DiscoverOrg

APRIL 17, 2019

I’m just trying to understand who the vendors are. And they’re starting to differentiate between qualities and prices. Step 3: Vendor selection and elimination. Vendor selection is an important next step – and even more important is vendor elimination. The product demo. No one is coming on site.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 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

SEPTEMBER 26, 2018

How you differentiate. The big takeaway here is that we can’t just go straight to the product zone. No vomiting product! Attacking the incumbent vendor is not going to go over well. All too often, you’re probably reaching for all those battle cards you have in your arsenal, right? How your compare to a competitor.

Sales Cycle 159

Sales Cycle Validation Pricing Price 159

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? Once you’ve identified the “who,” if you have good data, the rest of the processes falls in place: Who is this customer, and what do they need to hear from me, the vendor? Data quality vs. quantity.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153