DiscoverOrg

MAY 10, 2019

Technology, combined with a profound wealth of information, introduced in the last two decades has brought work history data online. Brett Kindschuh, DiscoverOrg’s director of human resources, says the kind of work history data easily available today still only gives you a one-dimensional glimpse into a candidate’s background.

Enterprise Management 120

Enterprise Management Work Management Marketing Prospects Startups 120

DiscoverOrg

SEPTEMBER 4, 2018

At the end of the day, they’ll mentally attached a higher value to your solution you for their problems, and will want to keep working with you.” Hopefully at this point, the prospect lists their concerns – and don’t let them stop with just one. For example: “Can you see how DiscoverOrg helps your team set more meetings?”.

B2B Sales 287

B2B Sales Work Management B2B Marketing Management 287

DiscoverOrg

OCTOBER 27, 2016

Rather than react to inbound leads or simply start at the top of a list and work my way down, I analyzed my territory before I began. I presented a process that looked something like this: Step one: Create a list of all accounts in my territory that currently did business with us. Salespeople aren’t data experts.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

MARCH 15, 2017

Given that point, why should the same principles not apply when we’re all at work? A number of us from different departments bumped into a great example of marketing on LinkedIn. Story is woven into the fabric of our lives, and we’re richer because of it. Of course they do, and then some.

Account Based Marketing 204

Account Based Marketing Video Marketing Storytelling Paid Search Agency 204

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. Then consult sales to finalize your target list. Remember, if it’s not a fit to begin with, then don’t work it!

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

NOVEMBER 14, 2018

Here’s an example: Best Fit : US-based companies, with over 500 employees, who manufacture and sell software security. This works in prioritizing and qualifying Inbound leads – prospects that have come to your organization – to determine how you follow up or if they get passed to sales.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

OCTOBER 26, 2017

To illustrate a baseline of Scoops during an era without known security breaches, here’s an example of Equifax Scoops from June 2016: So how can YOU use these Scoops to leverage a product or service ? Equifax is a great example. But as the list grows, so does the probability that the IT department is in trouble.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

DiscoverOrg

MAY 21, 2014

How does it work? For example, we send out emails from UnifiedMail , Marketo , Intermedia and Sendgrid , so we have to authorize the IP addresses from those senders as DiscoverOrg even though they may be owned or hosted by third parties. It can also notify you in real-time if your domain or IP gets listed as a “Spammer.”

Deliverability 136

Deliverability Email Marketing Marketing Strategy Marketing & Strategy 136

DiscoverOrg

SEPTEMBER 4, 2018

At the end of the day, they’ll mentally attached a higher value to your solution you for their problems, and will want to keep working with you.” Hopefully at this point, the prospect lists their concerns – and don’t let them stop with just one. For example: “Can you see how DiscoverOrg helps your team set more meetings?”.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

MAY 23, 2018

These two departments must coordinate and work together in new ways. For some, a list of names is a lead list. An event can be a smashing success if Sales and Marketing work together. In this way, you can return from the event with a long list of meetings, next steps, and booked demos.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

MAY 8, 2018

Take me off your call list!”. Sales intelligence vs. lead lists. If you’ve been in sales for any length of time, you know that “prospect data,” “lead list,” or “ sales intelligence ” can mean almost anything. I know you’re working on …”. “HOW THE %$#@ DID YOU GET THIS NUMBER? Fit data (demographic and firmographic).

Cold Calling 241

Cold Calling Work Management Marketing Management Marketing Automation Services 241

DiscoverOrg

MAY 7, 2019

You just acquired a list of names, phone numbers, and email addresses. The horrors of bad lead lists are endless. You rely on it to pull lists, look up contacts, track opportunities, and more. Using the technology stack. Data quality and management. JUST KIDDING. The struggle is real. But 30% of that data goes bad each year.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

DECEMBER 26, 2018

Here’s how to do the quick research, the right level of personalization, and a few more sweet tips – plus tons of examples. To find out, we worked with sales author and trainer Jill Konrath , and Engagio CMO Heidi Bullock … and they don’t hold back. Breaking into the IT-Staffing Approved Vendor List.

Intent Data 120

Intent Data CAN-SPAM CMO SME 120

DiscoverOrg

FEBRUARY 5, 2016

Once reps have a list of accounts, they’re better equipped to formulate an effective message using relevant examples, case studies, and collateral that address a particular account’s needs and pain points. As seen in the Cloudera study, ABS works. Once each rep has a list of prospect companies, they’ll need to build a call list.

Tips 120

Tips Case Studies Case Study Keywords 120

DiscoverOrg

MAY 30, 2018

Build a targeted list of your most viable prospects. Let’s say, for example, that you’ve identified your first, most viable target segment as Financipal Services companies with a new CTO, because 3 of your first 10 customers had that in common. In the example above, the company’s industry – financial services – is Fit data.

Ad Building 270

Ad Building Peer-to-peer Demand Generation Agencies Startups 270

DiscoverOrg

MAY 19, 2017

No matter how the digital world affects our work, business will always be about relationship building. We looked at their marketing activity or presence in Salesforce.com; a LinkedIn keyword search for MongoDB; and for companies that had people listed with MongoDB as a skill. AcmeCorp has 273 people listing MongoDB as a skill.’

Top of Funnel 136

Top of Funnel Paid Search Agency Salesforce.com Digital Marketing Funnels 136