DiscoverOrg

FEBRUARY 21, 2019

Having a Service-Level Agreement (SLA) in place between sales and marketing teams helps both sides of the house. Some of the ways companies help fuel the idea pipeline: Customer surveys. A 2018 HubSpot survey reports that 73% of marketers feel generally or tightly aligned (up from 22% of companies reporting close alignment in 2017!).

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

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

DECEMBER 21, 2016

This glossary of key terms is a vital tool to help you understand how the concepts outlined in current and emerging technology platforms have the potential to help (or hurt) your business. We look forward to adding more terms as a litmus test for the latest tactics and technologies developed for sales and marketing professionals.

Paid Search Agency 120

Paid Search Agency Thought Leadership Startups Marketing & Strategy 120

DiscoverOrg

OCTOBER 4, 2016

If your lists are large, there are many free mail merge options out there that claim to help streamline your email campaigns. The problem is, many of these so-called solutions lack authentication, tracking, bounce handling and feedback loops that would help you avoid email deliverability mistakes. The result?

Deliverability 259

Deliverability Domain Click Rate CAN-SPAM 259

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! Understanding your account’s position in the customer journey can help craft your strategy. Who are the real advocates for your product?

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

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

NOVEMBER 9, 2016

The fifth TiLT module, helps inside sales teams build trust using the “3 Yes Method”. Based on work by Robert Cialdini, this strategy helps create rapport based on shared mutual beliefs that you affirm as part of the rapport building process, which happens early in the sales cycle. Trust – The Crux of the Issue.

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

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

MAY 15, 2017

companies by revenue by noting, “This is a joint responsibility of the women to seek out experiences and development that can help them lead and succeed, and for organizations to create an environment where women feel empowered to progress in their careers at all levels.” Our mission at DiscoverOrg is to power our customers’ growth.

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

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! Understanding your account’s position in the customer journey can help craft your strategy. Who are the real advocates for your product?

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

APRIL 11, 2019

It’s easy (even helpful) to try and copy what other companies are doing successfully – “But it’s next to impossible to see why, how, and if that approach is appropriate for you.”. Listen: [PODCAST] The Road to $100 Million with Matt Wheeler. The Sales Development Playbook – by Trish Bertuzzi.

Top of Funnel 211

Top of Funnel Cold Calling B2B Sales Outreach 211

DiscoverOrg

OCTOBER 19, 2017

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. (In It helps marketers understand and act on behavior. Kristen is a marketing operations and #MarTech guru who is pretty much “the boss of operationalizing ABM.” Engagement.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

JULY 3, 2018

Click around your prospect’s LinkedIn profile, follow them on Twitter, and reach out with some helpful research or an interesting statistic that might speak to their job. See How Sales Intelligence Can Help You Torch Your Sales Quota Request a Demo Today. Work backwards, starting with awareness: Your prospect needs to know who you are.

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

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 bad guy helps them understand the problem. Are you interested in <accomplishing, fixing, or avoiding something>?”. “Is I say we a lot: Not I or you ; it’s we.”. “I

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

MARCH 5, 2018

Sales intelligence includes information about events, contacts, structure of a department and technology stack – data that helps sales and marketing professionals prioritize who to target, in order to do their jobs more effectively.

Marketing Automation Services 265

Marketing Automation Services Purchase Intent Buying Cycle Marketing Prospects 265

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

AUGUST 17, 2016

Outbound marketing will help identify key people attending to get in front of. Mention the show, who you help and what you do. Email again, asking if they are present at the show and suggest a time to meet mentioning how you’re helping a comparable company solve a problem they are likely facing. .

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

SEPTEMBER 5, 2018

A strategy that I find helpful in considering and intentionally marshaling your emotions as they relate to self-confidence is what I like to call, “Change your what-if.” As a salesperson, you’re always under pressure to hit your number and achieve your quota to help the team and to help your own paycheck.

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

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

SEPTEMBER 5, 2018

A strategy that I find helpful in considering and intentionally marshaling your emotions as they relate to self-confidence is what I like to call, “Change your what-if.” As a salesperson, you’re always under pressure to hit your number and achieve your quota to help the team and to help your own paycheck.

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 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

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! Services such as Neverbounce are good tools to help you with this process. Or are you trying to reach your core established market?

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 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

JUNE 21, 2017

DiscoverOrg’s advanced search helps you build targeted emails and prospecting lists and emails in the exact department, company size, and role you need!”. “Also leave if you’ve been fired…” 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.

Ideal Customer Profiles 250

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 250

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

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

MARCH 12, 2019

Relevant and helpful content? So your email performance metrics are not helped by invalid email addresses either. Basically, a high bounce rate says, “Hey! This sender over here does not seem to care about how old their list is or how accurate! What else do they not care about? Being CAN-SPAM compliant? Maybe that, too … ”.

Deliverability 214

Deliverability Validation CAN-SPAM Marketing Automation Services 214

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

FEBRUARY 1, 2019

As the Director of Customer Marketing here at DiscoverOrg, I’m always looking for ways to help our customers learn how to leverage new and different sales enablement tools into their workflow. It’s helpful, inobtrusive, and let’s you deliver exactly the information and context your prospects need – when they need it.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

MARCH 25, 2019

Location data helps marketers comply with GDPR. Vetting your targets with location data helps you properly and accurately address adhere to GDPR for protected individuals. Dive in deeper! How to Prospect at Trade Shows: The Ultimate 10-Step Checklist.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

APRIL 16, 2019

Warm referrals can help you forge real relationships faster, and establish a foundation of credibility and trust that leads to long-term partnership (versus one-time transactions). Corporate hierarchy helps you stay on top of this evolving landscape, and prioritize outreach to the entities you want to tackle first.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

DiscoverOrg

JANUARY 29, 2019

And it’s especially helpful when your target accounts happen to be using one of your competitors. It won’t just save you money overall; it will help your marketing and sales teams crush their goals, because we’ll be accomplishing more with just one tool than you are now with many.” We don’t need another.”

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

MAY 6, 2016

See How An Org Chart Can Help You Know Your Prospect (KYP) Sample Our Data! If you want to dive in to staffing, giveaways and other on-site related items, our CEO Henry Schuck delivers 10 keys in his blog, “ Keys to Tradeshow ROI: 10 Strategies to Maximize Your Return.”

Trade Show 136

Trade Show Webinar Metrics Marketing & Strategy Broadcasting 136

DiscoverOrg

APRIL 7, 2017

This helpful classification allows you to organize marketing campaigns by scope of responsibility. In addition, there were three records without a LinkedIn URL and it was confirmed that these contacts do not have LinkedIn profiles. Seniority Level Accuracy. The seniority level was 100% accurate. Email Address Accuracy.

Sample 232

Sample Ideal Customer Profiles Outreach Validation 232

DiscoverOrg

FEBRUARY 12, 2016

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. If Acme Inc. starts increasing their online consumption in cloud security articles, then it’s an indicator they are looking to invest in that technology.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

MAY 6, 2016

See How An Org Chart Can Help You Know Your Prospect (KYP) Sample Our Data! If you want to dive in to staffing, giveaways and other on-site related items, our CEO Henry Schuck delivers 10 keys in his blog, “ Keys to Tradeshow ROI: 10 Strategies to Maximize Your Return.”

Trade Show 120

Trade Show Webinar Metrics Marketing & Strategy Broadcasting 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