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? Highly qualified prospects may already be using your competitor or looking for services like yours.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

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

APRIL 16, 2019

Uncover more enterprise opportunity for your product or service. Once you know all the components of an enterprise, you can identify where opportunity exists for your product or service. Account-Based Sales Development: 10 Steps to Global Success. Why is this so important for B2B sales? 5 Ways to Leverage Org Charts.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

DiscoverOrg

OCTOBER 10, 2018

They loved the product, everybody was super excited! They might have questions, they want to see the product. I know it can be really tempting to jump right into the product and show people what you know they want to see. PRO TIP : DON’T talk about your product yet. Welcome to another Whiteboard Wednesday! What happened?

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

AUGUST 14, 2018

Do they use technologies that complement your own products? Products & Services. What products or services interested them at the beginning? Who are the real advocates for your product? It’s also useful to look through and learn the first product or service that they purchased – their point of entry.

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

AUGUST 14, 2018

Do they use technologies that complement your own products? Products & Services. What products or services interested them at the beginning? Who are the real advocates for your product? It’s also useful to look through and learn the first product or service that they purchased – their point of entry.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

APRIL 5, 2016

But the datasets that are being developed are only as good as the tools that deliver them. I also know where our product is better than our competitors and I’m going to lean into that. That is why DiscoverOrg is beating the pack and has emerged as a best-of-class sales intelligence platform. HS: Of course.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

DiscoverOrg

JANUARY 31, 2019

If you heard your target account is investing in new cloud technology, but then the COO leaves the company along with several senior developers … it might be a good idea to double-check that tip you got. Sales development tools, lead prioritization engines, marketing automation systems, call recording and analysis tools … use them!

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

DiscoverOrg

FEBRUARY 13, 2019

Both Sales and Marketing need to be on the same page when developing the Ideal Customer Profile (ICP). Developing a targeted message at scale. Think about it this way: if your CEO tells you to look at product, are you going to say no? Seniority level. Industries. Employee count. Tech stack. NAICS code.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

DiscoverOrg

OCTOBER 27, 2016

For each account within Group A I did a white-space analysis to determine what products they should buy from us but haven’t along with any recurring revenue I should expect. Sales Development Reps (SDRs), Business Development Reps (BDRs), who focus on the front-end of the sales cycle are more and more common in sales organizations.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

APRIL 20, 2017

These are still great ways of predicting how an organization will perform, especially when entering a new market or rolling out a new product for feature. 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

OCTOBER 19, 2017

For example, I prioritize companies that spend time on my product pages more than those that visit high-level blog posts, because it’s a better signal of who may be evaluating my product. It helps marketers understand and act on behavior. Ideally, you want to focus on high-value activity. What does it take to be a high-growth company?

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

MARCH 27, 2017

Account-Based Sales Development. 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. You can follow him on twitter @brandon_lee_09 or connect with him on LinkedIn. Account-Based Marketing.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

JULY 10, 2018

Hit these 5 points when you get an objection – and add a little groove to your game , disarm your buyers, and have more productive sales conversations. Here are some common scenarios : PROSPECT: “I’m worried that your product is more software than we need, and -”. Your competitor’s product is half the price and has more -”. “I

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

SEPTEMBER 26, 2017

As a company, we’re always focused on growth – both for our customers and ourselves – and part of that focus has been the launch of a lot of new products and datasets over the past couple of years. Recently, we brought a new HR dataset to market.

Account Based Marketing 307

Account Based Marketing Ideal Customer Profiles Multi-Channel ABM 307

DiscoverOrg

FEBRUARY 2, 2017

Over time, however, we noticed an interesting development. As word of DiscoverOrg’s product began spreading, we started getting an increasing number of inquiries for organizational profiles on other departments like Marketing, Engineering and Development, Finance, and Human Resources.

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 120

DiscoverOrg

AUGUST 19, 2016

Applying just a few of the techniques learned as a marketer made our recruiting engine 10x more productive and successful – and we hit our goals a month ahead of schedule. Think about it – when we sell products, we are selling something that our clients will use, at most, 4-5 hours a day.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

NOVEMBER 6, 2017

Before you select your target accounts, you need to identify the pool of accounts that marketing, sales, and sales development would potentially work on because they are a “fit” for your business. Sales and sales development insights for their hot accounts. Identify Your Qualified Market. Want to learn more?

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

MAY 15, 2017

There are all kinds of critical levers that can be pulled to drive these results – better hiring and training, better technology, great data to make smarter decisions, new markets to explore, new products to launch, and investment in M&A, to name a few.

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

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. Sales intelligence includes a depth of information that is both accurate and predictive.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

FEBRUARY 9, 2017

But, to get it right, sales & marketing professionals must first understand the profile of their best and most valuable customers, develop an ideal customer profile (ICP), and use it as a pattern for identifying target prospects. The first step in an effective account-based strategy is target account selection. Competitor’s Customers.

Ideal Customer Profiles 120

Ideal Customer Profiles Account Based Marketing ABM Demand Generation 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. Don’t sell them on buying or adopting your product, sell them on the value of this individual meeting. It’s one meeting. Hook and book.

Tips 120

Tips Cold Calling Work Management Sample 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. As part of the sales and marketing engine, you put in serious effort to connect with your prospects.

Cross-Selling 136

Cross-Selling Mobile Marketing Correlation Forrester 136

DiscoverOrg

FEBRUARY 1, 2019

To understand chat, and how it is specifically used in sales enablement activities, I sat down with Billy Peterson, Account Development Manager at Tellwise, to explore use cases, best practices, and what demand-gen teams can expect from the channel to put them ahead of the competition. Putting pricing in a chat is also a no-no.

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. When a customer has a successful product launch, we’re excited for them. We’re more than just a data provider. We’re a data partner. When a customer crushes their sales goals , we’re proud for them.

Ideal Customer Profiles 29

Ideal Customer Profiles Enterprise Management Account Based Marketing B2B Sales 29

DiscoverOrg

MARCH 20, 2019

Which prospect groups will willingly pay what you want to charge for your products and services? Salespeople spend lots of time thinking about why their product is different … but here’s my experience: It doesn’t matter why you’re different. Willingly pay. Some buyers are just going to buy on price.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120

DiscoverOrg

DECEMBER 9, 2016

This post is a must read for organizations selling products/services made for those who work in IT. To help get you start on the right foot for 2017, we reviewed our blog posts from the past year to find those that stood out in their mission to put a spark in sales efforts. Below is our curated list of top posts from 2016: 1.)

Burn Rate 120

Burn Rate Budget Programs Deliverability Curation 120

DiscoverOrg

JULY 15, 2016

In fact, when we ask someone to invest in our product, we are asking them to embrace and champion change within their organization. I often like to say that my rational (logos) brain knows I need to get up and go running before heading to the office, but my emotional (pathos) brain really prefers to stay under the covers an extra 45 minutes.

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 120

DiscoverOrg

AUGUST 17, 2016

Call the decision maker and find out if the company is in the market for your product. . They don’t have access to the depth and breadth of knowledge you do. Take control of the sale and reach out. Problem #3: Ineffective or Minimal Follow-Up. Now the trade show is over. The work is still not done.

Trade Show 120

Trade Show ROI RFP Work Management 120

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. The small Product Development team that existed at that time earned us that success.”. adds Mossor.

Paid Search Agency 153

Paid Search Agency Companies Work Management Marketing Management 153

DiscoverOrg

FEBRUARY 19, 2019

KNOW YOUR PRODUCT. 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. Success as a new CMO depends on knowing your product really, really well. Engage with customers whenever possible.

CMO 235

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

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 it does increase the likelihood that the team has an internal conversation about your product. Not necessarily.

Video Marketing 29

Video Marketing Cross-Selling Sales Cycle B2B Sales 29

DiscoverOrg

MAY 29, 2019

Your SaaS product is new! It’s time to ditch the product demo. But ultimately, prospects are much more likely to stay engaged, keep moving through the funnel, and see the value in your product. Account Executive Carolyn Murray starts the demo by asking the prospect how much they already know about her company and their product.

Marketing Automation Services 200

Marketing Automation Services Software Top of Funnel Tips 200

DiscoverOrg

JANUARY 6, 2017

Our Sales Ops group also accelerated the team’s performance by implementing new sales productivity technology to setup campaigns and track performance. New & Expanded Products for Our Customer’s Success. Learning & Development: The Art to Our Science of Sales. So…How Did 2016 Turn Out?

Paid Search Agency 120

Paid Search Agency Full Circle Insights Training Top of Funnel 120

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. I have 4,500 different technologies to choose from and 40 more show up every day. Just because the technology is cool isn’t enough. Sell cross-functionally.

CMO 184

CMO Enterprise Management Work Management Marketing Management 184

DiscoverOrg

MAY 23, 2018

Are they the right size to afford and take full advantage of your product? We tried giving warm MQLs to our Sales Development team. Fit factors for lead scoring : Firmographic information. Industry, company size, location: Is the company in an industry that you’ve had success with before? Demographic information. Kill ‘em dead.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

SEPTEMBER 14, 2018

If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Is your product or service a good candidate for ABM ? You know GDPR slowed business development for a lot of outbound companies, right? Get off the beaten trail. Best Dreamforce sessions for Marketing.

Account Based Marketing 207

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