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

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

Revenue growth is only possible with a solid understanding of our prospects – and no one knows that better than B2B marketers. When it comes measuring the health of our prospect data, we’re used to showing raw growth in the number of contacts and accounts, or a coverage percentage for target accounts or personas.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

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

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 8, 2018

So put the phone down and listen up, because we’ve got the inside scoop for how to approach your prospects with a cold call , using the right message at the right time – without sounding like a cold-call creeper. And most people know that salespeople have this information – so this is nothing new. Email address.

Cold Calling 241

Cold Calling Work Management Marketing Management Marketing Automation Services 241

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! Identify each milestone along the way from prospect to customer and build a playbook. Informational. I recommend sending out a three-question survey: How did you find us? Our advice?

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

FEBRUARY 13, 2019

This information may be found using a combination of prospect websites, social profiles, public financial documents, and press releases. send direct mailers to prospects or customers. If your prospect is a landmark on a map, a job title is the city it sits in and job function is the whole address. NAICS code.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

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. That’s Intent data: The cloud of information generated by online searches, downloads, and clicks online. 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

FEBRUARY 1, 2019

Billy : First and foremost, SDRs cannot expect the prospect to initiate the chat. Keep in mind that chat functions put the power in the prospect’s hands, not the seller’s. Think of it this way: The prospect has had to make several decisions indicating interest in order to get to the content where your chat function is available.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

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. TOPO’s research suggests that, as Intent Data goes mainstream and becomes more integrated, it will become part of the prospect lifecycle.

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

DiscoverOrg

MARCH 8, 2017

There is plenty of raw contact information, but very little of it has been cleaned up. 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. That requires comprehensive information on your contact.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

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! Identify each milestone along the way from prospect to customer and build a playbook. Informational. I recommend sending out a three-question survey: How did you find us? Our advice?

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

DECEMBER 9, 2016

Go back to the phones and meet sales goals by providing prospects with solutions. 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. Sales is a crucible, burning away excuses and bad habits. Didn’t hit your quota?

Burn Rate 120

Burn Rate Budget Programs Deliverability Curation 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

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

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

JANUARY 31, 2019

presidential election and ensuing claims about what information is factual, and what is … “alternative facts.” Deals are closed with accurate information. You also risk damaging your company’s reputation, and yours, by representing yourself as ill-informed and ineffective. If true, this news is invaluable!

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

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 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? We’re keeping it relatively finite.

Account Based Marketing 307

Account Based Marketing Ideal Customer Profiles Multi-Channel ABM 307

DiscoverOrg

FEBRUARY 27, 2019

How do you find prospects quickly? 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. VIDEO] How to Build a Prospecting List for ABM.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

OCTOBER 10, 2018

Step 2: Recap the prospect’s goals. 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. Keep the focus on the prospect (not your product). It’s still not the demo yet! Tell a story.

B2B Sales 205

B2B Sales API Tips Conversion 205

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

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. 21% of men. 12% of women. 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

MARCH 29, 2018

This post if for informational purposes only and not for the purpose of providing legal advice. Is your processing of personal information related to the offering of goods or services to those data subjects in the EU? Woah … any information? rather, the GDPR governs all information relating to an individual.

Planning 198

Planning Opt-out Opt-in Peer-to-peer 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. DealPredict organizes prospective companies, and target buyers within those companies, on a scale of 0-5 stars. Predict the Race Before It Begins with OppAlerts.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

OCTOBER 27, 2016

What would happen if organizations began removing seller burdens one at a time starting with prospect analysis? Think about what this new prospect analyst role. Or, how about using the information to better distribute territories across sales reps. Empower Your Sales Team Get Intel on Your Top Prospect Accounts.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

APRIL 5, 2016

This means that our customers have access to the broadest and most accurate data on what the technology install base is at their prospects and customers alike. If you combine Predictive Analytics with accurate prospecting data from DiscoverOrg, it’s unstoppable. We hear a lot about Account-Based Marketing and flipping the funnel.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing 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 started to think about how we could eventually use engagement data and other signals to dynamically target prospects. Intent” is based on prospects’ current interests ; for example.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

APRIL 12, 2017

It’s easy to see the correlation between data accuracy and sales efforts: If phone numbers are correct and link sales reps directly to their buyers, they can spend more time talking to likely prospects at the other end of the line, rather than shaking down a phone tree of gatekeepers.

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. Learn how to use Intent data (without creeping out your prospects) to get started down this path. Or if you don’t close the deal and your response rates worsen at particular times – the model gets smarter, too.

Intent Data 149

Intent Data Intent Signal B2B Intent 149

DiscoverOrg

NOVEMBER 6, 2017

If prospects don’t fit your Ideal Customer Profile, they shouldn’t become leads. 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. You already know this. Then consult sales to finalize your target list.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

MAY 21, 2014

EmailReg.org is a Barracuda Networks Partner; so if your prospects or customers are using Barracuda as a spam/anti-virus solution, it is critical that you register your IP and domains there as well. This is very similar to the SPF analysis above, where it basically verifies the sender for the recipient.

Deliverability 136

Deliverability Email Marketing Marketing & Strategy Marketing Strategy 136

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. So those who are already engaging with prospects – long before a demo comes in or a lead comes in – will be best poised to win.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

FEBRUARY 6, 2019

Org charts may also include details like responsibilities, physical location, and direct contact information. The org chart shows who your prospect is within an organization, and which other stakeholders you should include in your outreach. For outbound prospecting, to find multiple points of entry.

Video Marketing 29

Video Marketing Cross-Selling Sales Cycle B2B Sales 29

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. By targeting a prospect in that crucial three-month window, you can focus your time, energy and effort where there’s a higher chance for a win. OK… maybe not the best approach.

Outreach 222

Outreach Work Management Case Studies Purchase Intent 222

DiscoverOrg

MAY 29, 2019

A lot of companies struggle to get prospects to show up to sales demos. But ultimately, prospects are much more likely to stay engaged, keep moving through the funnel, and see the value in your product. The modern sales software demo is value-based, and focused on use cases that address the prospect’s unique and specific problems.

Marketing Automation Services 200

Marketing Automation Services Software Top of Funnel Tips 200