DiscoverOrg

FEBRUARY 19, 2016

Here at DiscoverOrg, supporting outbound sales and marketing lead generation through accurate data and comprehensive sales intelligence is core to our business. Lead Generation & the Importance of Good Contact Data. Almost all of the marketers surveyed found events to be effective means for generating leads. Or does it?

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

FEBRUARY 27, 2019

Pricing can vary significantly depending on whether you’re purchasing a technology-generated list of names and numbers – or a full contact database with human-verified accuracy and contextual information like org charts and intent data. The price will also be affected by how much data you need.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

APRIL 25, 2017

Fact: Dynamically generated intelligence is fresh. Historically lists have been static and prone to decay; however, a new generation of sales data includes subscription services to dynamic information, rather than a static one-and-done list. Either way, purchased data is a disaster waiting to happen.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

APRIL 14, 2017

Using your gated marketing content to collect names and email addresses is always a great way to collect information; however, marketing’s budget and reach is limited, contact data collected decays over time , and it’s not always safe to assume user-generated data is accurate in the first place. But someone has to do it.

Cost 208

Cost Lead Ranking Buy Ad Building 208

DiscoverOrg

MAY 21, 2014

These best practices are important to any and all organizations utilizing outbound email marketing for lead generation. Without an understanding of these strategic methods for reaching your target audience, your lead generation efforts risk bypassing the inbox and heading straight towards their junk folders.

Deliverability 136

Deliverability Email Marketing Marketing Strategy Marketing & Strategy 136

DiscoverOrg

AUGUST 17, 2016

One of the most popular avenues to generate leads is trade shows. It’s a perfect storm of getting in front of people, building relationships, and then leveraging those relationships into generating revenue. Hundreds, if not thousands of prospects all in the same place, and potentially looking for your solution.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

FEBRUARY 9, 2017

Dynamically generate a lookalike list of target prospects based on those characteristics. The list of lookalike companies is generated based on the filters applied uploaded lists. Identify and filter for the characteristics that set their best customers apart. Use Cases for AccountView. It can be used to analyze any list of accounts.

Ideal Customer Profiles 120

Ideal Customer Profiles Account Based Marketing Demand Generation ABM 120

DiscoverOrg

NOVEMBER 17, 2016

Due to a growing wave of marketing and sales technology now sweeping into B2B sales organizations, the B2b Technology Marketing Group – together with select sales tech vendors – have created a survey that aims to explore the growth of technology stacks for sales and to provide insight on tools peers are using to generate revenue.

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 120

DiscoverOrg

APRIL 12, 2017

The study was orchestrated by Intelemark, a leading B2B demand generation services provider with over 50 years of combined experience driving results through custom calling campaigns. Setting up the A/B data test.

ROI 224

ROI Sample Demand Generation Agencies B2B Sales 224

DiscoverOrg

JANUARY 11, 2017

Electricity is typically powered on by a generator that has been intelligently designed to take advantage of the relationships between magnetism and electricity. Sales data turns into intelligence, similarly, when it comes to life because of the context it lives in – of the relationships around it. How We Get Sales Intelligence.

Video Marketing 120

Video Marketing Sample B2B Sales CMO 120

DiscoverOrg

FEBRUARY 1, 2019

Welcome to the next generation of sales enablement chat. Most people still think of chatbots as a mildly annoying pop-up that asks a general question, often used as a search function. Welcome to the next generation of sales enablement chat. The history of chatbots – from Futureism.com.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

MARCH 3, 2017

Prospecting is critical – both in terms of acquiring new business and generating upsells and/or cross-sells from existing business. They were also 4X as likely to have an SDR team that was generating a healthy mix (34-66%) of SDR appointments from outbound prospecting.

Peer-to-peer 120

Peer-to-peer Correlation Marketing Management Storytelling 120

DiscoverOrg

MAY 10, 2019

Next-generation recruiting data offers: A better understanding of leadership experience, professional skill sets, and cultural fit. “You can also identify candidate pools you may not have even known existed.”. The deeper insights that Kindschuh references give recruiters the ability to target hires more accurately.

Enterprise Management 120

Enterprise Management Work Management Marketing Prospects Startups 120

DiscoverOrg

MARCH 25, 2016

Generations of sales reps there learned to not merely talk about technical capabilities and coverage, but to also paint the picture of the stressed-out executive who’s running late on a deadline to get a spreadsheet over to her CFO. I used to represent a company that sold software support.

Storytelling 120

Storytelling Fulfillment Sample Sales Cycle 120

DiscoverOrg

JULY 10, 2018

Should we call it quits and not look forward to generating $X return, because of price?” Most objections are not deal-breakers. Bryerton suggests an approach like this: “Pricing seems to be a big concern for you. ” “Is missing your revenue target an option for you?”. Are you no longer trying to fix X problem?

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

MAY 15, 2017

Our mission at DiscoverOrg is to power our customers’ growth.

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

DiscoverOrg

MAY 1, 2019

Well, this story starts when I had a great opportunity at a young age to work for a third-generation entrepreneur who taught me the way to really sell business to business over the phone. They say absence makes the heart grow fonder. This was pre-technology stack. This was before AI.

Contacts 120

Contacts Sales Cycle Youtube Training 120

DiscoverOrg

OCTOBER 27, 2016

My goal was never about just hitting quota, but rather to generate the most revenue possible from my territory. 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.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

JUNE 9, 2017

unless you want to generate new leads and increase sales. To make sure you never hit a spam trap, Hubspot suggests only sending to opt-in contacts and to avoid purchasing data from a data provider. Great idea! Outbound campaigns are the key to growth in the B2B world , and every sales and marketing team has to leverage data to be successful.

CAN-SPAM 217

CAN-SPAM Marketing Automation Services Deliverability Opt-out 217

DiscoverOrg

FEBRUARY 2, 2017

These new datasets, plus 106% growth in our Marketing dataset, generated an astonishing 371% increase in non-IT contacts in 2016. In August, we released datasets for the C-Suite and Sales department. In November, we launched our dataset for Human Resources executives. How’d we do it?

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 120

DiscoverOrg

FEBRUARY 13, 2019

These were super high-value contacts for us that had a high likelihood to already be in the area for Dreamforce.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

DiscoverOrg

MAY 12, 2016

As you well know, arousing curiosity, generating interest, and getting prospects to open up about their priorities is about as easy as potty-training a coyote.” But a commitment to lifelong learning is just as important; it keeps our minds sharp and gives us a wider perspective of the world outside our own backyards.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

JULY 25, 2016

The Pareto Principle, aka as the 80-20 rule suggests that 80% of the revenue is generated by 20% of the sales team. “Hey, I know that my manager needs an accurate forecast for me, so I better learn how to look at both buying signals and gaps/red flags in my sales opps. I need to constantly vet through any assumptions I might be making.”.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

SEPTEMBER 5, 2018

Let me use a DiscoverOrg example: We work with a particular client, and because of the quality and the accuracy of the data and the sales intelligence that we provided, the demand generation team at this particular client was able to take a very meaningful metric in their world and improve it 14x over.

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

DiscoverOrg

SEPTEMBER 5, 2018

Let me use a DiscoverOrg example: We work with a particular client, and because of the quality and the accuracy of the data and the sales intelligence that we provided, the demand generation team at this particular client was able to take a very meaningful metric in their world and improve it 14x over.

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 120

DiscoverOrg

MAY 7, 2019

Lead generation. They will get burnt out on using crap data, in turn, not helping them realize their actual potential in setting quality meetings or generating qualified leads. 3: Sales intelligence for lead generation. Creating an Ideal Customer Profile. Using the technology stack. Data quality and management.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

MARCH 27, 2017

Q: What specific metrics can marketers track to prove the impact of ABE outside of leads generated? For more info on these specific terms, click on the thumbnails of these micrographics of the definitions created by Engagio. This topic itself deserves its own interview!

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

MARCH 5, 2018

The term “Sales Intelligence” is frequently thrown around in sales and marketing, but there’s a lot of confusion about what it actually refers to. What is sales intelligence? How is it different from a lead list?

Marketing Automation Services 265

Marketing Automation Services Purchase Intent Buying Cycle Marketing Prospects 265

DiscoverOrg

MAY 23, 2018

Kill lead generation channels that don’t convert. But we didn’t want to spend money on Marketing functions – that were generating results – without generating a return. You’ll learn how to align your sales and marketing teams around data, to boost results in the following scenarios: Agree on “good fit” criteria.

Top of Funnel 257

Top of Funnel Lead Ranking Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

SEPTEMBER 14, 2018

How to Leverage Prospect Insights for Lead Generation”. See how to DOUBLE Lead Generation at Your Next Dreamy Event Get more leads from events. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Best Dreamforce sessions for Marketing. See you there, Dreamsters!

Account Based Marketing 207

Account Based Marketing Top of Funnel First-Mover Advantage ABM 207

DiscoverOrg

MARCH 13, 2017

CMOs work hand in hand with heads of Product, Sales, and Customer Success every day to launch products, generate pipeline, and measure program effectiveness, and our technology stacks have to integrate with all of these other department’s systems in order for us to get a full, accurate, and clean picture of our customer’s lifecycle.

CMO 184

CMO Enterprise Management Work Management Marketing Management 184

DiscoverOrg

AUGUST 7, 2018

Bombora’s Surge algorithm factors in the amount of content consumed, the number of content consumers, the type of content consumed, time on page, scrolling speed, and other indicators to generate a surge score for each company on each topic.

Intent Data 314

Intent Data Intent Lead Ranking Bombora 314

DiscoverOrg

JUNE 15, 2016

The organizations sampled marketers, demand generation managers, and executives to learn the biggest and most common challenges to creating effective marketing campaigns. Preliminary findings from a survey conducted on behalf of DiscoverOrg and Campaign Stars have revealed some surprising and illuminating results.

Customer Surveys 120

Customer Surveys Peer-to-peer Marketing Management Lead Ranking 120

DiscoverOrg

SEPTEMBER 17, 2018

How to Leverage Prospect Insights for Lead Generation”. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Best Dreamforce sessions for Marketing. Don’t worry, there’s something for everyone. Thursday 9/27 – 8:00 AM ( Marriott Marquis, Yerba Buena Salon 10-12).

Account Based Marketing 120

Account Based Marketing Top of Funnel First-Mover Advantage ABM 120

DiscoverOrg

NOVEMBER 29, 2016

DiscoverOrg’s buyers are either sales or marketing professionals all with different lead generation targets and objectives. While most of our clients are tech companies, their core offerings are very different: IT staffing, IT consulting, Information Security, ERP, Application Development, Big Data, Infrastructure, VAR, etc.

Lead Ranking 120

Lead Ranking Lead Scoring Trigger Marketing Marketing Prospects 120

DiscoverOrg

MAY 30, 2017

They generated 12,000 leads, which led to an additional $2.9 They purchased the IT North America and Europe datasets from DiscoverOrg, which gave them detailed org charts on all of the buyers at their target accounts, and the specific functions and departments that they were looking at. As a result, they saw an increase of $2.7

Lead Scoring 168

Lead Scoring Lead Ranking Video Marketing Work Management 168

DiscoverOrg

APRIL 24, 2018

Then we brought in new reps and said, “Your job is cold calling, cold emailing, and generating leads yourselves.” Then you have an opportunity to specialize. That’s what has happened with us. We were doing great with marketing. We brought in a senior executive to help put the pieces together, from demo to close.

Cold Calling 120

Cold Calling Thought Leadership Work Management Marketing Management 120