DiscoverOrg

JUNE 29, 2017

Simple changes can amplify how much the content resonates with different stakeholders within the account, and how likely others are to demand your solution. But before the account signs off on your expensive enterprise-level software, it also needs approval from the COO … whose priorities are different than the CIO.

Response Rate 149

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

DiscoverOrg

SEPTEMBER 26, 2018

Or worse, they fall off the table and we never got an idea of why they went in a different direction. The big takeaway here is that we can’t just go straight to the product zone. No vomiting product! That can mean several different things: Your price is too high relative to competitors that I’ve looked at.

Sales Cycle 159

Sales Cycle Validation Pricing Price 159

DiscoverOrg

JANUARY 22, 2019

All of these nuances require a different approach to your outreach – whether that be who you target or what you say. A difference of 100 isn’t that troublesome, but it begs the question: Who are these 658 people? Excelligence operates the companies Really Good Stuff (169 LI employees), Educational Products, Inc. (91),

Social Media 184

Social Media Contingency Planning Media Linkedin 184

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

APRIL 5, 2016

You should know what a CIO at a Pharmaceutical company cares about and which case studies to mention to him/her vs. the CIO of a Retail Company or a VP of Application Development at a Manufacturing company – they all have different priorities and needs and you need to be talking about all of those specifically.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

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

MARCH 20, 2019

Which prospect groups will willingly pay what you want to charge for your products and services? They’re different. 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.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120

DiscoverOrg

JANUARY 29, 2019

For example, you wouldn’t want to target a company using Oracle products if you’re in SAP consulting. Discover companies with a level of maturity that fits your product, and seriously boost win rate. In B2B sales and marketing, a company’s installed technologies – their tech stack – includes: Software products.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

JANUARY 31, 2019

Good sales data is no different (because, let’s face it, fact is fact). Read it: 8 Key Differences in Selling to Men and Women. It is possible to know you’re getting the right person, when they’re actually looking for your product or service. Read it: How to Time Your Sales Outreach with Opportunity Data. Examine the context.

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

DiscoverOrg

MARCH 3, 2017

After hastily picking my character, vehicle, and tires, I noticed that my friend was carefully cycling through different vehicle options. In our 2017 Growth Drivers Report we asked 200 Sales and Marketing professionals to rate their teams on a scale of 1-5 across 15 different attributes. Delivering product demos. Competence.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

FEBRUARY 10, 2017

is an analyst and consulting firm that specializes in sales productivity and sales performance improvement through the use of smart sales tools. We found that Marketing and sales organizations at high growth companies do three things very differently than their counterparts at low growth companies. Smart Selling Tools, Inc.,

Budget Programs 120

Budget Programs Customer Surveys Consulting Profiling 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. Why is this so important for B2B sales? Well, once you know how entities are interrelated, you can: Identify the strongest point of entry.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

DiscoverOrg

NOVEMBER 14, 2018

Increased closed-won deals – those entering the pipeline are more likely to have the budget, interest, and talent needed for your product to have value. It’s different for every business. Highly qualified prospects may already be using your competitor or looking for services like yours. How could you not be??)

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

FEBRUARY 1, 2019

Sometimes they look like a pretty young receptionist named Kim, sometimes they look like robots … but sometimes chat is a different animal altogether. And you’ve flipped the opportunity, so that the prospect can now ask you questions to further qualify your product as a valuable solution. We’ve all used chatbots.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

MARCH 29, 2018

The statute does treat different types of data differently; in several places, the regulation injects balancing tests and reasonableness standards into what otherwise appears to be a very onerous law. Th e ambitious scope has resulted in a broad and complicated statute that leaves many questions unanswered. Notice requirements.

Planning 198

Planning Opt-out Opt-in Peer-to-peer 198

DiscoverOrg

APRIL 25, 2017

A prospect’s title is helpful, but because titles have different meanings from one company to the next, it’s not much for a sales magician to go on. Examples of triggers are funding events such as venture capital funding or planned mergers; product launches; and employee movement like promotions or when people leave or join the company.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

MARCH 8, 2017

If you’re being sold 1,000 contacts, you might be given a 50 contact sample list of potential contacts to get a taste of product. High Spam Reports – Spam is an altogether different challenge. You can tell that they’ve clicked on calls to action within your email, but haven’t requested to talk about your products or services.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

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. We’re seeing sales roles divide up into specialized focus on different parts of the sales cycle. Step four: Group A is the place to start.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

MARCH 27, 2017

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. Q: There’s a lot of AB acronyms these days can you give a quick run down of the differences between ABE, ABM, and ABSD? Check it out!

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

MARCH 25, 2019

response rate compared to 0.12% for email – a 3566% difference! We ran a targeted campaign for Kelly Services, a Fortune 100 staffing firm, to drive interest in one of their product lines. Make sure that once you execute your campaign, your gift will be actually received. Your data needs to be rock solid and up to date!”.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

FEBRUARY 2, 2017

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. As we look ahead, the year 2017 won’t be much different as we plan to continue to grow these datasets even faster.

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 120

DiscoverOrg

NOVEMBER 6, 2017

The account-based way of approaching the market is fundamentally different than the lead-based approach. In other words, use the Fit + Intent + Engagement model to start operationalizing ABM. Below, I will describe some of the use cases for the model. ABM Success Is the Path to Efficient Growth.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

FEBRUARY 6, 2019

When we’re reaching out to an organization, we probably don’t know all the different buyers who will be influencing the decision regarding our sale. If our product serves more than one market, or has a potentially long sales cycle, we’re gonna have to sell into multiple groups within that organization. Not necessarily.

Video Marketing 29

Video Marketing Cross-Selling Sales Cycle B2B Sales 29

DiscoverOrg

MAY 30, 2017

I’m Justin Withers, Vice President of Product Management and Marketing at DiscoverOrg, here to describe the best way to create a value proposition that stands out – by addressing a real need. If you think about features, features are the aspects of a product that deliver the value. Welcome to Whiteboard Wednesday.

Lead Scoring 168

Lead Scoring Lead Ranking Video Marketing Work Management 168

DiscoverOrg

FEBRUARY 19, 2019

KNOW YOUR PRODUCT. Success as a new CMO depends on knowing your product really, really well. Lack of product knowledge can cripple your ability to market the real benefits – which may deviate from your company’s long-established talking points. Learn what pain points your product solves, use cases for your product.

CMO 235

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

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.”. Outgrowing our old technology.

Paid Search Agency 153

Paid Search Agency Companies Work Management Marketing Management 153

DiscoverOrg

MAY 23, 2018

Are they the right size to afford and take full advantage of your product? Sales leads” mean something different in every organization. It’s different for every organization, but whatever it is – both teams have to agree on a clear, quantifiable lead score threshold. Fit factors for lead scoring : Firmographic information.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

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

MARCH 13, 2017

It also means that our own sales team has had to learn how to sell to the marketer – a very different proposition than selling to other salespeople. I have 4,500 different technologies to choose from and 40 more show up every day. I have 4,500 different technologies to choose from and 40 more show up every day.

CMO 184

CMO Enterprise Management Work Management Marketing Management 184

DiscoverOrg

APRIL 24, 2018

That’s a whole different game.”. It is whole different game. What sales activities make the biggest difference? The muscle memory for sales development and closing is very different. Marketing serves a key role in instilling confidence in the product: case studies are a huge confidence booster. That’s crazy.

Cold Calling 120

Cold Calling Thought Leadership Work Management Marketing Management 120

DiscoverOrg

FEBRUARY 5, 2019

What do the highest-performing, fastest-growing companies consistently do differently than everyone else? But 2019 is going to be a little different for these hunters. Your product solves different things for different people at the company, Jake notes. What’s the secret? Lesson 1: Navigating the buying committee.

Enterprise Management 120

Enterprise Management B2B Sales Startups Work Management 120

DiscoverOrg

AUGUST 23, 2018

Instead of numbers, Madden gives the rotary phone, a symbol of old-school selling, icons of all the different ways we connect online. Every “dial” is unique, because every person responds differently to every sales approach. Don’t lead with your product.”. Madden uses an artistic metaphor he calls the “Social Phone.”

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

DiscoverOrg

AUGUST 15, 2016

It’s important to compare these metrics in your CRM before and after the evaluation to give you a clear picture of the added value the product can bring. . There is a difference between trialing a product you’ve already been “sold” on before you buy it, and running an evaluation of multiple products.

Buy 120

Buy Work Management Marketing Management Paid Search Agency 120

DiscoverOrg

AUGUST 7, 2018

Product reviews. So how is Intent data different from standard web-based tracking data? Companies “surging” on certain topics are strong indicators of purchase intent or interest in certain products or services. Other providers like The Big Willow , IDG , and TechTarget offer different variations of Intent data.

Intent Data 314

Intent Data Intent Lead Ranking Bombora 314

DiscoverOrg

MAY 7, 2019

When you are trying to make a sale or influence someone to consider your product or service, who do you want to reach? You’ll get different answers from different people across the team, because the idea of a “target buyer” is inconsistent, nebulous, and often based on hunches and feelings – not data.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

AUGUST 23, 2018

Instead of numbers, Madden gives the rotary phone, a symbol of old-school selling, icons of all the different ways we connect online. Every “dial” is unique, because every person responds differently to every sales approach. Don’t lead with your product.”. Madden uses an artistic metaphor he calls the “Social Phone.”

Social Media 120

Social Media Social Networks B2B Sales Linkedin 120

DiscoverOrg

MARCH 5, 2019

That made all the difference.”. Being specific about the solutions and relief that your product brings goes a long way toward alleviating the fear that drives early-stage executive spending in the first place! How did he do it? He found an inflection point: A new CIO came in at State Farm who was cloud-friendly.

Outreach 222

Outreach Work Management Case Studies Purchase Intent 222