DiscoverOrg

FEBRUARY 9, 2017

The first step in an effective account-based strategy is target account selection. The foundation of an effective account-based strategy is great data. Want to Effectively Scale Your ABM program? Jumpstart Account-Based Everything & Identify Target Prospects That Look Just Like Your Best Customers. Conclusion.

Ideal Customer Profiles 120

Ideal Customer Profiles Account Based Marketing ABM Demand Generation 120

DiscoverOrg

SEPTEMBER 4, 2018

The “yes” can be a response to any question, but it’s especially effective if it highlights the prospect’s pain, and align that with value of product. They’re psychologically getting used to saying the word yes, and they’ll be more likely to continue saying it. Get some easy yeses out of the way early on, and pave the way to the end.”.

B2B Sales 287

B2B Sales Work Management B2B Marketing Management 287

DiscoverOrg

FEBRUARY 12, 2016

Fortunately for the modern B2B marketer, there’s a more effective method to understand your prospects and what current pain points you can solve. Knowing when it’s the right time to pitch your product not only helps make your sales process more effective but also makes the buying process much easier for the prospect. Get Free Data.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

JUNE 29, 2017

Market intelligence data allows businesses to make ABM plays that are effective and specific. When your data reveals details and context about stakeholders in your target accounts, you can target them more effectively, identify more cross-selling opportunities, and improve response rates. Laterally, within a known account.

Response Rate 149

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

DiscoverOrg

FEBRUARY 13, 2019

Messaging is most effective when you are granular about segmentation and can write copy that is hyper-targeted. That’s just one example of how you can use multiple data points to launch more effective marketing campaigns. What are some ways you use multiple data points to launch more effective marketing campaigns?

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

DiscoverOrg

SEPTEMBER 2, 2016

Effectiveness vs. Efficiency. We talk about EFFECTIVENESS. But you can’t maximize your gains if the data you’re calling on is not EFFECTIVE. That’s right – everyone is dealing with this problem. Quit talking about Efficiency – it’s lame. It’s just played out.

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

SEPTEMBER 20, 2016

Success depends on their ability to communicate effectively with a variety of decision makers. Teams focused in this area are tasked with the front-line communication required to open the eyes of prospects to the pain-point solving their product offers. Moreover, 72% of SDR teams are moving to an account-based approach of targeting prospects.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

DiscoverOrg

OCTOBER 24, 2017

When used effectively, sales intelligence dramatically enhances the power of the rest of your sales and marketing tech stack – accelerating your pipeline and revenue growth, not just by virtue of the data it delivers but because it makes all of our other tools and programs that much more effective.

Account Based Marketing 149

Account Based Marketing Enterprise Management List Brokers Marketing Automation Services 149

DiscoverOrg

APRIL 20, 2017

However, an influx of deeper data offerings has a downstream effect on organizational health that is less understood. A final marketing boon from the promise of better data: Leadership responds well to these kinds of downstream effects. These new benchmarks speak to forward-thinking goals leadership is more likely to support.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

APRIL 12, 2017

In Account-Based Sales Development (ABSD), data quality is critical for scaling effectively. But unlike the perfect temperature of a steak, which is a matter of taste, data accuracy can be quantified objectively. At DiscoverOrg, we mean it, and we stand behind it like no other provider can: We contractually guarantee 95% accuracy of our data.

ROI 224

ROI Sample Demand Generation Agencies B2B Sales 224

DiscoverOrg

JANUARY 29, 2019

How effective is targeting the tech stack? ’ It’s a really effective way to bubble up companies using specific technologies that work especially well with DiscoverOrg, and redouble our effort towards those accounts – instead of trying to cover all of the ground evenly.”

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

MARCH 25, 2019

The marketing world got a reality-check on May 25, 2018, when the European Union’s GDPR (General Data Protection Regulation) went into effect. What is GDPR’s effect on marketing? The United States has no GDPR equivalent, with the exception of the California Data Privacy Act , which goes into effect January 1, 2020.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

FEBRUARY 19, 2016

To make ABM work effectively, a complete understanding of who those stakeholders are, what their pain points are, and how to effectively reach them is key. Almost all of the marketers surveyed found events to be effective means for generating leads. But, there’s a “but” here. This involves research, lots of it.

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

AUGUST 19, 2016

There are a variety of explanations: lack of training on how to effectively cold call, lack of wanting to sound “pushy”, or simply lack of access to direct phone numbers. In fact, it has been documented by SocialTalent in their 2016 Global Recruiting Survey that candidates are 25% MORE likely to respond to a phone call than a LinkedIn InMail.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

APRIL 22, 2016

Check out some of our popular posts on sales effectiveness: 6 Things Silently Killing Your SDR Function. In the words of Chris Murray , “Executing the solution means gaining customer commitment and delivering on your promises.”. Looking for more tips to make your SDR function and sales efforts return results?

Tips 120

Tips Cold Calling Work Management Sample 120

DiscoverOrg

FEBRUARY 27, 2019

This is a good option if you have lots of data available to you, and it is the most cost-effective (especially if you’re a small business and have more time than money). While this is another great cost-effective way to build your list, it requires an upfront investment in time as well. So why not use this option all the time?

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

JULY 25, 2016

Where do you look for inspiration and instructional methodology on how to be more effective for teaching & mentoring your teams to be successful? Dave: I try to look in non-obvious places. To me, it’s really fun to find patterns that apply from other walks of life.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

SEPTEMBER 4, 2018

The ‘yes’ can be a response to any question, but it’s especially effective if it highlights the prospect’s pain and aligns with product value. They’re psychologically getting used to saying the word yes, and they’ll be more likely to continue saying it. Get some easy yeses out of the way early on, and pave the way to the end.”.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

FEBRUARY 13, 2017

It’s no secret that shorter emails are read more often and are more effective at getting the attention of the reader. Effective email cadences are both art and science – and knowing the right frequency to send your personalized and just-the-right-length messages is a difference maker. No One Likes a Pushy McPusherson.

Email Marketing 136

Email Marketing Impressions Marketing & Strategy Deliverability 136

DiscoverOrg

OCTOBER 19, 2017

The effectiveness of this data-driven, “flipped funnel” approach has been proven many times over, but many professionals struggle with this transition. How much more effective would your campaigns be if you were triggering the right message at the right time to the right account? This one is the most exciting to me!

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

MAY 6, 2016

Instead of reading a two-page description of what the most effective strategies are, I want you to watch a short, 45-minute webinar that shows successful trade show strategy, messaging, cadence, and methods that increase conversions. This is equally as important as the post-show follow-up.

Trade Show 136

Trade Show Webinar Metrics Marketing & Strategy Broadcasting 136

DiscoverOrg

MAY 6, 2016

Instead of reading a two-page description of what the most effective strategies are, I want you to watch a short, 45-minute webinar that shows successful trade show strategy, messaging, cadence, and methods that increase conversions. This is equally as important as the post-show follow-up.

Trade Show 120

Trade Show Webinar Metrics Marketing & Strategy Broadcasting 120

DiscoverOrg

JANUARY 11, 2017

Verified and practical sales intelligence allows you to sell and market more effectively than any of your competitors. Since most B2B buying decisions involve 6 people, even better that I can immediately see who the 6 key stakeholders are in my process, what their background is, and how to interact with them directly. In sum, data just is.

Video Marketing 120

Video Marketing Sample B2B Sales CMO 120

DiscoverOrg

JULY 29, 2016

It provides the reader with a step-by-step process to obtain buy-in from the key roles within your organization, identify the best customers to target with this strategy, scale the program, message effectively, and to measure results – all designed to get an account-based marketing program off the ground.

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 120

DiscoverOrg

JULY 15, 2016

Stay tuned… How Are DiscoverOrg's Customers Using Sales Intelligence to Increase Sales Effectiveness & Drive Revenue? Ready to direct the rider, motivate the elephant, and shape the path? Check Out Our Case Studies!

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 120

DiscoverOrg

NOVEMBER 14, 2018

Help sales and marketers understand what a good ICP can do for them: Increase effectiveness from focusing the efforts of your teams on repeatable and scalable strategies that reach and nurture the right prospects with the right message. How do you rally? Shorten sales cycles by reducing time in the awareness stage of the buyer’s journey.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

JULY 10, 2018

If you’re dealing with an objection, congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly where you want to be. A study from Gong.io

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

APRIL 14, 2017

You need good clean, verified data, and actionable insights that help you score, rank and prioritize accounts and contacts for follow-up – especially for an effective account-based marketing (ABM) strategy. How do you know who to engage first?

Cost 208

Cost Lead Ranking Buy Ad Building 208

DiscoverOrg

OCTOBER 23, 2016

Doing that, rather than spending time on the deflated tires of cold-calling or cold-emailing, is a driving force behind the effectiveness (aka ROI) of prospecting efforts. This level of strategy and personalization is key to an account-based approach. Predict the Race Before It Begins with OppAlerts.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

FEBRUARY 22, 2017

Does this problem sound familiar? We spend an enormous amount of time searching for and then hiring what we think to be “A” players. We then invest time (hopefully) training those reps before releasing them into the wild, only to ask them to do several different roles.

Video Marketing 0

Video Marketing SMB Work Management Training 0

DiscoverOrg

APRIL 25, 2017

Some information is so sensational that it gets passed around regardless of the truth: The amount of tryptophan in a Thanksgiving turkey is enough to make people sleepy. Humans only use 10% of their brains. Jimmy Hoffa is buried under Giants Stadium. Sadly, all of these dramatic statements are false, but people love to repeat them anyway.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

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. Hey, everyone! Welcome to another Whiteboard Wednesday! How many times have you run an awesome demo that didn’t close?

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

MARCH 8, 2017

If a salesman wanted to sell you a bridge in Brooklyn, you’d recognize the racket almost immediately. Today, it’s a punchline, but once upon a time, people took the offer seriously: Two people a week for 30 years bought a worthless deed to the Brooklyn Bridge thinking the document would change their fortunes with the toll fares they could charge.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

DiscoverOrg

AUGUST 17, 2016

It’s not that trade shows aren’t effective at bringing in revenue – it’s that companies aren’t optimizing for a positive ROI: Problem #1: You Don’t Know Who is Attending. There is a downside: trade shows are expensive. Companies spend thousands of dollars every year on tradeshows, and most leave money on the table.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

MARCH 29, 2018

There’s a lot of confusion and anxiety surrounding the upcoming General Data Protection Regulations (GDPR), which goes into effect May 25, 2018, l eaving a lot of people wondering how it impacts them as a B2B marketer. GDPR: It’s the 4-letter word keeping marketers up at night.

Planning 198

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

DiscoverOrg

AUGUST 1, 2019

We spend an enormous amount of time trying to hire sales professionals that we think are “A” players. . We then (hopefully) invest time training those reps before turning them loose on the phones … only to ask them to do several different roles. .

Video Marketing 136

Video Marketing Ad Building Zoominfo Enterprise Management 136

DiscoverOrg

MARCH 15, 2017

We all should know by now the power of storytelling in business. After all, stories guide and enrich our personal lives every day in many ways: the learning we pass along to our children, the laughs we have with friends, the binge watching, or the novels we get lost in during a lazy weekend.

Account Based Marketing 204

Account Based Marketing Video Marketing Storytelling Paid Search Agency 204