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 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.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

APRIL 22, 2016

Below are 11 tips that have helped our team of SDRs make and KEEP appointments. We hope that they may also help you wrangle in whatever meeting-ditchers you come across in your specific roles. General Tips To Get Them to the Meeting: Help them. The point is to help them, not to set the demo or take up time in their day.

Tips 120

Tips Cold Calling Work Management Sample 120

DiscoverOrg

FEBRUARY 27, 2019

The answers to the above questions will help guide you through the process of building your database. Now, let’s walk you through some options to help start filling up your sales pipeline! While this is another great cost-effective way to build your list, it requires an upfront investment in time as well.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

MARCH 25, 2019

Location data helps marketers comply with GDPR. 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? How to Prospect at Trade Shows: The Ultimate 10-Step Checklist. In fact, the name of the relevant U.S.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

SEPTEMBER 4, 2018

Can you see how helps you <accomplish, fix, or avoid something>?”. For example: “Can you see how DiscoverOrg helps your team set more meetings?”. 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.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

APRIL 20, 2017

However, an influx of deeper data offerings has a downstream effect on organizational health that is less understood. SiriusDecisions’ brief, Value Proposition for Data Quality , helps marketers make a strong case for more sophisticated data offerings by communicating long-term ROI.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

JANUARY 29, 2019

And it’s especially helpful when your target accounts happen to be using one of your competitors. How effective is targeting the tech stack? Challenge the effectiveness of the current competitor. Own win rate increases by 300% when we know key parts of a prospect’s technology stack. We don’t need another.”

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

SEPTEMBER 20, 2016

Success depends on their ability to communicate effectively with a variety of decision makers. We didn’t know what we didn’t know and through the efforts of DiscoverOrg – their level of interest, the amount and relevance of their advice and the help that DiscoverOrg has provided and will provide is unparalleled in my experience.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

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. Peter K Herbert, VP of Marketing at Terminus, an Atlanta-based company helping sales and marketing teams execute ABM campaigns, was just such a professional. Engagement.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

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!

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

AUGUST 19, 2016

So, we set up training for recruiters to help them message and speak about the company’s strengths and differentiators just like we did for sales and marketing; the training involved role-playing, one-minute pitches, email messaging, cold call prospecting, and SLAs for response times. How Can You Improve Your Strategy?

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

FEBRUARY 19, 2016

Having access to a robust and accurate sales intelligence solution will help to fill in the blanks, further qualify those leads and allow for deeper segmentation in your follow up. 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.

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

JULY 25, 2016

How can ongoing training and coaching help to increase productivity across sales ( & success ) teams through knowledge transfer? Where do you look for inspiration and instructional methodology on how to be more effective for teaching & mentoring your teams to be successful?

Practices 120

Practices Best Practices Forecasting B2B Sales 120

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. See How An Org Chart Can Help You Know Your Prospect (KYP) Sample Our Data!

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. See How An Org Chart Can Help You Know Your Prospect (KYP) Sample Our Data!

Trade Show 120

Trade Show Webinar Metrics Marketing & Strategy Broadcasting 120

DiscoverOrg

OCTOBER 23, 2016

Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. As a sales rep, forging relationships with both sales and marketing will help close opportunities. DealPredict Helps to Plan Your Race.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

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. Outbound marketing will help identify key people attending to get in front of. Mention the show, who you help and what you do.

Trade Show 120

Trade Show ROI RFP Work Management 120

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. Triggers help sellers recognize these opportunities. Simple contact lists don’t automagically bestow knowledge into the minds of SDRs … but sales intelligence does. Department org charts.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

MARCH 8, 2017

The low-cost initial investment will help deliver an astronomical ROI. With their livelihood on the line, they’re earnest about helping ISPs stop spammers. In fact, we see some pretty bold promises made by bargain contact lists. Vendors vow you’ll have direct access to hundreds of buyers (if not thousands) for cheap.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

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. Fit, intent, and engagement. Select Your Target Accounts. Want to learn more? Grab our free ebook.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

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. Click To Tweet.

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 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?

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

DECEMBER 9, 2016

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. Want to help someone? See How DiscoverOrg Can Help You Torch Your Sales Quota Request a Demo Today. Below is our curated list of top posts from 2016: 1.)

Burn Rate 120

Burn Rate Budget Programs Deliverability Curation 120

DiscoverOrg

AUGUST 1, 2019

Specializing roles in the sales department helps build specific skills. I hear this time and time again, and it’s a mistake we made personally too. Does this problem sound familiar? Watch the video: How to avoid an unfocused, inefficient sales team. Specialize sales roles.

Video Marketing 136

Video Marketing Ad Building Zoominfo Enterprise Management 136

DiscoverOrg

DECEMBER 4, 2018

Sales people who pay attention and understand industry events like upcoming changes to regulation have the advantage of getting in the door first – and, more important, an opportunity to discuss real problems and work together to help this buyer and solve a problem. eBilling platforms are another pain point.

Bundling 136

Bundling Buyer Personas Work Management Efficiency 136

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. Your executive team will gladly help you find answers! These relationships can yield network effects and upsell opportunities that lead to greater revenue down the road.

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

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. Perhaps the bigger challenge is what to do with account and contact data after you’ve collected it or purchased it.

Cost 208

Cost Lead Ranking Buy Ad Building 208

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. Your executive team will gladly help you find answers! These relationships can yield network effects and upsell opportunities that lead to greater revenue down the road.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

MARCH 24, 2016

This can make sales very personal, and everyone has their own unique closing strategy or skillset that helps them (and their offering) stand out. Using words like ‘our’ and ‘we’ can help to position you as part of the team, well before you close the sale. How can you help them win their cause? Patience is a virtue. The Debater.

Personalization 120

Personalization Cross-Selling Thought Leadership Sample 120

DiscoverOrg

MAY 12, 2016

Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. From strategy and segmentation to recruiting and retention, and, finally, execution and leadership, Bertuzzi has the big picture in mind to help companies achieve big time growth and success. Check it out! 5) Sales Hacker.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

JANUARY 31, 2019

Just as fact-checking sites have proliferated to help readers determine what’s accurate, there are even more technology tools to consolidate data and automate sales and marketing processes. You have biases. Check them at the door. Read it: 8 Key Differences in Selling to Men and Women. Take advantage of available tools.

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

DiscoverOrg

JUNE 13, 2019

DiscoverOrg’s advanced search helps you build targeted emails and prospecting lists and emails in the exact department, company size, and role you need!”. A handful of sad-looking people walk out carrying boxes of their office possessions. “… or are dead.”. A coroner carries a stretcher out of the room. “YES!”

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 120

DiscoverOrg

MARCH 27, 2017

This helps to avoid silos. Integrated systems help encourage aligned departments. Marketing is hosting a webinar for customers, where the CS team is helping drive registration of their accounts to attend. Once you have this plan in place, meet regularly. Review processes, metrics, and progress weekly.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

JULY 6, 2016

In other words, without data or ability to get it, your sales team might get stalled on a deal without the resources – like access to additional decision-makers – to help move the deal forward. Here at DiscoverOrg, we solve that problem with in-depth human-verified datasets, updated at least every 90 days.

Burn Rate 120

Burn Rate Peer-to-peer Data Hygiene Correlation 120

DiscoverOrg

MAY 21, 2014

These best practices are important to any and all organizations utilizing outbound email marketing for lead generation; however they are critically essential to small start-ups who may not have the history or longevity to help with deliverability. Step 1: Set-Up an SPF Record at the Domain Level.

Deliverability 136

Deliverability Email Marketing Marketing Strategy Marketing & Strategy 136

DiscoverOrg

MARCH 25, 2016

See How an Org Chart Can Help You Avoid the Time Trap & Focus Your Efforts Sample our Org Charts! Surprise, insight, and a happy ending. Get the hero stuck up in a tree. And then find a way down for him. You owe it to your prospect to care about these things.

Storytelling 120

Storytelling Fulfillment Sample Sales Cycle 120