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. Remember, if it’s not a fit to begin with, then don’t work it! Fit, intent, and engagement.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

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! Make sure that they know that.

B2B Sales 205

B2B Sales API Tips Conversion 205

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

NOVEMBER 14, 2018

Developing an ICO should be viewed as a strategic exercise that must involve sales, marketing, and leadership to develop and agree upon the definition and parameters of the characteristics feeding into that definition. How do you rally? DiscoverOrg has a tool that stack-ranks your best prospective accounts for you!

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

MAY 12, 2016

Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. 1) The Sales Development Playbook by Trish Bertuzzi. “As If, like Bertuzzi, you’ve ever struggled to get the attention of your prospective clients, then you’ll enjoy her insight on sales development. Check it out!

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

AUGUST 19, 2016

Since I didn’t know any better, I figured that I might as well build the recruiting engine in the same fashion that I built a marketing engine, and it turned out the approach worked. We used a variety of tactics – referral bonuses, LinkedIn InMail, and technology networking events, but you know what worked best? Cold calls.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

MARCH 27, 2017

Account-Based Sales Development. 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. This helps to avoid silos. Integrated systems help encourage aligned departments.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 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

JANUARY 24, 2017

Sure, we’re working existing Customer accounts. Instead, you have to partner with them, and this only happens if you develop account insights, listen to unique challenges, and solve problems. High-growth companies are twice as likely to have successful cold calling programs as well as a dedicated outbound prospecting team.

Account Based Marketing 120

Account Based Marketing Jigsaw Cold Calling Paid Search Agency 120

DiscoverOrg

APRIL 25, 2017

It should reduce time spent prospecting; offer sales development reps (SDRs) an opportunity for smart expansion into new markets; let sales reps identify the 3% of any industry’s target accounts that are active buyers … and a whole lot more. Triggers help sellers recognize these opportunities. Department org charts.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

MARCH 25, 2016

In a parent/teacher conference for my second-grade daughter, I learned that an important skill for a developing reader is the power to visualize, or the ability to have a running picture in your mind as you read along. See How an Org Chart Can Help You Avoid the Time Trap & Focus Your Efforts Sample our Org Charts!

Storytelling 120

Storytelling Fulfillment Sample Sales Cycle 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. This is the easy part; if everyone is a Chief Revenue Officer, your work will be easy.) Your executive team will gladly help you find answers! Who are the real advocates for your product?

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

APRIL 5, 2016

But the datasets that are being developed are only as good as the tools that deliver them. So I know Company A is where I should be spending my effort, but I don’t know how to message to them, if they use my competitors technology, or if they have upcoming initiatives that I can help with. HS: Of course.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

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. However, this doesn’t mean that tried and true Outbound marketing has gone to the wayside. Or does it? In terms of tradeshows, the same applies.

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

JANUARY 29, 2016

Chung recommends that leaders experiment strategically to determine what works best for their team, employing a balance between year-end incentives and quarterly, and even monthly and weekly, quotas and goals. A monetary-rewards based strategy may work well for a wide range of workers, but will it work for Millennials?

Work Management 120

Work Management Fulfillment Sample Positioning 120

DiscoverOrg

APRIL 16, 2019

You discover through corporate hierarchy data that the company is actually a subsidiary of another company where your former colleague works, and that colleague is more than happy to make an introduction. Corporate hierarchy helps you stay on top of this evolving landscape, and prioritize outreach to the entities you want to tackle first.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 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. This is the easy part; if everyone is a Chief Revenue Officer, your work will be easy.) Your executive team will gladly help you find answers! Who are the real advocates for your product?

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

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. At this point, they at least know your name, the company you work for and what you’re about. I want learn more.”

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

FEBRUARY 12, 2019

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. But it takes work. Why is certification helpful? DiscoverOrg loves our customers. It takes care.

Ideal Customer Profiles 29

Ideal Customer Profiles Enterprise Management Account Based Marketing 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. Trust that your teams will work hard and try to do the right thing. … Read on to see if anything sounds familiar.

Paid Search Agency 153

Paid Search Agency Companies Work Management Marketing Management 153

DiscoverOrg

FEBRUARY 6, 2019

Titles don’t really provide much information, so determining sphere of influence is the first place where org charts are incredibly helpful. What other teams might work with them, based on their job function. Starting at the top and work on getting top-down referrals is another area of focus. Who else is on their team.

Video Marketing 29

Video Marketing Cross-Selling Sales Cycle B2B Sales 29

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. Ask what’s working, what’s not, and identify the biggest opportunities for improvement. help uncover real pain points. This will 1.)

CMO 235

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

DiscoverOrg

JANUARY 20, 2017

These experiences have led me to the conclusion that it’s not just hard work that leads to remarkable results, but hard work directed at hard things. According to TOPO’s 2016 Sales Development Report, outbound SDR teams set an average of 18.2 appointments per month (or 4.2 appointments per week). Average 21.4 This, not that.

Cold Calling 120

Cold Calling Paid Search Agency Companies Account Based Marketing 120

DiscoverOrg

MAY 23, 2018

The required mindset is one of HELPING, not SELLING.” – Jill Rowley , Chief Growth Officer, Marketo (via Salesforce). These two departments must coordinate and work together in new ways. We tried giving warm MQLs to our Sales Development team. An event can be a smashing success if Sales and Marketing work together.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

MAY 7, 2019

We’re talking high bounce rates, irrelevant messaging, and time wasted calling wrong numbers or contacts who no longer work with the company. If your team of marketers or salespeople are working with bad data and constantly hitting dead ends, how long do you think they will continue to be excited about what they are doing?

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

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. Maybe once a week, maybe once every two weeks, when we really hunkered down and worked things out.

Sales Qualified Leads 168

Sales Qualified Leads Cold Calling Lead Scoring Lead Ranking 168

DiscoverOrg

JANUARY 6, 2017

Here’s how the math works out: if you add $10m of new sales when you’re a $10m company, you’re growing 100% a year; if you add the same amount in new sales when you’re a $50m company, you’re only growing 20% a year. Learning & Development: The Art to Our Science of Sales. New & Expanded Products for Our Customer’s Success.

Paid Search Agency 120

Paid Search Agency Full Circle Insights Training Top of Funnel 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. See the 6 degrees of separation theory.).

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

DiscoverOrg

MARCH 13, 2017

The sales function has changed with the rise of the sales development team, outbound prospecting, and new sales technologies emerging every day. Instead, focus on educating me, connect me to others with similar challenges, and help me demonstrate value to the CEO and the Board. Just because the technology is cool isn’t enough.

CMO 184

CMO Enterprise Management Work Management Marketing Management 184

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. Maybe once a week, maybe once every two weeks, when we really hunkered down and worked things out.

Sales Qualified Leads 120

Sales Qualified Leads Cold Calling Lead Scoring Lead Ranking 120

DiscoverOrg

NOVEMBER 29, 2016

There’s a lot that goes into having people work for you. Generally speaking, we do it in a very normal way: a phone interview, followed by an in-person interview with myself and our Business Development Manager during which we do a roleplay (always valuable), and sometimes I call their references (never feels like that’s very valuable).

Lead Ranking 120

Lead Ranking Lead Scoring Trigger Marketing Marketing Prospects 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. See the 6 degrees of separation theory.).

Social Media 120

Social Media Social Networks B2B Sales Linkedin 120

DiscoverOrg

APRIL 24, 2018

The plays that work for a scrappy team of 10 don’t necessarily work for 500 employees. We brought in a senior executive to help put the pieces together, from demo to close. The muscle memory for sales development and closing is very different. Henry : I like to see account execs working close with with SDRs.

Cold Calling 120

Cold Calling Thought Leadership Work Management Marketing Management 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. Sales Development: More Momentum, More Meetings. Once the meeting is set, high quality data keeps working for you. Bonus: your competitors are probably oblivious to its power.

SWOT 120

SWOT Enterprise Management High Quality Lead B2B 120

DiscoverOrg

DECEMBER 26, 2018

In this blog, our sales development rep with the 60% response rate (!!) To find out, we worked with sales author and trainer Jill Konrath , and Engagio CMO Heidi Bullock … and they don’t hold back. I know you’re working on …”. We’ll say it: You pretty much have to use cold email as part of your outbound strategy.

Intent Data 120

Intent Data CAN-SPAM CMO SME 120

DiscoverOrg

FEBRUARY 5, 2016

As seen in the Cloudera study, ABS works. Search functionality around keywords and technology stack are especially helpful. Being aware of developments at your prospect organization before the competition is essential in Account-Based Selling. Once each rep has a list of prospect companies, they’ll need to build a call list.

Tips 120

Tips Case Studies Case Study Keywords 120

DiscoverOrg

MAY 29, 2019

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. there are several questions you can ask to develop a better understanding of their business and how it operates: “How long is your sales cycle?”.

Marketing Automation Services 200

Marketing Automation Services Software Top of Funnel Tips 200