DiscoverOrg

JULY 3, 2018

Revive Cold, Dead Prospects. Here are a few ideas to build pipeline with once-and-future prospects: 1. Engage Live, Active Prospects. Work backwards, starting with awareness: Your prospect needs to know who you are. Use social media to get on your prospect’s radar now. “You Your prospect is in this bubble.

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

DiscoverOrg

MARCH 25, 2019

Knowing the physical location of your prospect is key to your marketing and sales efforts. We sent real pies to these prospects, saying, ‘We know you use [competitor], and we think we can do a better job, so let’s compare data side by side.’. How to Prospect at Trade Shows: The Ultimate 10-Step Checklist. Dive in deeper!

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

MAY 10, 2019

The new iteration of data , however, tells you not only where a prospective candidate has worked, and for how long, but integrates with more data about the organizations that employed the prospect. “By Insight into a prospective candidate’s willingness to make a job change. The ability to expand your passive talent pool.

Enterprise Management 120

Enterprise Management Work Management Marketing Prospects Startups 120

DiscoverOrg

APRIL 25, 2017

It should reduce time spent prospecting; offer sales development reps (SDRs) an opportunity for smart expansion into new markets; let sales reps identify the 3% of any industry’s target accounts that are active buyers … and a whole lot more. Triggers help sellers recognize these opportunities. Department org charts.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

NOVEMBER 14, 2018

The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects – but how do you create an accurate ICP in the first place? And as a savvy business professional, you want to ensure that your resources are allocated to those prospects who will deliver the best return. Two words: finite resources.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

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. Billy : First and foremost, SDRs cannot expect the prospect to initiate the chat. The prospect answered and Frank booked a meeting.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

AUGUST 1, 2019

Specializing roles in the sales department helps build specific skills. Separate prospecting and closing roles. Sales prospecting and closing are two very different skills: Reps who are born closers aren’t usually great prospectors as well (and vise versa)! Specialize sales roles.

Video Marketing 136

Video Marketing Ad Building Zoominfo Enterprise Management 136

DiscoverOrg

MARCH 20, 2019

Did you ever wonder why, despite your best efforts, you’re not getting the meetings that you really want with prospects? And what do you avoid, in order to get the optimal results for time spent prospecting? Which prospect groups will willingly pay what you want to charge for your products and services? Willingly pay.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120

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.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

SEPTEMBER 4, 2018

The sales professional tells their prospect that after all of their discussion, even though they had initially appeared to be a great fit, the salesperson might have misread and seem to be speaking two different languages. “If If you’ve done your job well, the prospect knows they are a good fit. I thought it would be lower.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

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! Identify each milestone along the way from prospect to customer and build a playbook. Who are the real advocates for your product?

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

SEPTEMBER 26, 2017

Given that DiscoverOrg helps our own customers execute a true account-based approach, there’s a real purity to us going through those steps ourselves. Now, we’re much better at putting ourselves in our customers’ shoes, and we are leveraging our own experimentation to help our customers get that much more out of their ABM efforts.

Account Based Marketing 307

Account Based Marketing Ideal Customer Profiles Multi-Channel ABM 307

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

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

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! Make sure that they know that.

B2B Sales 205

B2B Sales API Tips Conversion 205

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. Want your prospecting emails to have super powers? Read our “Super Hero Life of Your Prospecting Email” comic book style eBook to take on the greatest of inbox foes.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

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.” Sales professionals (including myself) will usually focus on the sales cycle, and the prospect that you’re trying to sell something to, in a negative way.

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 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. Product Demos That Sell by Close.io

Top of Funnel 211

Top of Funnel Cold Calling B2B Sales Outreach 211

DiscoverOrg

FEBRUARY 27, 2019

How do you find prospects quickly? 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! If you want a lot of prospects and you want them fast, go for this option.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

APRIL 14, 2017

According to a CSO Insights survey, 82% of sales teams feel challenged by the amount of data available and the time it takes to research a prospect before making a call. According to a CSO Insights survey, 82% of sales teams feel challenged by the amount of data available and the time it takes to research a prospect before making a call.

Cost 208

Cost Lead Ranking Buy Ad Building 208

DiscoverOrg

SEPTEMBER 2, 2016

At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. Many times, although tools are designed to help the sales department, the budget for this type of software lives in marketing. Aligning Sales & Marketing. Crazy right?

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

AUGUST 17, 2016

Hundreds, if not thousands of prospects all in the same place, and potentially looking for your solution. Outbound marketing will help identify key people attending to get in front of. Mention the show, who you help and what you do. Then ask what times during the show would work to meet with the prospect.

Trade Show 120

Trade Show ROI RFP Work Management 120

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! Identify each milestone along the way from prospect to customer and build a playbook. Who are the real advocates for your product?

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

APRIL 22, 2016

We’ve all been there: you’ve got a prospect on the line. 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. It’s one meeting.

Tips 120

Tips Cold Calling Work Management Sample 120

DiscoverOrg

MAY 12, 2016

Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. 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.” Does this comical remark from Trish Bertuzzi sound familiar to you?

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 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. By picking up on subtle cues and discovering who you’re prospecting to from the start, you can do exactly that. How can you help them win their cause? The Commander. The Diplomat.

Personalization 120

Personalization Cross-Selling Thought Leadership Sample 120

DiscoverOrg

DECEMBER 9, 2016

Go back to the phones and meet sales goals by providing prospects with solutions. 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? Didn’t hit your quota? Trying to inspire your team?

Burn Rate 120

Burn Rate Budget Programs Deliverability Curation 120

DiscoverOrg

MARCH 3, 2017

Prospecting Skill. Sales teams that were rated as “Weak” or “Very Weak” in prospecting skills, storytelling, tech savvy, and knowledge of products & buyers experienced lower than the median revenue growth. Weak Prospecting Skills. While not every sales role requires prospecting skills (i.e. Experience. Sales Skill.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

SEPTEMBER 20, 2016

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. Below is a preview of the first three modules.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

DiscoverOrg

FEBRUARY 12, 2016

The Shell: Holding the Prospecting Relationship Together. The message I am presenting about myself (or my company and its product) and understanding of my audience (or my prospect) is represented in the packaging of my taco, aka the shell, which will ultimately reveal the tasty filling inside. Mmmm…delicious filling.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

JULY 6, 2016

Building relationships out of thin air is a tall order for those in sales, and it can’t be done on a whim with a quick once-over of the prospect’s website. Accurate Data Allows You to Achieve Higher Sale Commissions. Salespeople need much more information than this on the companies they are targeting.

Burn Rate 120

Burn Rate Peer-to-peer Data Hygiene Correlation 120

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.” The marketer grabs the microphone.

Ideal Customer Profiles 250

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 250

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 We started to think about how we could eventually use engagement data and other signals to dynamically target prospects. It helps marketers understand and act on behavior.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

MARCH 25, 2016

Instead, I mean portraying your offering in a real-world use case that, ideally, features your prospect — or someone just like him — as the protagonist of the action. You owe it to your prospect to care about these things. I used to represent a company that sold software support. Cue our service as the hero’s magic wand.

Storytelling 120

Storytelling Fulfillment Sample Sales Cycle 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

FEBRUARY 19, 2016

Therefore, we are always interested in learning how businesses are using outbound prospecting to fuel their revenue growth. To get the most ROI out of these (and really any demand generation program), it is imperative to have accurate, up-to-date contact data and easily accessible intelligence on prospects. In fact, it IS our business.

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

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). Read it: Org Charts – A Sales Prospecting Gold Mine. In today’s complex sales environment, those are connections you can’t afford to miss.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120