have to do with Sales Intelligence? I have some tips for running pilots and evaluating new technology that I hope will make it much easier on those evaluating sales intelligence tools. Establish Sales Enablement/Intelligence Metrics. Is there a universal standard for evaluating services?

Buy 120

Buy Work Management Marketing Management Paid Search Agency 120

DiscoverOrg

SEPTEMBER 14, 2018

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Get off the beaten trail.

Account Based Marketing 207

Account Based Marketing Top of Funnel First-Mover Advantage ABM 207

DiscoverOrg

JANUARY 6, 2017

Here’s how the math works out: if you add $10m of new sales when you’re a $10m company, you’re growing 100% a year; if you add the same amount in new sales when you’re a $50m company, you’re only growing 20% a year. We Invested In Accurate Sales Intelligence, For Us. So, we started 2016 off by building our new Sales Dataset.

Paid Search Agency 120

Paid Search Agency Full Circle Insights Training Top of Funnel 120

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. But the benefits don’t end there — they keep extending through the sales cycle. Sales Development: More Momentum, More Meetings. Sales: Close the Deal & Streamline Management.

SWOT 120

SWOT Enterprise Management High Quality Lead B2B 120

DiscoverOrg

SEPTEMBER 17, 2018

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Get off the beaten trail.

Account Based Marketing 120

Account Based Marketing Top of Funnel First-Mover Advantage ABM 120

DiscoverOrg

NOVEMBER 29, 2016

But by FAR, the single most important decision we make as sales leaders (or in any aspect of business), is HIRING. It gives me a wicked smart sales team. A Team that can understand our product with relative ease and articulate the value of that product to the smart VPs of Sales and Marketing and CEOs that we’re calling on.

Lead Ranking 120

Lead Ranking Lead Scoring Trigger Marketing Marketing Prospects 120

DiscoverOrg

FEBRUARY 1, 2017

Whether you’re in sales or marketing , you’ve probably spent a lot of time thinking about your email messaging. How that might sound for DiscoverOrg is: “Hi Jane – I’m sure as the VP of Sales at WidgetCorp using Salesforce.com, you have a constant struggle to get your reps to adopt Salesforce because of bad data in your CRM.

Response Rate 120

Response Rate Video Marketing Salesforce.com Marketing Prospects 120

DiscoverOrg

MARCH 7, 2019

As DiscoverOrg continues to make waves in the marketing and sales intelligence industry, two things become clear: Henry Schuck has a vision. The number of people investing in data to drive sales, marketing, recruiting, and operations is growing every day. In February 2019, DiscoverOrg acquired data provider ZoomInfo. The time is now.

Zoominfo 24

Zoominfo Acquisitions Enterprise Management Lead Scoring 24

DiscoverOrg

MAY 30, 2018

Sales and marketing event season just ended. 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!”. That’s frustrating. The availability of data is truly democratizing growth. It’s about being growthbound.

Ad Building 270

Ad Building Peer-to-peer Demand Generation Agencies Startups 270

DiscoverOrg

SEPTEMBER 12, 2018

Welcome to another Whiteboard Wednesday, hosted by Steve Waters , DiscoverOrg’s Director of Sales. I want to talk about how to improve morale on the team over time by enabling them with great data and helping sales leaders invest in their team’s success. Morale is the best indicator of retention on a sales team.

Video Marketing 189

Video Marketing Lead Scoring Lead Ranking Youtube 189