DiscoverOrg

APRIL 20, 2017

However, an influx of deeper data offerings has a downstream effect on organizational health that is less understood. Emerging sales intelligence like this allows marketers to prioritize prospects and develop targeted, personalized programs and campaigns that get better response rates.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

AUGUST 19, 2016

In fact, conversion rates through the funnel were 5x better for software and support associates than they were for sales and marketing candidates, so we had to develop a funnel for each role – driving a certain number of candidates every week per position. Build a Multi-Channel Traffic Plan to Drive Inbound Candidates.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

NOVEMBER 6, 2017

From Peter K Herbert, VP of Marketing at Terminus , an Atlanta-based company helping sales and marketing teams execute ABM campaigns, comes this guest post, a simple, three-part model to operationalize ABM: Fit + Intent + Engagement. Sales and sales development insights for their hot accounts. Fit, intent, and engagement.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

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. Dave: Ideally, not at all.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

OCTOBER 10, 2018

I’m Monica Stewart from Skaled : A modern sales-consulting firm that helps increase the efficiency and effectiveness of sales organizations through the use of sales technology. At this point, we’re just keeping it about their needs, and how you’re going to help them. Hey, everyone!

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

FEBRUARY 19, 2016

There’s no doubt that today’s marketing landscape is lauding the growth of digital marketing in the realm of inbound channels such as social engagement programs, SEO, and content development. Almost all of the marketers surveyed found events to be effective means for generating leads. Or does it? But, there’s a “but” here.

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

APRIL 22, 2016

As a Sales Development Representative (SDR), the scenario above is a core facet of my job and it’s imperative that I find strategies to decrease the absenteeism rate for the meetings I set. Below are 11 tips that have helped our team of SDRs make and KEEP appointments. General Tips To Get Them to the Meeting: Help them.

Tips 120

Tips Cold Calling Work Management Sample 120

DiscoverOrg

AUGUST 14, 2018

Next, we’ll use our best individual contacts to build our key personas – just like we used our best accounts to help build our ICP. Your executive team will gladly help you find answers! These relationships can yield network effects and upsell opportunities that lead to greater revenue down the road.

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

AUGUST 14, 2018

Next, we’ll use our best individual contacts to build our key personas – just like we used our best accounts to help build our ICP. Your executive team will gladly help you find answers! These relationships can yield network effects and upsell opportunities that lead to greater revenue down the road.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

JANUARY 29, 2016

It’s a tactic that if navigated strategically can create a lot of motivation and reinforces the concept of ownership that is crucial for professional development. It’s pretty demotivating to be tasked with meeting quotas and reaching goals when you don’t have effective tools on hand to do so. Team Dynamic.

Work Management 120

Work Management Fulfillment Sample Positioning 120

DiscoverOrg

MAY 7, 2019

They will get burnt out on using crap data, in turn, not helping them realize their actual potential in setting quality meetings or generating qualified leads. Intelligence helps you weed through the names and target the decision maker, effectively shortening the sales process. Data quality vs. quantity.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

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. Build an effective, scalable organizational structure. Read on to see if anything sounds familiar. Time for DOrg 2.

Paid Search Agency 153

Paid Search Agency Companies Work Management Marketing Management 153

DiscoverOrg

FEBRUARY 19, 2019

In the first 30 days on the job, you’ll want to develop a three- or six-month plan that creates a vision for your team and identifies specific milestones to hit in 60, 90 and 120 days. help uncover real pain points. Read on to see how to settle in to your new role – fast! Establish a clear plan for quick wins and long-term goals.

CMO 235

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

DiscoverOrg

OCTOBER 31, 2018

I’m Chaz Knauft , Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team – and make sure your SDRs are efficient and effective while you do it. Welcome to another Whiteboard Wednesday! What is a “qualified lead”? Marketing must agree.

Sales Qualified Leads 168

Sales Qualified Leads Cold Calling Lead Scoring Lead Ranking 168

DiscoverOrg

JANUARY 20, 2017

According to TOPO’s 2016 Sales Development Report, outbound SDR teams set an average of 18.2 If you’d like access to the complete Sales Development Benchmark Report, contact TOPO for more information on joining their Sales Development Practice. appointments per month (or 4.2 appointments per week).

Cold Calling 120

Cold Calling Paid Search Agency Companies Account Based Marketing 120

DiscoverOrg

FEBRUARY 6, 2019

This seemingly simple chart is one of the most effective tools your sales team has. Titles don’t really provide much information, so determining sphere of influence is the first place where org charts are incredibly helpful. Account-Based Sales Development: 10 Steps to Global Success. Org-charting Your Next Sale.

Video Marketing 29

Video Marketing Cross-Selling Sales Cycle B2B Sales 29

DiscoverOrg

OCTOBER 31, 2018

I’m Chaz Knauft , Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team – and make sure your SDRs are efficient and effective while you do it. Welcome to another Whiteboard Wednesday! What is a “qualified lead”? Marketing must agree.

Sales Qualified Leads 120

Sales Qualified Leads Cold Calling Lead Scoring Lead Ranking 120

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. Direct mail is hot in B2B right now, for good reason: it can be extremely effective. Marketing: Better Leads, Higher ROI.

SWOT 120

SWOT Enterprise Management High Quality Lead B2B 120

DiscoverOrg

NOVEMBER 29, 2016

With that in mind, and after some trial and error along the way, here’s how I connected the hierarchy of needs to the goals of building a highly effective SDR Team. A wrong hire at any time has the potential to have act as a virus and negatively impact various functions resulting in a domino effect of downward spirals.

Lead Ranking 120

Lead Ranking Lead Scoring Trigger Marketing Marketing Prospects 120

DiscoverOrg

MAY 23, 2018

The required mindset is one of HELPING, not SELLING.” – Jill Rowley , Chief Growth Officer, Marketo (via Salesforce). We tried giving warm MQLs to our Sales Development team. Look at it like a business problem: Resources are being spent on something that is not effective. The buyer is in control.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

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. That helps, but what is more helpful is building a network of influencers and supporters inside the organization. Done right, relationships flourish.

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

DiscoverOrg

NOVEMBER 4, 2016

We’re convinced that prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads, sales, or fill open requisitions. Sure, these are fast and easy ways to reach out to a wide group of people, but they’re far from effective. Mistake #1: The Generic Introduction Message.

Cold Calling 120

Cold Calling Sales Qualified Leads Marketing Proposals Top of Funnel 120

DiscoverOrg

MAY 29, 2019

Effective salespeople are focused instead on solution sales : A thoughtful sales demo process that addresses issues specific to the customer. If the company is older and more sophisticated, I talk about how we can help upsells and cross-sells, or expansion and new verticals.”. Clearly there are things we can do to help.

Marketing Automation Services 200

Marketing Automation Services Software Top of Funnel Tips 200

DiscoverOrg

DECEMBER 26, 2018

And the BASHO email remains one of the most effective email prospecting methods. In this blog, our sales development rep with the 60% response rate (!!) Our more specific follow-up blog was a hit, too: Keep Calm and GDPR on: How Marketers Can Comply with GDPR. 8 Ways to Use BASHO Emails in Cold Email Outreach.

Intent Data 120

Intent Data CAN-SPAM CMO SME 120

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. That helps, but what is more helpful is building a network of influencers and supporters inside the organization. Done right, relationships flourish.

Social Media 120

Social Media Social Networks B2B Sales Linkedin 120

DiscoverOrg

FEBRUARY 5, 2016

Once reps have a list of accounts, they’re better equipped to formulate an effective message using relevant examples, case studies, and collateral that address a particular account’s needs and pain points. Search functionality around keywords and technology stack are especially helpful. As seen in the Cloudera study, ABS works.

Tips 120

Tips Case Studies Case Study Keywords 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!”. I spend time strategizing with at least one of them every week, helping them get their sales and marketing efforts off the ground. That’s frustrating.

Ad Building 270

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

DiscoverOrg

DECEMBER 15, 2016

Sales intelligence technologies, for example, will need to get better at helping customers identify the right leads across the right accounts while giving marketing greater visibility into those accounts and the ability to leverage those leads for improved content and campaign targeting.

Trends 120

Trends Work Management Marketing Management Paid Search Agency 120