DiscoverOrg

SEPTEMBER 4, 2018

So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself? To make customers feel good about the sale, throw in three freebies, in this order: additional support. As they negotiate, they want to feel like they won. The Rule of Three. Wernke likes to use the Rule of 3.

B2B Sales 287

B2B Sales Work Management B2B Marketing Management 287

DiscoverOrg

FEBRUARY 21, 2019

Driving customer acquisition and sustained revenue growth requires strong follow-up (and follow-through). A 2018 HubSpot survey reports that 73% of marketers feel generally or tightly aligned (up from 22% of companies reporting close alignment in 2017!). These ideas may come from customers, partners, or employees.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

APRIL 11, 2019

We assume you have an old copy of How to Win Friends and Influence People in your bookcase, and certainly Dale Carnegie’s book is a must-read for anyone in customer-facing roles. Yes, the author has actually built a $100 million business himself – a little company called Hubspot. What will it be? it’s not beach reading, and b.)

Top of Funnel 211

Top of Funnel Cold Calling B2B Sales Outreach 211

DiscoverOrg

SEPTEMBER 4, 2018

So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself? To make customers feel good about the sale, throw in three pieces of value, in this order: additional support. Hubspot details this sales closing technique with a few questions: Question 1: A scale of 1 – 10.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

JANUARY 29, 2019

Start by looking on your competitors’ websites: They often prominently display the logos of their biggest customers. Look for technologies that are common to most or all of these best customers. The Ideal Customer Profile (ICP) is especially valuable for startups,” adds Chang. DiscoverOrg customers can install our free 4.5-star

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

JUNE 9, 2017

But sometimes spam traps find their way onto the email list of a legitimate sender by way of bad day hygiene, and the consequences can be severe: Senders may find a significant drop in email deliverability, and entire domains may be blacklisted … preventing even operational or one-on-one correspondence with customers and prospects.

CAN-SPAM 217

CAN-SPAM Marketing Automation Services Deliverability Opt-out 217

DiscoverOrg

MAY 23, 2018

If it’s customer retention you’re looking for, well-aligned sales and marketing teams produce 36% higher customer retention rates and 38% higher sales win rates, according to MarketingProfs. We’re living in the age of the customer, no longer the age of the seller. Many companies have not caught up to this new reality.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257