DiscoverOrg

AUGUST 1, 2019

On our sales team, our Account Executives (AEs) focus on strictly net new, while Customer Success Managers (CSMs) focus on the customer and upsell and renewal opportunities. Next, segment your AE roles even more: Establish roles based on your lines of business, or however you classify accounts. Test our speed-to-lead!

Video Marketing 136

Video Marketing Ad Building Zoominfo Enterprise Management 136

DiscoverOrg

JANUARY 29, 2019

Start by looking on your competitors’ websites: They often prominently display the logos of their biggest customers. It’s one of the best ways to segment,” adds Battey. 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.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

JULY 29, 2016

2) an alternative to “buyer persona marketing,” whereby named accounts are micro-segmented with messaging that is hyper-specific to their needs. Many of our customers use our sales intelligence to achieve these results through ABM strategies. DiscoverOrg recently partnered with ListenLoop to improve our own ABM program.

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 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. As customers answer, they qualify themselves.

Response Rate 149

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

DiscoverOrg

NOVEMBER 9, 2016

Access to high-quality contact data, market trends, and emerging predictive analytics tools allow for rapid segmentation of high-quality accounts and prospects. Modern sales teams are now more data-driven than ever before. As sales science continues to evolve, what impacts will that have on the art of sales communications?

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

DiscoverOrg

JULY 22, 2016

Other marketers see ABM as an alternative to “buyer persona marketing,” whereby named accounts are micro-segmented with messaging that is hyper-specific to their needs. Currently, ABM has two definitions, the first being a way of marketing to existing clients for the purpose of cross-selling or expanding their presence within an account.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

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. Other lessons include straight talk about cold calling, funnel math, segmentation, and sales tech. 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

MARCH 25, 2019

Nothing captures a prospect’s attention or delights a customer more than a physical gift,” says Campaign Stars CEO Henry Bruckstein. Here’s another use case for location data that my team did, which generated a ton of well-qualified leads: We wanted to target the customers of our biggest competitor at the time for a displacement campaign.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 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. HS: With account-based marketing it is vital to hyper segment your accounts and your messaging. HS: Of course.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

DiscoverOrg

JANUARY 22, 2019

It is a crucial data point for many common sales and marketing activities: segmentation, lead routing, outbound outreach, territory planning, and more. Our customers occasionally point out the number of employees on LinkedIn as a comparison point to our data. Why is employee count important for sales?

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

MAY 12, 2016

From strategy and segmentation to recruiting and retention, and, finally, execution and leadership, Bertuzzi has the big picture in mind to help companies achieve big time growth and success. 2) The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

MARCH 27, 2017

Account-Based Customer Success. Account-Based Sales Development (ABSD) is a coordinated strategy that combines personalized, multi-channel, multi-threaded, outbound activities to create high-value opportunities in new and existing customers. 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

FEBRUARY 27, 2019

Remove customers who are no longer active or relevant on a weekly or monthly basis. Read on to learn more about how you can grow your database yourself: 7-Step DYI Data Segmentation for Account-Based Marketing. Don’t let your sales team waste precious time calling and emailing bad data.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 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

MAY 7, 2019

Creating an Ideal Customer Profile. Consistent, accurate data can be segmented to a level of detail that allows you to create a specific, personalized message – for prospects who can make purchase decisions. A data-based Ideal Customer Profile. Lead generation. Using the technology stack. Data quality and management.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

JUNE 2, 2016

Throughout the life of a lead, from Marketing to Sales Development to Sales to Customer Success, good data facilitates and maximizes growth. Compelling messaging is best produced using effective segmentation. Bonus: your competitors are probably oblivious to its power. Marketing: Better Leads, Higher ROI.

SWOT 120

SWOT Enterprise Management High Quality Lead B2B 120

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. A properly segmented database is like a sharpened axe; it increases the efficacy of your content exponentially. Keeping the Content Train On Time & On Track.

Customer Surveys 120

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

DiscoverOrg

FEBRUARY 1, 2017

You have a good product that does a dozen different things, dozen different features – you also have your company story to talk about, how fast you’ve grown, how many great customers you have, awards you’ve won. The worst thing you can do is cram all that into one message – less is more. This is a framework.

Response Rate 120

Response Rate Video Marketing Salesforce.com Marketing Prospects 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