DiscoverOrg

JULY 29, 2016

Based on our own lessons learned, we decided to create an Account-Based Marketing Playbook that identifies how to take a more targeted approach to the sales and marketing process – ultimately leading to faster growth. Many of our customers use our sales intelligence to achieve these results through ABM strategies.

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 120

DiscoverOrg

AUGUST 14, 2018

Discover your best account segments from within your current customer base. Who are your best customers? Most of the time, you don’t actually have to spend much time sorting out your Ideal Customer Profile (ICP) , because it already exists within your own customer data. Who are your happiest customers? Our advice?

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

APRIL 20, 2017

DiscoverOrg’s features let users define their ideal customer profile , find lookalike lists of prospects, and rank those prospects based on likelihood to buy today. Consumer trust and loyalty erode when segmentation is based on old data; for example, sending the wrong message to an existing customer. Risk avoidance from better data.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

OCTOBER 19, 2017

Our selection process was unsustainable. During the account selection process, sales reps spent too much time researching and in meetings wrestling for accounts, which took them off the front line and distracted them from selling. But we immediately felt we had some shortcomings with account-based marketing. Ready to get started?

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

NOVEMBER 6, 2017

If prospects don’t fit your Ideal Customer Profile, they shouldn’t become leads. If you’re having trouble converting leads – or getting leads at all – here’s your simple, three-step process to keep your eye on the ball. This process, whether you call it ABM or just plain great B2B marketing, leads to efficient growth.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

JULY 22, 2016

This partnership resulted in our Account-Based Marketing Playbook to identify how to take a more targeted approach to your sales process. Henry Schuck, DiscoverOrg CEO, and Rodrigo Fuentes CEO of ListenLoop. Sales Strategy Using Account-Based Marketing. All designed at getting an account-based marketing program started at your company.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

DiscoverOrg

MARCH 27, 2017

Account-Based Customer Success. Our interview with Brandon Redlinger, Engagio’s Director of Growth, simplifies the details of how to implement ABE from account-based metrics to processes and team alignment. Both are important to the growth of a B2B business, but they do very different things and require different processes and skills.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

OCTOBER 27, 2016

My manager liked the approach and asked me to present the process to the entire sales team. I presented a process that looked something like this: Step one: Create a list of all accounts in my territory that currently did business with us. Step two: Add to that list, all companies that should be a customer but aren’t.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

APRIL 12, 2017

The study was orchestrated by Intelemark, a leading B2B demand generation services provider with over 50 years of combined experience driving results through custom calling campaigns. Request a free sample of DiscoverOrg data tailored to your target customers. Setting up the A/B data test. 300% more meetings booked. Implications.

ROI 224

ROI Sample Demand Generation Agencies B2B Sales 224

DiscoverOrg

FEBRUARY 13, 2019

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Creating the Ideal Customer Profile. Both Sales and Marketing need to be on the same page when developing the Ideal Customer Profile (ICP).

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

DiscoverOrg

JULY 25, 2016

Sales is tough and ongoing sales development is a never ending process. In order for a company to succeed, it needs to have a well-developed, well-trained team — one that is able to authentically connect with customers and set more meetings, schedule more demos, and close with confidence. It’s a maturing process, really.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

JANUARY 22, 2019

I’ve been optimizing DiscoverOrg’s process for gathering firmographic data since 2016. Larger companies, typically, have more complex buying cycles, more sophisticated internal processes, and more specialization throughout their org. I’m going to let you in on a little secret: It’s not the best way. I would know.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

JULY 15, 2016

Unfortunately, the prevalence of technology and automation has all too often led us to dismiss the importance of the appeal to emotions in the sales process. Stay tuned… How Are DiscoverOrg's Customers Using Sales Intelligence to Increase Sales Effectiveness & Drive Revenue? Aristotle’s Rhetoric.

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 120

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. I humanize the process, I demonstrate the value, and I make it simple and logical.”

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

MARCH 3, 2017

Evaluating and hiring a winning Sales Team is not unlike the process of evaluating character attributes in a video game. Many organizations, administer cognitive aptitude tests to gauge incoming sales reps’ ability to quickly consume and process information as a barometer for their learning ability.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

DECEMBER 4, 2018

business processes. Maybe it’s people wasting time, things are not being processed correctly, or tracking audit trails and workflows. Savvy salesperson are those who can help Legal Ops tell the story to their customer – The General Counsel – in terms they understand. risk management. procurement management.

Bundling 136

Bundling Buyer Personas Work Management Efficiency 136

DiscoverOrg

FEBRUARY 12, 2016

One side of the shell is the customer, the other is the salesman, and the bottom is what holds everything together. 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. The Taco Sales Cycle.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

NOVEMBER 9, 2016

Beyond theory and structure, TiLT storytellers also learn to how to effectively share and probe, inviting customers to share their stories, while opening the door to empathy and mutual understanding. Till his pockets filled. Now he lives like a rockstar. Trust – The Crux of the Issue.

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

DiscoverOrg

JANUARY 31, 2019

Just as fact-checking sites have proliferated to help readers determine what’s accurate, there are even more technology tools to consolidate data and automate sales and marketing processes. Sales development tools, lead prioritization engines, marketing automation systems, call recording and analysis tools … use them! Examine the context.

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

DiscoverOrg

APRIL 5, 2016

What this means for DiscoverOrg customers is a 37% increase in the number of unique technologies available to filter and search by, and a 110% increase in unique links between searchable technologies and companies. What will it deliver to the sales process next to fuel sales? In what form will it be available to users? HS: Of course.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

DiscoverOrg

MARCH 31, 2016

Enhancing its IBM Maximo facilities management application to include mobility and integration across ARCC processes, GIS applications, SAP, OpenText and fleet management applications. DiscoverOrg customers gain access to deep biographical and project related information like this on their target accounts and prospects before the competition.

Enterprise Management 120

Enterprise Management Work Management Budget Programs Eye-Tracking 120

DiscoverOrg

FEBRUARY 27, 2019

The answers to the above questions will help guide you through the process of building your database. Services such as Neverbounce are good tools to help you with this process. Remove customers who are no longer active or relevant on a weekly or monthly basis. Or are you trying to reach your core established market?

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

JUNE 29, 2017

If you understand the pain points addressed by your solution, and you’ve created ideal customer profiles and segmented your buyer personas, you can tailor messaging and repurpose existing content. Let’s say you’re pursuing customers in the healthcare sector. Identify the personas of the customers you wish to qualify.

Response Rate 149

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

DiscoverOrg

AUGUST 10, 2016

“ A report written by Winning Consensus-Based Sales CEB cites “ buyers are 57% through the purchase process before sales professions even speak to them.” Cold-calling superstars make each prospect feel like their first call and speak to their prospective customer’s pain points.

Cold Calling 120

Cold Calling Tips Gartner Stats 120

DiscoverOrg

APRIL 25, 2017

Premature investments, failure to understand customers’ needs, and overly optimistic revenue projections are all common business missteps with disastrous consequences. What is the refresh process like? Sadly, all of these dramatic statements are false, but people love to repeat them anyway. Remember the Sony Betamax ? Us either.).

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

SEPTEMBER 5, 2018

There is a powerful idea that I’ve used, where I tried to cast the customer as the hero in the movie that I’m trying to show. That’s good to tell the numerical part of the story, but to cast the customer as hero, what I should be talking about is “How a life was changed by way of that 14x improvement.”

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

DiscoverOrg

SEPTEMBER 5, 2018

There is a powerful idea that I’ve used, where I tried to cast the customer as the hero in the movie that I’m trying to show. That’s good to tell the numerical part of the story, but to cast the customer as hero, what I should be talking about is how a life was changed by way of that 14x improvement, the human angle.

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 120

DiscoverOrg

OCTOBER 23, 2016

Speed the process up by connecting with C-suite professionals. Now a standard feature in the DiscoverOrg platform, DealPredict enables customers to enter criteria for their ideal prospects, which DealPredict’s algorithms then predictively rank target accounts and contacts by. Pitching to NoPos within a department is tough.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

SEPTEMBER 26, 2018

Walk your prospect through the process: “Here’s the unique ideas that we came up with. Look, you know, we have this fantastic customer success team here. That’s why our customer support team will train your team…” So that’s a just a quick example of how that might play out.

Sales Cycle 159

Sales Cycle Validation Pricing Price 159

DiscoverOrg

FEBRUARY 2, 2017

5000 list as we provided IT-only data to our customers well into 2015. It seems that the companies finding success in digital transformation have realized that manual QA processes conducted by humans are inefficient ways to test software. More Than Just Information Technology Contact Data. Why the big change?

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 120

DiscoverOrg

MAY 21, 2014

We, at DiscoverOrg, are particularly interested in these best practices since email marketing is such an essential aspect of our lead generation process. Without an understanding of these strategic methods for reaching your target audience, your lead generation efforts risk bypassing the inbox and heading straight towards their junk folders.

Deliverability 136

Deliverability Email Marketing Marketing Strategy Marketing & Strategy 136

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. SiriusDecisions points out that first 67% of a buyer’s decision-making process is completed online – in Marketing territory.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

AUGUST 7, 2018

The good news : Organizations that are able to collect and make sense of online data – namely, behavioral signals – can reach buyers much earlier in the process, guiding the decision-making process before a competitor even knows their prospect is interested. Get in front of buyers earlier in the buying process.

Intent Data 314

Intent Data Intent Lead Ranking Bombora 314

DiscoverOrg

MAY 7, 2019

It’s the genesis of thousands of downstream processes and millions of actions. Creating an Ideal Customer Profile. If your intel isn’t up to par, it will sabotage your processes and results – and you’re paying for it anyway. A data-based Ideal Customer Profile. There’s data, and then there’s data. Lead generation.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

MAY 29, 2019

It will save future customers time and money! Effective salespeople are focused instead on solution sales : A thoughtful sales demo process that addresses issues specific to the customer. Here’s an example: “To solve [problem], we’ve seen a lot of customers use [product feature] this way. Your SaaS product is new!

Marketing Automation Services 200

Marketing Automation Services Software Top of Funnel Tips 200

DiscoverOrg

MAY 30, 2017

This is an important principle to understand when you’re selling to a prospective buyer: They’re going to be evaluating a number of different providers in the process, and they’re going to be providing a number of different value stories. The story brings it all together … but it’s not just any story.

Lead Scoring 168

Lead Scoring Lead Ranking Video Marketing Work Management 168

DiscoverOrg

AUGUST 7, 2018

The good news : Organizations that are able to collect and make sense of online data – namely, behavioral signals – can reach buyers much earlier in the process, guiding the decision-making process before a competitor even knows their prospect is interested. Get in front of buyers earlier in the buying process.

Intent Data 120

Intent Data Intent Lead Ranking Bombora 120