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How to Create an Ideal Customer Profile (ICP) to Target the Right Customers

DiscoverOrg

Export opportunity data from your CRM and append account information as needed. You can then use this rating system to prioritize and align your resources and strategies, as well as identify future target companies and leads. Step 1: Find the data. Then build it out with more data points relevant to your activities and industry.

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What Is Sales Intelligence? An Interview With DiscoverOrg CEO, Henry Schuck

DiscoverOrg

Henry : Sales intelligence is actionable information on prospects, your target accounts. Sales intelligence includes information about events, contacts, structure of a department and technology stack – data that helps sales and marketing professionals prioritize who to target, in order to do their jobs more effectively.

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How to Use the Tech Stack to Displace Competitors

DiscoverOrg

“But actually that ‘noise’ is a powerful tool to target the right accounts – that is, if you know the tech stack of your target accounts ,” says DiscoverOrg’s Senior Manager of Sales Development. And it’s especially helpful when your target accounts happen to be using one of your competitors.

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An Inside Look Premiere: A True Story of Executing Account-Based Everything

DiscoverOrg

This is a great opportunity to finetune DiscoverOrg’s own ABE approach as we target new accounts we haven’t gone after before. Historically, we’ve been no exception (especially before we had datasets that covered our target buyers, sales and marketing departments). Recently, we brought a new HR dataset to market.

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Not Fake News: 4 Ways to Double-Check Your Sales Data

DiscoverOrg

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!

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Myth Busters: 3 Sales Intelligence Assumptions Dispelled

DiscoverOrg

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.

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How to Operationalize Account-Based Marketing

DiscoverOrg

In short, the first rule of account-based marketing is : know your target accounts. The second rule is : know which of your target accounts are actively researching or buying so you can prioritize those accounts. Select Your Target Accounts. Then consult sales to finalize your target list. Identify Your Qualified Market.