DiscoverOrg

JANUARY 31, 2019

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. Examine the context. Check your biases. Use available tools.

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

DiscoverOrg

MARCH 24, 2016

If you can also build a relationship with this person, they can be a serious resource and ally. Use sales intelligence triggers to explore current initiatives and leadership moves to start understanding and building a relationship with your prospect before the first touch-point. Focused on a customer-centric strategy.

Personalization 120

Personalization Cross-Selling Thought Leadership Sample 120

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 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 10, 2018

That makes it hard for good relationship-based salespeople (like you) to understand what their prospects’ objections really are. Finally, to handle objections strategically, Bryerton keeps the benefit to the customer at the heart of any response. From our CEO: The Psychological Reason Behind Why Prospects Object.

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

APRIL 25, 2017

Premature investments, failure to understand customers’ needs, and overly optimistic revenue projections are all common business missteps with disastrous consequences. You’d better plan on dialing a lot of wrong numbers, or looking out of touch and souring potential relationships. Remember the Sony Betamax ? Us either.).

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

FEBRUARY 12, 2016

The Shell: Holding the Prospecting Relationship Together. One side of the shell is the customer, the other is the salesman, and the bottom is what holds everything together. From the sales side, it’s important to know what kind of taco you are selling so that you go after the right kind of customer and understand your sales cycle.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

MAY 12, 2016

2) The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. Most salespeople would readily argue that the foundation of sales is relationship building. In addition to her book, you can also find her insights online on her blog.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

FEBRUARY 13, 2017

Anyone who’s ever been in a relationship can attest that showing too much interest too early is a surefire way to turn someone away. Our customers routinely send us thank you emails whenever a Trigger leads them to a meeting. It’s hard to know what someone’s thinking, especially when they don’t respond to all of your messages.

Email Marketing 136

Email Marketing Impressions Marketing & Strategy Deliverability 136

DiscoverOrg

FEBRUARY 12, 2019

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. We want all of our customers to get certified.

Ideal Customer Profiles 29

Ideal Customer Profiles Enterprise Management Account Based Marketing B2B Sales 29

DiscoverOrg

FEBRUARY 6, 2019

Accurate org charts are a goldmine for B2B sellers, because they display relationships between stakeholders, reporting structure, and job titles. But more frequently this happens on the retention side, when we’re growing with our customer. Wait – what are org charts?

Video Marketing 29

Video Marketing Cross-Selling Sales Cycle B2B Sales 29

DiscoverOrg

FEBRUARY 19, 2019

Meet with stakeholders to build relationships quickly. Engage with customers whenever possible. Taking initiative here will demonstrate real interest, establish real relationships with peers, and build the trust that forges a real team. Engage with customers as much as possible. KNOW YOUR PRODUCT.

CMO 235

CMO Lead Ranking Marketing Qualified Leads Peer-to-peer 235

DiscoverOrg

AUGUST 23, 2018

Social selling is when sales professionals use their social network to communicate with prospects and develop relationships to solve problems and achieve sales goals. Social selling taps into a preexisting network and builds on relationships that are already in place. Done right, relationships flourish. Know when to unplug.

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

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

AUGUST 23, 2018

Social selling is when sales professionals use their social network to communicate with prospects and develop relationships to solve problems and achieve sales goals. Social selling taps into a preexisting network and builds on relationships that are already in place. Done right, relationships flourish. Know when to unplug.

Social Media 120

Social Media Social Networks B2B Sales Linkedin 120

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

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. And despite the success of the database migration, as we entered 2017, that relationship was rocky.

Paid Search Agency 153

Paid Search Agency Companies Work Management Marketing Management 153

DiscoverOrg

NOVEMBER 4, 2016

Thus, personalized, custom messages using account-based tactics are vital. That’s why accurate intelligence on your prospects, for business or *ahem* pleasure, is key – it gives you insight into who’s currently the best match, how to actually get ahold of them, and some common interests as a starting point to the relationship.

Cold Calling 120

Cold Calling Sales Qualified Leads Marketing Proposals Top of Funnel 120

DiscoverOrg

SEPTEMBER 14, 2018

Our B2B customers expect personalization, and that means Account-Based Marketing (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. You’ll have to attend this sales session to find out.

Account Based Marketing 207

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

DiscoverOrg

SEPTEMBER 17, 2018

Our B2B customers expect personalization, and that means Account-Based Marketing (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. You’ll have to attend this sales session to find out.

Account Based Marketing 120

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

DiscoverOrg

MAY 7, 2019

Creating an Ideal Customer Profile. A data-based Ideal Customer Profile. Marketing and sales intelligence also shapes an accurate ideal customer profile – key piece of business development. For many companies, the Ideal Customer Profile (ICP) is anecdotal, or based on the opinion of the leader. Lead generation.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

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 15, 2016

However, over the past few years, I have conducted hundreds of pilots for current and prospective customers. It wasn’t until the Customer Success Manager at the new sales enablement tool’s company forced me on a call and showed me exactly how powerful the new tool was, that I became a believer. Not that I know of.

Buy 120

Buy Work Management Marketing Management Paid Search Agency 120

DiscoverOrg

AUGUST 24, 2017

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 brands fare better with customers when they use emotive rather than rational marketing messages. But even this is changing.

B2B 191

B2B Buyer Personas B2B Sales B2B Marketing 191

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

MAY 19, 2017

Historically, business relationships revolved more around golf-course deals and long-standing relationships: Good for incumbents, bad for newcomers. No matter how the digital world affects our work, business will always be about relationship building. Some of your best future customers may not be in your database today.

Top of Funnel 136

Top of Funnel Paid Search Agency Salesforce.com Digital Marketing Funnels 136

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. Disruptors Focus on Solving Customer Needs First, Then Growth. Buyers are taking notice.

Enterprise Management 159

Enterprise Management Work Management Startups Marketing Management 159