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 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.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

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. If providers fail to comply with anti-spam practices, they risk having their own delivery service slowed or stopped completely. Even if the contacts seem verifiable at first, they may just be a false front.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

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

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.

B2B Sales 120

B2B Sales Work Management B2B Marketing 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

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

JANUARY 31, 2019

It is possible to know you’re getting the right person, when they’re actually looking for your product or service. And you can bet your competitors are taking every advantage of it. Examine the context.

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

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 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

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

MARCH 29, 2018

Is your processing of personal information related to the offering of goods or services to those data subjects in the EU? But if you are in B2B marketing only, we’re not sure it does, since you’re actually offering goods/services to the company, not the individual. your customers). Does GDPR apply to you?

Planning 198

Planning Opt-out Opt-in Peer-to-peer 198

DiscoverOrg

FEBRUARY 2, 2017

The proliferation of software-as-a-service (SaaS) and cloud computing created huge changes to the software market. 5000 list as we provided IT-only data to our customers well into 2015. The rapid growth of DiscoverOrg and our ability to continually service our clients afforded us the opportunity to grow in all directions.

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 120

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. The last thing we want, especially as a software, as a service solution, is to have this be shelf ware. ” “Well, great.

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

SEPTEMBER 5, 2018

” Instead, look at it as, “What if my prospect doesn’t get my product?” ” Or, “What if my prospect doesn’t get the benefit that my service provides?” 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.

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

DiscoverOrg

SEPTEMBER 5, 2018

” Instead, look at it as, “What if my prospect doesn’t get my product?” ” Or, “What if my prospect doesn’t get the benefit that my service provides?” 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.

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 120

DiscoverOrg

FEBRUARY 6, 2019

Now let’s piggyback off of the inbound piece to find multiple points of entry: For this next step, let’s look at who in the organization is gonna care about our product, and who our product serves. But more frequently this happens on the retention side, when we’re growing with our customer. Not necessarily.

Video Marketing 29

Video Marketing Cross-Selling Sales Cycle B2B Sales 29

DiscoverOrg

DECEMBER 11, 2018

Darrin Mossor , DiscoverOrg’s Software Development Manager, points to a few key areas we focused on, to grow in a way that produces an evolving, ever-better product for our customers: Build alignment with leadership. It needed a massive redesign to distribute it into multiple applications and micro-services. Time for DOrg 2.

Paid Search Agency 153

Paid Search Agency Companies Work Management Marketing Management 153

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

DiscoverOrg

APRIL 27, 2017

Spam refers to those impersonal solicitations for pharmaceuticals, weight loss products, or investment opportunities that all of us find in our inboxes, or more likely our spam folders. That’s why cold email lists are frowned upon at companies that offer shared IP email services. Opt-out method. They’re usually cheap.

CAN-SPAM 292

CAN-SPAM Deliverability Opt-out Opt-in 292

DiscoverOrg

SEPTEMBER 14, 2018

Our B2B customers expect personalization, and that means Account-Based Marketing (ABM). Is your product or service a good candidate for ABM ? At this session, Gartner is saying that they found NO correlation between customer satisfaction and business growth , when they studied the growth drivers of their own existing customers.

Account Based Marketing 207

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

DiscoverOrg

AUGUST 7, 2018

Product reviews. Meanwhile, according to a report by Forrester, 68% of B2B customers prefer to research independently online. Analyze and retain customers : Get real-time visibility into which customers are researching topics and solutions. This includes: Downloads of whitepapers, case studies, tech publications.

Intent Data 314

Intent Data Intent Lead Ranking Bombora 314

DiscoverOrg

AUGUST 15, 2016

When Netflix offers a month of free service, how many movies do I have to watch to prove it has value? Is there a universal standard for evaluating services? However, over the past few years, I have conducted hundreds of pilots for current and prospective customers. Not that I know of.

Buy 120

Buy Work Management Marketing Management Paid Search Agency 120

DiscoverOrg

MAY 7, 2019

Creating an Ideal Customer Profile. Churn” – or high employee turnover – is a part of life in the technology and services space. When you are trying to make a sale or influence someone to consider your product or service, who do you want to reach? A data-based Ideal Customer Profile. Lead generation.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

SEPTEMBER 17, 2018

Our B2B customers expect personalization, and that means Account-Based Marketing (ABM). Is your product or service a good candidate for ABM ? At this session, Gartner is saying that they found NO correlation between customer satisfaction and business growth , when they studied the growth drivers of their own existing customers.

Account Based Marketing 120

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

DiscoverOrg

MAY 8, 2018

Your would-be customer doesn’t agree. Intent data is difficult to obtain without using a third-party service. (Is DiscoverOrg’s Senior Customer Success Manager, Ricky Kalmbach, suggests using the 5×5 Method. The timing, everything, is perfect. The only problem? Time on page. Social media metrics.

Cold Calling 241

Cold Calling Work Management Marketing Management Marketing Automation Services 241

DiscoverOrg

AUGUST 7, 2018

Product reviews. Meanwhile, according to a report by Forrester, 68% of B2B customers prefer to research independently online. Analyze and retain customers : Get real-time visibility into which customers are researching topics and solutions. This includes: Downloads of whitepapers, case studies, tech publications.

Intent Data 120

Intent Data Intent Lead Ranking Bombora 120

DiscoverOrg

JUNE 1, 2015

By the time you have finished reading this, I truly believe that you will be on board with employing the short-and-sweet approach when trying to build relationships and connect your product & service with potential new customers. Shorter emails are associated with people higher up on the food chain.

SMS 120

SMS Amazon Sales Cycle Practices 120

DiscoverOrg

AUGUST 23, 2018

Kenny Madden and his artwork, titled “Money Never Sleeps” Meet DiscoverOrg’s master of natural social selling: Customer Success Manager (and Business Expressionism artist) Kenny Madden. For B2C and service-oriented sellers, it might be Facebook first. Don’t lead with your product.”. You do you.

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

DiscoverOrg

JUNE 15, 2016

Today, one well-written eBook is unlikely to be enough to walk a potential customer all the way from the moment of discovery to the finish line of a sale. Buying cycles for some products & services are long and take months from discovery to purchase. Keeping the Content Train On Time & On Track.

Customer Surveys 120

Customer Surveys Peer-to-peer Marketing Management Lead Ranking 120

DiscoverOrg

AUGUST 23, 2018

Kenny Madden and his artwork, titled “Money Never Sleeps” Meet DiscoverOrg’s master of natural social selling: Customer Success Manager (and Business Expressionism artist) Kenny Madden. For B2C and service-oriented sellers, it might be Facebook first. Don’t lead with your product.”. You do you.

Social Media 120

Social Media Social Networks B2B Sales Linkedin 120

DiscoverOrg

DECEMBER 26, 2018

As we try to fill in the blanks for our customers and prospects, and offer up our own hard-won lessons learned to our community – a few gems stood out. This popular blog explores the real pain points of the CMO and the marketing department, where they research products, and how they actually want to be sold to.

Intent Data 120

Intent Data CAN-SPAM CMO SME 120

DiscoverOrg

NOVEMBER 4, 2016

Thus, personalized, custom messages using account-based tactics are vital. Even if your product or service is an award-winning incredible miracle cure, the simple truth is that people are more interested in themselves than they are in you. Getting a response to an introduction like that is almost impossible.

Cold Calling 120

Cold Calling Sales Qualified Leads Marketing Proposals Top of Funnel 120

DiscoverOrg

MAY 30, 2018

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!”. One-third of DiscoverOrg’s customers have fewer than 50 employees, and many are in startup growth mode. Let’s assume you have just 10 customers.

Ad Building 270

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

DiscoverOrg

AUGUST 24, 2017

Each acronym provides the building block at a company’s inception to describe their mission statement, target market, and product. B2B, on the other hand, is generally dictated by a misguided understanding of prospective customers. For clarity’s sake, both B2B and B2C are influenced by customers, but that’s not the point.

B2B 191

B2B Buyer Personas B2B Sales B2B Marketing 191

DiscoverOrg

MAY 11, 2017

Not long ago, large enterprises—with deeply entrenched incumbent business relationships, rolodexes, and enormous advertising budgets—wined, dined, and golfed with their customers more than any small business could ever afford or imagine. It’s not about one product or delivery method. Buyers are taking notice.

Enterprise Management 159

Enterprise Management Work Management Startups Marketing Management 159