DiscoverOrg

OCTOBER 24, 2017

Plagued by incorrect, incomplete, and outdated information, these purchased lists typically led to a lot of time wasted calling bad phone numbers and prospecting to invalid contacts. And that means more than the commoditized contact information that list brokers are always so happy to sell: name, rank, and serial number. Good question.

Account Based Marketing 149

Account Based Marketing Enterprise Management List Brokers Marketing Automation Services 149

DiscoverOrg

MAY 10, 2019

Technology, combined with a profound wealth of information, introduced in the last two decades has brought work history data online. In the past, finding this information required additional research on the part of the recruiter. A decree signed by Julius Caesar in 55 B.C., Recent acquisitions. Data breaches.

Enterprise Management 120

Enterprise Management Work Management Marketing Prospects Startups 120

DiscoverOrg

MAY 2, 2019

Chief Information Officer. Losses in female representation in the c-suite include Chief Technology Officer (-62%), Chief Information Officer (-38%), Chief Marketing Officer (-19%), and Chief Revenue Officer (-15%). Information Technology. Chief Financial Officer. Chief Revenue Officer. Chief Technology Officer. Department.

Enterprise Management 120

Enterprise Management Work Management Case Studies Startups 120

DiscoverOrg

AUGUST 14, 2018

Where do you get your industry information? Now, you have all the information you need to target your next wave of future advocates! Informational. In addition to the customer journey, you’ll still need more information about these accounts, contacts, and personas. What problems were you looking to solve? Our advice?

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

MARCH 31, 2016

Interim Chief Information Officer – Los Angeles World Airports. A little bit about Aura: Formerly the Deputy Chief Information Officer, Aura is now serving as Interim Chief Information Officer for Los Angeles World Airports where she is leading IT capital improvement and systems development projects valued at $100M.

Enterprise Management 120

Enterprise Management Work Management Budget Programs Eye-Tracking 120

DiscoverOrg

MARCH 8, 2017

There is plenty of raw contact information, but very little of it has been cleaned up. That requires comprehensive information on your contact. Bargain contact lists are usually devoid of any information beyond the bare minimum. And unverified contact lists are filled with hard bounces waiting to happen.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

DiscoverOrg

OCTOBER 10, 2018

At this point, you already done a great discovery call, so you have a lot of information about this company: How you’re going to be able to help them, and what’s important to them. And then make sure that you understand from them, what information they’re going to need from you in order to move things forward on their side.

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

JULY 6, 2016

Originally aired 6/24/16, his interview with DiscoverOrg CEO, Henry Schuck, focused on the importance of access to the right information, which is particularly crucial in enterprise sales because the accuracy of that information directly correlates to improving sales commissions. Below are some topical highlights of that podcast.

Burn Rate 120

Burn Rate Peer-to-peer Data Hygiene Correlation 120

DiscoverOrg

MAY 1, 2019

And I’m here to tell you, there’s a lot more to this piece of contact information than meets the eye. A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team. They say absence makes the heart grow fonder.

Contacts 120

Contacts Sales Cycle Youtube Training 120

DiscoverOrg

JANUARY 29, 2019

Are you guys able to glean information quickly and easily from your analytics tool?”. We’ll talk about how to find this information later.). Additional information makes the tech stack an even sharper tool. You could ask: “A lot of our clients come over because they love our intuitive analytics.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

SEPTEMBER 26, 2017

By breaking down the fourth wall, our goal is to inform others about what we learned, what works, and what doesn’t work – in a really authentic and transparent way. Subscribe to our YouTube channel. So, how are we approaching this account-based everything plan?

Account Based Marketing 307

Account Based Marketing Ideal Customer Profiles Multi-Channel ABM 307

DiscoverOrg

JANUARY 15, 2019

PRO TIP : Having a direct phone number and email address for your prospect is really, really important; without this information, you’re significantly less likely to catch the buyer’s attention. A small percentage (5% of men, 2% of women) prefer an old-fashioned letter.

Cold Calling 196

Cold Calling Buy Peer-to-peer B2B 196

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.

Cost 208

Cost Lead Ranking Buy Ad Building 208

DiscoverOrg

FEBRUARY 2, 2017

Why did our co-founders Henry and Kirk pick Information Technology? More Than Just Information Technology Contact Data. According to an article in Information Week, revenue from big data and business analytics software is expected to rise to $187B by 2019. Why so high? Courtesy of CB Insights.

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 120

DiscoverOrg

FEBRUARY 1, 2019

Or if they’re a repeat visitor, you may already have some information on them, right? Keep your chat style more formal than a text, but more informal than an email. It’s helpful, inobtrusive, and let’s you deliver exactly the information and context your prospects need – when they need it. Their company at minimum.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

FEBRUARY 21, 2017

For more information on smarter prospecting, check out our ebook The Superhero life of Your Prospecting Email. It might take 5, 10, or even 15 touches to make the connection. Try something unique – we are all selling and marketing in a sea of sameness, and you have to stand out to cut through it all.

Paid Search Agency 166

Paid Search Agency Companies Trigger Marketing Marketing Prospects 166

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. You can then use web form-fills to capture contact information. (

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

NOVEMBER 6, 2017

Are active in the market for information or a solution. I didn’t need anyone to fill in a white paper download form on my site to inform me that I should do this. Then consult sales to finalize your target list. Fit your ICP and which are the highest fit. Are currently engaged with your company, primarily on your website.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

APRIL 7, 2017

Combing through social media for clues to contact information and calling wrong numbers consumes hours, and returns scant benefits: Burnout and high turnover are common among sales teams who have to question every phone number and email address. Contact data is a very important priority to my clients,” he says.

Sample 232

Sample Ideal Customer Profiles Outreach Validation 232

DiscoverOrg

JUNE 29, 2017

The pitfalls of bad data are numerous: inaccurate contact information, out-of-date job descriptions and titles, and mistaken organizational hierarchies. This information is invaluable when it comes to crafting targeted ABC that speaks to specific needs. As customers answer, they qualify themselves.

Response Rate 149

Response Rate Top of Funnel Account Based Marketing Ideal Customer Profiles 149

DiscoverOrg

APRIL 12, 2017

Lead lists were scrubbed of information identifying which database they originated from. Variables monitored included inputs such as the Number of Dials To Reach Correct Contact, and outcomes such as Wrong Numbers, Reached Contacts, and many more. Agents were provided with only the account name and the contact’s title and phone number.

ROI 224

ROI Sample Demand Generation Agencies B2B Sales 224

DiscoverOrg

JANUARY 8, 2019

This data-informed approach will become more widespread and refined in the coming months and years. If you call IBM based on a behavioral intent signal, and it turns into a closed deal – or say your response rate improves based on the time of your phone call – the model gets smarter. We’re already doing that today.

Intent Data 149

Intent Data Intent Signal B2B Intent 149

DiscoverOrg

MAY 21, 2014

Registering domain information and sending IP addresses in pairs compels domain owners to take responsibility for email that both emanates from their registered IP addresses and uses their associated domain information. To help combat spam email, domain owners register their domains and sending IP addresses with emailreg.org.

Deliverability 136

Deliverability Email Marketing Marketing Strategy Marketing & Strategy 136

DiscoverOrg

APRIL 20, 2017

Data privacy regulations require secure acquisition, storage, use, and deletion of sensitive user information; it’s very difficult to maintain these standards with outdated data and tools. SiriusDecisions shows that clean, accurate, robust data is exponentially easier to manage and mitigate risk.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

JANUARY 2, 2019

Most conversations around big data reference healthcare data, GPS/location data, data within government and education systems, financial data – all personal information at the consumer level. But big data has historically referred to gobs of behavioral data. As customers , we got used to the big-data treatment – fast.

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

DiscoverOrg

AUGUST 19, 2016

Recruiting leaders should build a prospecting training plan, AND they should invest in technology that provides their recruiters with the information they need to effectively reach out to passive candidates. None of these explanations are good enough to excuse the lack of cold call prospecting in recruiting.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

MARCH 3, 2017

Many organizations, administer cognitive aptitude tests to gauge incoming sales reps’ ability to quickly consume and process information as a barometer for their learning ability. This may include, but is not limited to the following: Weekly training sessions.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

DECEMBER 9, 2016

As information security continues to become more of a priority, the role of the CISO is evolving, gaining influence, budget, and earning a seat at the boardroom table. Trying to inspire your team? Looking for the science of sales? These short videos tackle such pertinent issues and empower viewers.

Burn Rate 120

Burn Rate Budget Programs Deliverability Curation 120

DiscoverOrg

JULY 3, 2018

That’s Intent data: The cloud of information generated by online searches, downloads, and clicks online. Luckily for a savvy salesperson, all that self-directed buyer research activity is done online, leaving a trail of buyer intent. And it’s not hard to follow, if you know what to look for and have the tools to track it.

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

DiscoverOrg

JULY 22, 2016

All this information is great, but it’s useless without results. The eBook itself is a strategy guide, providing the reader with a step-by-step process of getting buy-in from the key roles within your organization, identifying the best customers to target with this strategy, scaling, messaging, to measuring results. Henry Schuck.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

DiscoverOrg

NOVEMBER 14, 2018

Export opportunity data from your CRM and append account information as needed. Step 1: Find the data. Start simply: Take stock of your current customer base and uncover their common characteristics. Then build it out with more data points relevant to your activities and industry. Then, look for patterns. It’s different for every business.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

FEBRUARY 13, 2019

This information may be found using a combination of prospect websites, social profiles, public financial documents, and press releases. Depending on the solution you are selling, there are going to be more or less filters applied, but it may include the following: Industry. Company size (Employee Count and/or Revenue). NAICS code.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

DiscoverOrg

OCTOBER 27, 2016

Or, how about using the information to better distribute territories across sales reps. You could identify and even set targets based on the percent of TAM you’re able to capture. Or perhaps even set targets for product lines knowing the TAM for each product within a rep’s territory.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

OCTOBER 23, 2016

Information in the CXO Dataset allows organizations to identify overlapping responsibilities and connect with multiple high-level stakeholders to close an opportunity. Speed the process up by connecting with C-suite professionals. The Account-Based Model is the Vehicle Maintained by the Predictive Analytic Pit Crew.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

OCTOBER 19, 2017

Our first experiments used basic firmographic information and a presence on lists such as the Global 2000 to identify our target accounts. We have worked together at three companies, and together we architected the SiriusDecisions 2017 Program of the Year for ABM.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

APRIL 5, 2016

It’s an amazing time to be a consumer of sales data. Some very innovative, progressive companies are turning massive amounts of raw data into usable insights designed to put salespeople in front of the right contact at the right time with the right solution. But the datasets that are being developed are only as good as the tools that deliver them.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

DiscoverOrg

APRIL 17, 2019

If you can send me resources about components to look for in a sewing machine, or pitfalls of going a computerized versus mechanical – that kind of information is really interesting to me. That’s it.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120