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. Products & Services.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

APRIL 20, 2017

These are still great ways of predicting how an organization will perform, especially when entering a new market or rolling out a new product for feature. 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.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

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. Start fresh on vacation with this curated list of new, diverse, must-read books – especially for salespeople who sell SaaS and other cloud-based products.

Top of Funnel 211

Top of Funnel Cold Calling B2B Sales Outreach 211

DiscoverOrg

OCTOBER 10, 2018

They loved the product, everybody was super excited! They might have questions, they want to see the product. I know it can be really tempting to jump right into the product and show people what you know they want to see. PRO TIP : DON’T talk about your product yet. Welcome to another Whiteboard Wednesday! What happened?

B2B Sales 205

B2B Sales API Tips Conversion 205

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. One thing that comes out of predictive analytics is “ideal customer profiling” and targeting narrowly to that customer profile.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 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. For example, let’s say your product automates workflows so operations are more productive and efficient.

Response Rate 149

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

DiscoverOrg

FEBRUARY 1, 2019

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. 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 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

FEBRUARY 12, 2016

In fact, this is just like the products and services that are pitched everyday — vastly diverse, of varying quality, and indicative of the seller’s (and buyer’s) brand identity and values. One side of the shell is the customer, the other is the salesman, and the bottom is what holds everything together. The filling of our taco,?

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

JUNE 21, 2017

We could spend all day telling you what DiscoverOrg actually does and how our customers use it – but we thought it would be more interesting to show you – with real people, in our funny new video showing off how sales intelligence is done. You can also rank companies based on your ideal customer profile – intern, get out!

Ideal Customer Profiles 250

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 250

DiscoverOrg

FEBRUARY 21, 2019

This means creating a vision and a plan, setting goals, building relationships, understanding your product, and implementing analytics so your marketing strategy is data-driven. Driving customer acquisition and sustained revenue growth requires strong follow-up (and follow-through). But what comes next is almost as important.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

SEPTEMBER 4, 2018

Reading Time: 8 minutes First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself? additional product and services. The Rule of Three. price discount.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

SEPTEMBER 2, 2016

At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. What a stupid realization given that we are solving this exact issue for 2,000+ customers. That means we need to help them create benchmarks for before and after our product.

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

OCTOBER 23, 2016

Even more telling than the growth of sales enablement tools is the fact that many of these products, currently residing in the technology ecosystem for either Sales or Marketing, have a use case for their counterpart. As a sales rep, forging relationships with both sales and marketing will help close opportunities.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

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 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 120

DiscoverOrg

JULY 10, 2018

Hit these 5 points when you get an objection – and add a little groove to your game , disarm your buyers, and have more productive sales conversations. Here are some common scenarios : PROSPECT: “I’m worried that your product is more software than we need, and -”. Your competitor’s product is half the price and has more -”.

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

FEBRUARY 13, 2019

Creating the Ideal Customer Profile. Both Sales and Marketing need to be on the same page when developing the Ideal Customer Profile (ICP). Determining the fit of a company – your Ideal Customer Profile – requires quite a few different data points. Read it: The Ideal Customer Profile: Why “Fit” Data is so Important.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

DiscoverOrg

OCTOBER 27, 2016

Step two: Add to that list, all companies that should be a customer but aren’t. Step three: Categorize the accounts into A-B-C groups based on their likelihood to buy (how well they fit our ideal customer profile). Or perhaps even set targets for product lines knowing the TAM for each product within a rep’s territory.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

DECEMBER 21, 2016

At DiscoverOrg, we are fortunate to sit on the front lines of advanced sales and marketing techniques because our product & market demands it. In fact, staying on top of the latest trends and thought leadership in the sales and marketing space not only benefits our internal teams but helps us support our customers.

Paid Search Agency 120

Paid Search Agency Thought Leadership Startups Marketing & Strategy 120

DiscoverOrg

OCTOBER 19, 2017

Fit refers to accounts that fit the Ideal Customer Profile (ICP) of who your company is trying to market and sell to. For example, I prioritize companies that spend time on my product pages more than those that visit high-level blog posts, because it’s a better signal of who may be evaluating my product. Best-fit accounts.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

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 120

Ideal Customer Profiles Account Based Marketing ABM Demand Generation 120

DiscoverOrg

SEPTEMBER 20, 2016

Teams focused in this area are tasked with the front-line communication required to open the eyes of prospects to the pain-point solving their product offers. Tailored Conviction & Authenticity: Make Them Believe Your Faith in the Product. Sales development is now the need-to-know skill set for growth and enterprise companies.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

DiscoverOrg

MARCH 3, 2017

Delivering product demos. Knowledge of products. Sales teams that were rated as “Weak” or “Very Weak” in prospecting skills, storytelling, tech savvy, and knowledge of products & buyers experienced lower than the median revenue growth. Weak Knowledge of Products and Buyers. Competence. Discipline. Experience.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 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. 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

MARCH 25, 2019

Nothing captures a prospect’s attention or delights a customer more than a physical gift,” says Campaign Stars CEO Henry Bruckstein. We ran a targeted campaign for Kelly Services, a Fortune 100 staffing firm, to drive interest in one of their product lines. So the customers of our competitor became our list of target accounts!

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

MARCH 8, 2017

If you’re being sold 1,000 contacts, you might be given a 50 contact sample list of potential contacts to get a taste of product. You can tell that they’ve clicked on calls to action within your email, but haven’t requested to talk about your products or services. In most cases, those are the cleanest contacts of the lot (by far).

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

DiscoverOrg

MAY 15, 2017

There are all kinds of critical levers that can be pulled to drive these results – better hiring and training, better technology, great data to make smarter decisions, new markets to explore, new products to launch, and investment in M&A, to name a few. Our mission at DiscoverOrg is to power our customers’ growth.

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

DiscoverOrg

NOVEMBER 9, 2016

Sean Kester VP Product Strategy, SalesLoft. 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

JUNE 13, 2019

You can also rank companies based on your ideal customer profile – intern, get out! Oh yeah,” the host says, “and you can get notifications anytime a company you follow looks for products like yours …”. “Show me anyone using advertising technology – and the platforms they’re on.”. Time for a personalized email !”

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 120

DiscoverOrg

JANUARY 31, 2019

It is possible to know you’re getting the right person, when they’re actually looking for your product or service. In the age of fake news, it’s worth the time to double-check what you know – and what you think you know – because truth and accuracy are always the best foundation for a customer relationship: Consider the source.

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

DiscoverOrg

SEPTEMBER 26, 2018

The big takeaway here is that we can’t just go straight to the product zone. No vomiting product! 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

MARCH 27, 2017

Account-Based Customer Success. Engagio combines all of these strategies into a strategy they call Account-Based Everything (ABE) , which serves as the driving principle behind both their product and how they operate as a company. Across a sample of Engagio customers, the median number of accounts per account owner is 50.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

MARCH 20, 2019

Which prospect groups will willingly pay what you want to charge for your products and services? Take a look at what’s out there and don’t necessarily replicate your current customers when you’re deciding on your strategy for targeting. Read it: How to Create an Ideal Customer Profile. Willingly pay.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120

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 136

Cross-Selling Mobile Marketing Correlation Forrester 136

DiscoverOrg

JULY 15, 2016

In fact, when we ask someone to invest in our product, we are asking them to embrace and champion change within their organization. Stay tuned… How Are DiscoverOrg's Customers Using Sales Intelligence to Increase Sales Effectiveness & Drive Revenue? Why a Rational Approach to Sales Isn’t Enough.

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 120

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 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

JULY 25, 2016

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. Sales is tough and ongoing sales development is a never ending process. Let’s say I have a Team of ten sales reps.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

APRIL 22, 2016

But I’ve also found that many of the strategies, which work specifically for a sales role, also translate over to customer success activities, external contractor management, and internal meetings (we all have those *special* team members who just can’t show up to meetings, much to the chagrin of their colleagues). It’s one meeting.

Tips 120

Tips Cold Calling Work Management Sample 120