DiscoverOrg

MAY 2, 2019

It is interesting to note that companies of all sizes have, at most, a 2-point difference in the rate of female representation across all roles. Interestingly, the largest gains have all been in departments with the fewest number of female leaders in the past: Operations, Finance, and Information Technology.

Enterprise Management 120

Enterprise Management Work Management Case Studies Startups 120

DiscoverOrg

AUGUST 14, 2018

What products or services interested them at the beginning? At Digital Reach , we usually work with three, and break them down by authority/role, but you can break out different personas in any combination you like: Executive – the decision-maker whose primary interest is revenue and growth. When your deal closed?

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

MARCH 31, 2016

What makes the Los Angeles World Airports (LAX) Interesting and Innovative: LAX is the largest airport in the country in terms of the number of passengers beginning or ending their trips there (Atlanta is biggest if passengers making connections are included). Aura Moore. Interim Chief Information Officer – Los Angeles World Airports.

Enterprise Management 120

Enterprise Management Work Management Budget Programs Eye-Tracking 120

DiscoverOrg

JUNE 21, 2017

We could spend all day telling you what DiscoverOrg actually does and how our customers use it – but we thought it would be more interesting to show you – with real people, in our funny new video showing off how sales intelligence is done.

Ideal Customer Profiles 250

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 250

DiscoverOrg

MARCH 25, 2016

It’s pretty much the nature of the bargain — write a book that holds my interest, and I’ll keep reading it. So when they agree to show up for your demo, or stay on the phone longer when you call, a duty is owed to hold their interest, to engage their emotions, to make it worth it. Quid pro quo. People are busy.

Storytelling 120

Storytelling Fulfillment Sample Sales Cycle 120

DiscoverOrg

FEBRUARY 13, 2017

Anyone who’s ever been in a relationship can attest that showing too much interest too early is a surefire way to turn someone away. You’re supposed to be busy doing interesting things with your hundreds of amazing friends. It’s hard to know what someone’s thinking, especially when they don’t respond to all of your messages.

Email Marketing 136

Email Marketing Impressions Marketing & Strategy Deliverability 136

DiscoverOrg

OCTOBER 19, 2017

I became interested in target account marketing, which I later learned to call ABM, while tying to efficiently grow a software business. Intent” is based on prospects’ current interests ; for example. Origin Story: Terminus’ Formula for Account-Based Marketing. Think of ICP as the firmographic, technographic, geographic, etc.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

MARCH 25, 2019

We ran a targeted campaign for Kelly Services, a Fortune 100 staffing firm, to drive interest in one of their product lines. Interested in doing a displacement campaign? We tracked engagement across digital channels (social and email), cold calling, and direct mail (postcards with a URL to a landing page). The results astonished us!

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

SEPTEMBER 4, 2018

Are you interested in <accomplishing, fixing, or avoiding something>?”. “Is Are you interested in setting more meetings?”. “Is We’re both interested in getting you [SOLUTION X]. “Can you see how helps you <accomplish, fix, or avoid something>?”. Is there any reason we can’t start today?”.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

APRIL 7, 2017

What prompted his interest in DiscoverOrg’s data accuracy? 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.

Sample 232

Sample Ideal Customer Profiles Outreach Validation 232

DiscoverOrg

JUNE 13, 2019

But we thought it would be more interesting to SHOW you with real people. We could spend all day telling you what DiscoverOrg actually does and how people use it.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 120

DiscoverOrg

MAY 12, 2016

As you well know, arousing curiosity, generating interest, and getting prospects to open up about their priorities is about as easy as potty-training a coyote.” Sound interesting? But a commitment to lifelong learning is just as important; it keeps our minds sharp and gives us a wider perspective of the world outside our own backyards.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

SEPTEMBER 26, 2018

did an interesting study where they found that the longer the sales cycle goes on, the more negative sentiment you should be getting from your prospect. You’ve been down this road, you have their best interest in mind … and it isn’t just all positive. We want to seek out those objections. In fact, Gong.io

Sales Cycle 159

Sales Cycle Validation Pricing Price 159

DiscoverOrg

JANUARY 2, 2019

Another interesting use case suggested by TOPO is segmenting by Intent rather than traditional segments. In an era of self-directed research, according to SiriusDecisions, the average B2B buyer is 67% of the way through the buyer journey before they ever engage with a salesperson.

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

DiscoverOrg

FEBRUARY 1, 2019

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. So, they’re basically saying, “Yeah, I’m interested. Keep in mind that chat functions put the power in the prospect’s hands, not the seller’s.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

JULY 29, 2016

There is a renewed interest in Account-Based Marketing (ABM) and it currently has two definitions: 1) a strategy for marketing to existing clients for the purpose of cross-selling or expanding presence within an account, and. Looking to give a your sales a boost?

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 120

DiscoverOrg

JULY 22, 2016

There is a renewed interest in Account-Based Marketing or ABM. Looking to give a boost your sales? Currently, ABM has two definitions, the first being a way of marketing to existing clients for the purpose of cross-selling or expanding their presence within an account.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

DiscoverOrg

NOVEMBER 14, 2018

Increased closed-won deals – those entering the pipeline are more likely to have the budget, interest, and talent needed for your product to have value. Highly qualified prospects may already be using your competitor or looking for services like yours. How could you not be??)

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

SEPTEMBER 20, 2016

We didn’t know what we didn’t know and through the efforts of DiscoverOrg – their level of interest, the amount and relevance of their advice and the help that DiscoverOrg has provided and will provide is unparalleled in my experience. This has been a spectacular ride so far, and we look forward to our mutual success!

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

DiscoverOrg

NOVEMBER 17, 2016

Where do the greatest levels of interest exist: sales intelligence, productivity, or sales gamification? At the highest level, we are looking to identify organizational trends regarding the use of sales technology and see how companies are equipping their sales reps to become more productive and collaborative. What role do all of these play?

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 120

DiscoverOrg

FEBRUARY 19, 2016

Therefore, we are always interested in learning how businesses are using outbound prospecting to fuel their revenue growth. Here at DiscoverOrg, supporting outbound sales and marketing lead generation through accurate data and comprehensive sales intelligence is core to our business. In fact, it IS our business.

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

OCTOBER 23, 2016

DiscoverOrg uses data from over 250 B2B publishers to identify content downloads and research behavior indicative of buying interest – all customizable to the categories and topics you care about most. OppAlerts removes the guesswork surrounding which prospects are looking for your solution before they ever reach out to you.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

AUGUST 17, 2016

This real-time data is key to identifying interest prospects have in a particular category (like cybersecurity, lead generation, big data, etc…), even if the company hasn’t released an RFP for that solution. The large amount of work before, during, and well after the event are what drive success at trade shows.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

APRIL 5, 2016

For example, if I see a company is using Salesforce, Box, and Workday then I can be pretty sure that they are interested in Cloud solutions. HS: There are some obvious ways, and others that require some ingenuity. So I better not talk about something On-Prem.

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. How much time am I actually spending perusing the web?

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

MAY 21, 2014

We, at DiscoverOrg, are particularly interested in these best practices since email marketing is such an essential aspect of our lead generation process. Without an understanding of these strategic methods for reaching your target audience, your lead generation efforts risk bypassing the inbox and heading straight towards their junk folders.

Deliverability 136

Deliverability Email Marketing Marketing Strategy Marketing & Strategy 136

DiscoverOrg

MARCH 24, 2016

Unlike The Diplomat, who asks questions related to how your offer will benefit their team or work culture, The Logician is more interested in your actual features and benefits in relation to the problem they are attempting to fix. They will ask plenty of questions to unearth the facts they need to make a decision.

Personalization 120

Personalization Cross-Selling Thought Leadership Sample 120

DiscoverOrg

JUNE 29, 2017

Professionals are genuinely interested in trends within their industry, and respond at a much higher rate when compensated with new, proprietary data. These questions should have sales value to you, such as: pain points, budgets, strategic initiatives for the coming year, or previous experience with similar products.

Response Rate 149

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

DiscoverOrg

JANUARY 29, 2016

Are you giving your salespeople interesting and motivating challenges beyond meeting basic KPIs and quotas? There’s nothing worse than spending your days feeling bored. In fact, we’ve heard over and over again that boredom is one of the most common reasons people leave their jobs.

Work Management 120

Work Management Fulfillment Sample Positioning 120

DiscoverOrg

JANUARY 22, 2016

Expect to see more companies turning toward cloud services, security systems and hyper-convergence technologies.

Enterprise Management 120

Enterprise Management Paid Search Agency Privacy Mobile Advertising 120

DiscoverOrg

JULY 25, 2016

Interested in learning more about the upcoming panel at MuleSoft’s HQ in San Francisco and to hear the exceptional and industry-leading group of panelists speak on these topics and more? Want to see how MuleSoft’s CEO Steven Broudy responded to these questions? Click here to read his answers.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

FEBRUARY 12, 2016

This intel let’s you approach prospects who would be most interested in your blue-corn shell tacos vs. those that would really just prefer a flour burrito. This applies not only to the shell but also to the filling.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

MAY 23, 2018

This has resulted in ambiguity about sales and marketing responsibilities, particularly in the Interest/Consideration phase. Warm MQLs show implicit interest through their behavior, but they’re not actually requesting more information. The people who weren’t interested? 4: Kill lead channels with low conversion. Kill ‘em dead.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

AUGUST 7, 2018

The good news : Organizations that are able to collect and make sense of online data – namely, behavioral signals – can reach buyers much earlier in the process, guiding the decision-making process before a competitor even knows their prospect is interested. Where can I find Intent data?

Intent Data 314

Intent Data Intent Lead Ranking Bombora 314

DiscoverOrg

FEBRUARY 12, 2019

What would you say to someone who is interested in becoming DiscoverOrg Certified? When I hear that one of our best customers saw her pipeline grow by 30% because she uses DiscoverOrg and became certified, it shows the relationship we are building with you is paying off for both of us. We have become your partner. Alicia : JUST DO IT!

Ideal Customer Profiles 29

Ideal Customer Profiles Enterprise Management Account Based Marketing B2B Sales 29

DiscoverOrg

AUGUST 23, 2018

How can YOU create authenticity by combining interesting content related to both your work and your personal interests? Even on professional social platforms like LinkedIn , Kenny recommends following and sharing topics of personal interest. “Flatiron Building” by Kenny Madden. Are you a kayaker? Francophile?

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

DiscoverOrg

NOVEMBER 4, 2016

Simply swipe to the right and let someone know you’re interested. That’s why accurate intelligence on your prospects, for business or *ahem* pleasure, is key – it gives you insight into who’s currently the best match, how to actually get ahold of them, and some common interests as a starting point to the relationship.

Cold Calling 120

Cold Calling Sales Qualified Leads Marketing Proposals Top of Funnel 120