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

DiscoverOrg

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.

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The Coming Customer Data Tsunami: 3 Predictions for 2019

DiscoverOrg

As customers , we got used to the big-data treatment – fast. Highlights include a contracting tech stack, increased emphasis on customer experience , and renewed focus on preventing churn. We don’t have a crystal ball, but here’s what we’re expecting in 2019: Prediction #1: B2B will get serious about customer engagement data.

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Account-Based Customer Success: The Refrain Remains the Same

DiscoverOrg

Now I live in Customer Success, where our strategic accounts team is applying a “starter kit” version of ABE in our best accounts. We have identified a list of Customers where value has been captured and ROI is impressive, but where we also feel a more strategic level of relationship is waiting to happen.

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DiscoverOrg Certification: A Customer Love Story

DiscoverOrg

DiscoverOrg loves our customers. And our customers – like Alicia Young , Manager of Sales Development at Panoply – love DiscoverOrg. We want to build a personal relationship with our customers, helping them succeed beyond their use of DiscoverOrg. When a customer crushes their sales goals , we’re proud for them.

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Coaching Culture: Putting Down Roots

DiscoverOrg

At the start of the new year, I wrote about my team trying to turn the corner from “Account Management” to “Customer Success”. We use ExecVision to enable sales managers and peers to offer point-of-need feedback based on a scorecard that is customized to fit our specific needs. Coaching is absolutely clutch.

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An Inside Look Premiere: A True Story of Executing Account-Based Everything

DiscoverOrg

Join DiscoverOrg’s sales, marketing, and customer success teams as we step through the planning and execution of a true account-based everything strategy. Given that DiscoverOrg helps our own customers execute a true account-based approach, there’s a real purity to us going through those steps ourselves.

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Beyond the Chatbot: Tips and Tricks for Sales Enablement Chat

DiscoverOrg

As the Director of Customer Marketing here at DiscoverOrg, I’m always looking for ways to help our customers learn how to leverage new and different sales enablement tools into their workflow. Claire: Can you give me an example of a win from a customer who used chat well? This is now “sales enablement chat,” and it’s powerful.

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