DiscoverOrg

APRIL 7, 2017

When sales intelligence data is inaccurate, incomplete, or outdated, the rabbit hole for a sales person can be very deep —and no one knows better than Steve W. From a list of over 10,000 contacts, Mr. Martin randomly selected 100 records and personally researched each one. Then give us a call.

Sample 232

Sample Ideal Customer Profiles Outreach Validation 232

DiscoverOrg

APRIL 25, 2017

Some information is so sensational that it gets passed around regardless of the truth: The amount of tryptophan in a Thanksgiving turkey is enough to make people sleepy. Their information is only ever the bare minimum: contact names, phone numbers, maybe some email addresses. Humans only use 10% of their brains. any other burger.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

APRIL 20, 2017

Emerging sales intelligence like this allows marketers to prioritize prospects and develop targeted, personalized programs and campaigns that get better response rates. Schedule a personalized demo with one of DiscoverOrg's sales intelligence experts Be On Your Way to Closing More Deals. Improved conversion and engagement.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

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

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Plagued by incorrect, incomplete, and outdated information, these purchased lists typically led to a lot of time wasted calling bad phone numbers and prospecting to invalid contacts.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

FEBRUARY 13, 2019

Access to deep, rich data – and lots of it – helps marketers get personal, helps the sales team understand critical context, and it helps the two teams join forces. Sales relies on Marketing to make decisions based on solid data here, but for Marketing, firmographic data is personal. We don’t think so. NAICS code.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

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

FEBRUARY 1, 2019

Or if they’re a repeat visitor, you may already have some information on them, right? Frank reached out to 15 people and simply asked, “Can you point me to the person who’s responsible for…” But he sent it to everybody except the person he wanted to talk to. Their company at minimum.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

JULY 3, 2018

All of those case studies and personalized emails you sent, and this lead didn’t even bother to show up for the demo. That’s Intent data: The cloud of information generated by online searches, downloads, and clicks online. Are there other stakeholders at the company we should be engaging? Revive demo no-shows. Create Awareness Now.

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

DiscoverOrg

MARCH 8, 2017

There is plenty of raw contact information, but very little of it has been cleaned up. One day, you get a hard bounce because that person has retired or accepted an offer elsewhere. That requires comprehensive information on your contact. Bargain contact lists are usually devoid of any information beyond the bare minimum.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

DiscoverOrg

FEBRUARY 21, 2017

Some of the messages we receive are well-crafted, on the mark, and personalized to our issues, and others….well, For more information on smarter prospecting, check out our ebook The Superhero life of Your Prospecting Email. well, they just aren’t. Your company announces new funding or new hiring initiatives?

Paid Search Agency 166

Paid Search Agency Companies Trigger Marketing Marketing Prospects 166

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

MARCH 20, 2019

The sales message, on the other hand, is meant for one person: It is the spoken word. It is the email for one person, designed to move that person from one place in his or her thinking to the next. By right execution , I mean the right amount of time is spent by the right person doing the right activities.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120

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. Which pitch is more personally resonant: “HR professionals love Solution X”; or “Senior HR directors at midsize American financial services companies love Solution X”?

Response Rate 149

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

DiscoverOrg

JANUARY 8, 2019

This data-informed approach will become more widespread and refined in the coming months and years. You’ll also need an ops person who can plug good data into systems and operationalize it. Or if you don’t close the deal and your response rates worsen at particular times – the model gets smarter, too. What will that take?

Intent Data 149

Intent Data Intent Signal B2B Intent 149

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

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. This level of strategy and personalization is key to an account-based approach. Speed the process up by connecting with C-suite professionals.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

JULY 22, 2016

DiscoverOrg recently partnered with ListenLoop ( the simplest retargeting software, allowing you to orchestrate personalized display ad campaigns in less than 5 minutes). All this information is great, but it’s useless without results. Getting to Know Account-Based Marketing. Building your ABM program is a marathon, not a sprint.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

DiscoverOrg

NOVEMBER 14, 2018

“To get the right message to the right person at the right time you first need to get the right data to the right database at the right time.” – Jessica Williams, Red Pill Media. Export opportunity data from your CRM and append account information as needed. Step 1: Find the data.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Ranking 153

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. Sales Insights – Do your sales development and sales teams have the right data under their noses so they can create the most relevant and personalized messages?

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

APRIL 17, 2019

Frankly, if you were to audit my personal Google search history on a normal day, I can assure everyone here that “sewing machines” are not going to pop up! For the holidays this past year, my fiancée had asked me to get her a sewing machine. Of course, I was more than happy to do so … but I don’t know a lot about sewing machines.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

FEBRUARY 12, 2016

Whatever shell used is a personal preference and chosen to a) represent the seller’s values and b) attract the ideal customer, much like a target audience in sales. Crispy shell, soft shell, yellow-corn, blue-corn, white flour, buckwheat flour — there’s all sorts of shells that can be used to create a taco.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

MAY 8, 2018

And most people know that salespeople have this information – so this is nothing new. Most professionals have accepted the fact that this kind of information is available from third-party vendors or zealous internet researchers. This is information such as: Financial events. Fit data (demographic and firmographic).

Cold Calling 241

Cold Calling Work Management Marketing Management Marketing Automation Services 241

DiscoverOrg

FEBRUARY 6, 2019

Org charts may also include details like responsibilities, physical location, and direct contact information. Titles don’t really provide much information, so determining sphere of influence is the first place where org charts are incredibly helpful. You’re no longer that person saying, “Hey, I wanna sell you my product.”

Video Marketing 29

Video Marketing Cross-Selling Sales Cycle B2B Sales 29

DiscoverOrg

MAY 7, 2019

Accuracy : Is the information correct? How many contacts, notes, and valuable pieces of information are in your CRM or Marketing Automation tool? (If Consistent, accurate data can be segmented to a level of detail that allows you to create a specific, personalized message – for prospects who can make purchase decisions.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

MAY 23, 2018

Modern buyers are just better informed. They don’t need a salesperson for whitepapers or tech specs – all that information is easily available online (and if it’s not – forget it). Fit factors for lead scoring : Firmographic information. Demographic information.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

MAY 29, 2019

Although you already have some information about the company, and hopefully your prospect, the initial discovery process should uncover your prospect’s motivation for getting on the phone with you in the first place. The prospect’s familiarity will inform her strategy for the remainder of the call. What have you heard?

Marketing Automation Services 200

Marketing Automation Services Software Top of Funnel Tips 200

DiscoverOrg

MARCH 5, 2019

And very few salespeople take advantage of this information! Deal IQ took advantage of this information right away: “It felt too good to be true. So now you know why this information is so valuable: Executive leadership changes suggest new purchases are imminent. But how can salespeople use these newfound insights?

Outreach 222

Outreach Work Management Case Studies Purchase Intent 222

DiscoverOrg

AUGUST 23, 2018

There’s no one way of getting there, and there’s no linear way, either: Every single dial is a digit, and together they’re a unique way of reaching the other person (notice that one of the digits is a heart). Every “dial” is unique, because every person responds differently to every sales approach. Are you a kayaker? Francophile?

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

DiscoverOrg

JANUARY 20, 2017

These are appointments that are being set with prospects who have not raised their hand and said “I’d like to speak with a sales person.” If you’d like access to the complete Sales Development Benchmark Report, contact TOPO for more information on joining their Sales Development Practice. These are prospects won in the trenches.

Cold Calling 120

Cold Calling Paid Search Agency Companies Account Based Marketing 120

DiscoverOrg

MARCH 16, 2016

Is it a formal or informal posting? If the new person is moving from out of town/state, you have the opportunity to kick culture into high gear. These are things we take for granted but help a new person feel at ease. Lunch is an informal way of showing the new person you care and are excited he/she is a part of the team.

Ad Building 120

Ad Building Impressions Funnel Advertising Work Management 120

DiscoverOrg

AUGUST 23, 2018

There’s no one way of getting there, and there’s no linear way, either: Every single dial is a digit, and together they’re a unique way of reaching the other person (notice that one of the digits is a heart). Every “dial” is unique, because every person responds differently to every sales approach. Are you a kayaker? Francophile?

Social Media 120

Social Media Social Networks B2B Sales Linkedin 120

DiscoverOrg

JUNE 2, 2016

To reach those prospects, they need contact information: verified email addresses, at a minimum. With an intelligence solution that provides job responsibilities, reps can contact the appropriate person on the first attempt. Reporting structures and details on individual roles within prospect organizations can be elusive.

SWOT 120

SWOT Enterprise Management High Quality Lead B2B 120

DiscoverOrg

DECEMBER 26, 2018

is here to show you how he does efficient research and uses personal highlights in emails that get tons of responses. Here’s how to do the quick research, the right level of personalization, and a few more sweet tips – plus tons of examples. In this blog, our sales development rep with the 60% response rate (!!)

Intent Data 120

Intent Data CAN-SPAM CMO SME 120

DiscoverOrg

OCTOBER 31, 2018

Those hotter-than-hot leads: people requesting information. That means that they’re going to be confident when they’re dialing that phone number, when they’re sending out an email – that it’s going to be going right to that person. That person is interested, and dammit, they want to take a meeting!

Sales Qualified Leads 168

Sales Qualified Leads Cold Calling Lead Ranking Lead Scoring 168

DiscoverOrg

JUNE 15, 2016

As account-based marketing models grow in popularity (and for good reason), their very nature – personal, conversational, informative – has meant that the demand for good content has grown directly in kind. In plain English, marketers are plenty happy with their engines; they just don’t have enough fuel.

Customer Surveys 120

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

DiscoverOrg

NOVEMBER 29, 2016

Generally speaking, we do it in a very normal way: a phone interview, followed by an in-person interview with myself and our Business Development Manager during which we do a roleplay (always valuable), and sometimes I call their references (never feels like that’s very valuable). So how do we hire? Seriously, be short.

Lead Ranking 120

Lead Ranking Lead Scoring Trigger Marketing Marketing Prospects 120