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Plagued by incorrect, incomplete, and outdated information, these purchased lists typically led to a lot of time wasted calling bad phone numbers and prospecting to invalid contacts.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

Account Based Marketing 149

Account Based Marketing Enterprise Management List Brokers Marketing Automation Services 149

DiscoverOrg

APRIL 17, 2019

Couple that with SiriusDecisions’ finding that 67% of a purchase decision is made digitally – not by engaging with a salesperson, but by actually doing research on their own time. She’s a stakeholder, and she certainly has the power to influence my purchase decision. Step 7: Negotiation and purchase. That’s it.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 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

OCTOBER 23, 2016

However, in HR and Recruiting industries, there is an increasing number of middle management generalists with significant purchasing influence. Information in the CXO Dataset allows organizations to identify overlapping responsibilities and connect with multiple high-level stakeholders to close an opportunity. Contact us today.

Budget Programs 120

Budget Programs Tools Lead Ranking 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

AUGUST 14, 2018

Where do you get your industry information? It’s also useful to look through and learn the first product or service that they purchased – their point of entry. Now, you have all the information you need to target your next wave of future advocates! Informational. What problems were you looking to solve? Our advice?

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

JULY 3, 2018

There are a million reasons the time isn’t right to pull the trigger on a purchase. That’s Intent data: The cloud of information generated by online searches, downloads, and clicks online. We think that the ability to prioritize leads according to those who are most likely to buy, and when, has as much to do with winning as anything.

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

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

AUGUST 14, 2018

Where do you get your industry information? It’s also useful to look through and learn the first product or service that they purchased – their point of entry. Now, you have all the information you need to target your next wave of future advocates! Informational. 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 3, 2017

Stories can strike a chord or leave an emotional impression that becomes an anchor point and a catalyst for seeking understanding of the business value, communicating it to drive consensus, and justifying a purchase. Weak Knowledge of Products and Buyers. This may include, but is not limited to the following: Weekly training sessions.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

FEBRUARY 12, 2016

It’s called sales intelligence, and it can provide you with information like what technology the prospect is already using (indicating compatibility and an opportunity to oust a competitor), the budget of the department you’d like to sell into, which personnel would be most likely to utilize your product, and much more.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

MARCH 5, 2019

Copious purchasing in the early weeks and months of a decision-maker’s new role represents a significant sales opportunity, says Purvis. 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. The job change is an excuse to reach out.

Outreach 222

Outreach Work Management Case Studies Purchase Intent 222

DiscoverOrg

MAY 8, 2018

You finally found a direct phone number for the perfect decision-maker – AND a hot tip that the company finally got funding in place to purchase a solution like yours. When you’re talking with a colleague about a new car you’re hoping to purchase, turn to your computer, and see ads for that very car – it’s helpful, kind of.

Cold Calling 241

Cold Calling Work Management Marketing Management Marketing Automation Services 241

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

MAY 7, 2019

Accuracy : Is the information correct? Even more valuable are insights into potential opportunities, such as planned projects, purchase initiatives, and predictive insights about topics or solutions of interest that tell you who is ready to buy, and when. Can records be combined? Timeliness : Is the data fresh? vs. “avenue”).

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

JUNE 2, 2016

To reach those prospects, they need contact information: verified email addresses, at a minimum. Armed with information on budgets & purchase cycles, ongoing projects, hiring initiatives, and tech stacks, an AE can use tailored messaging to transform a mildly interested lead into someone clamoring for your product.

SWOT 120

SWOT Enterprise Management High Quality Lead B2B 120

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. Buying cycles for some products & services are long and take months from discovery to purchase.

Customer Surveys 120

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

DiscoverOrg

AUGUST 23, 2018

But the “social” piece of the puzzle is more important than ever, especially when you consider that “ the number of people involved in B2B purchases has climbed from an average of 5.4 Interact with the information they share to further establish your presence. Social media isn’t for everyone. two years ago to 6.8

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

DiscoverOrg

AUGUST 23, 2018

But the “social” piece of the puzzle is more important than ever, especially when you consider that “ the number of people involved in B2B purchases has climbed from an average of 5.4 Interact with the information they share to further establish your presence. Social media isn’t for everyone. two years ago to 6.8

Social Media 120

Social Media Social Networks B2B Sales Linkedin 120

DiscoverOrg

SEPTEMBER 12, 2018

But 25% of the executives you’re after won’t have LinkedIn – and no direct contact information. In conclusion, invest in your team’s success by purchasing something that’s not the sexiest thing in the world in high-quality data, and bad data a silent morale killer across your team. Thank you for your time today.

Video Marketing 189

Video Marketing Lead Scoring Lead Ranking Youtube 189