DiscoverOrg

JULY 3, 2018

Just because a lead went cold doesn’t mean it’s lost. Our own sales development team often has a better win rate with our cold, dead leads than we do with fresh inbound leads.). Refresh cold leads with web form go-backs. When leads come in from a web form, the demo and the deal should be a slam dunk, right?

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

DiscoverOrg

JUNE 21, 2017

Lots and lots of people: the human equivalent of a contact or lead list. But with traditional lead lists, it usually is. You can also rank companies based on your ideal customer profile – intern, get out! Let’s start with the 5-star rated leads. That’s where DiscoverOrg comes in. The salesman grabs the microphone.

Ideal Customer Profiles 250

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 250

DiscoverOrg

OCTOBER 23, 2016

They work in tandem with our business Triggers and provide actionable account-based business intelligence for top-ranked accounts. Now a standard feature in the DiscoverOrg platform, DealPredict enables customers to enter criteria for their ideal prospects, which DealPredict’s algorithms then predictively rank target accounts and contacts by.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

JUNE 13, 2019

Lots and lots of people: the human equivalent of a contact or lead list. But with traditional lead lists, it usually is. You can also rank companies based on your ideal customer profile – intern, get out! Let’s start with the 5-star rated leads. That’s where DiscoverOrg comes in. The salesman grabs the microphone.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 120

DiscoverOrg

JANUARY 2, 2019

SaaS organizations are leading the crest of the data wave, because they can – or should be – collecting customer data through their cloud-based product or service. How, who, and when will we consume this data regularly for it to have a meaningful impact?

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

DiscoverOrg

AUGUST 14, 2018

Generally, we recommend sorting your customers by ROI or strategic value (if you don’t have that data, that’s okay – you can just eyeball them), and then look for commonalities: Firmographics (Company Size, Total Revenue, etc.). Key to any account-based approach is building a sales lead pipeline. Technographics (Tech stack).

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

MARCH 3, 2017

To determine if a sales team’s strengths or weaknesses had any correlation with growth we compared the median growth rate at companies that scored poorly (ones or twos) against the median growth rate at companies that rated strongly (fours and fives). Download the 2017 Growth Drivers Report to find out. The Profile of the Un-Salesman.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

OCTOBER 19, 2017

We primarily operate off of this formula for account-based Fit + Intent + Engagement versus operating off inbound lead conversions. Ideally, you want to focus on high-value activity. Qualified market-building – How many accounts fit your ICP and are scored as a high fit using a predictive model? Best-fit accounts.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

AUGUST 14, 2018

Generally, we recommend sorting your customers by ROI or strategic value (if you don’t have that data, that’s okay – you can just eyeball them), and then look for commonalities: Firmographics (Company Size, Total Revenue, etc.). Key to any account-based approach is building a sales lead pipeline. Technographics (Tech stack).

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

MAY 15, 2017

regions, by rank: New England (ME, NH, VT, MA, RI, CT) – 28.3%. companies by revenue by noting, “This is a joint responsibility of the women to seek out experiences and development that can help them lead and succeed, and for organizations to create an environment where women feel empowered to progress in their careers at all levels.”

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

DiscoverOrg

APRIL 12, 2017

The study was orchestrated by Intelemark, a leading B2B demand generation services provider with over 50 years of combined experience driving results through custom calling campaigns. Intelemark agents were given lead lists of identical criteria and length from both DiscoverOrg and the other data provider. Setting up the A/B data test.

ROI 224

ROI Sample Demand Generation Agencies B2B Sales 224

DiscoverOrg

AUGUST 19, 2016

Five years ago, I was asked to lead a recruiting department for the first time ever – and to double the size of the company within 6 months! Passive job seekers are often the best talent – employees well valued and compensated by their current company because they are doing a bang-up job. Want to learn more?

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

SEPTEMBER 4, 2018

They want to maximize ROI, which is price relative to the value they get out of the product. Don’t jump to discounts right away – then it becomes a price-based purchase, not value-based. We need to revert to value-based appeal. If you lead with price, you become a price-based purchase. “So The 1-to-10 Rule.

B2B Sales 287

B2B Sales Work Management B2B Marketing Management 287

DiscoverOrg

JANUARY 15, 2019

Buyers make decisions the same way – the price, the functionality, the value they get back, and the recommendations from their peers.”. In partnership with leading sales linguist Steve W. “In B2B sales, isn’t it all the same? If that’s the mentality you’ve adopted as a salesperson, it might be time to rethink.

Cold Calling 196

Cold Calling Buy Peer-to-peer B2B 196

DiscoverOrg

JULY 10, 2018

We see the value, we’re just not ready.”. “We Want to Build a Sales & Marketing Lead Engine? You’ve probably heard them all: “I’m OK with the current situation and don’t feel the need to change.”. It’s too expensive. We don’t have budget.”. “I I have to focus on other things first. It’s not the right time. We’re too small.

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

MAY 23, 2018

SALES: Marketing leads are crap. You guys take forever to follow-up on our leads – and you wonder why they don’t convert? Why would we waste our time on leads that are never going to convert? Agreement on what a “qualified lead” is. Hyper-focus on marketing-qualified leads. Retarget cold, dead leads.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

JUNE 29, 2017

In B2B marketing, when you improve response rates, you tend to see better downstream results including: more qualified leads, more pipeline, and more deals won. Survey-based lead generation. At Campaign Stars, we’ve used an enormously effective way to improve response rates: Survey-Based Lead Generation.

Response Rate 149

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

DiscoverOrg

FEBRUARY 19, 2016

Here at DiscoverOrg, supporting outbound sales and marketing lead generation through accurate data and comprehensive sales intelligence is core to our business. Last summer, we conducted a survey of B2B marketing professionals to glean exactly that – the value that those individuals are seeing from their outbound efforts.

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

MAY 30, 2017

I’m Justin Withers, Vice President of Product Management and Marketing at DiscoverOrg, here to describe the best way to create a value proposition that stands out – by addressing a real need. For starters, let’s talk about what value is what value isn’t. How not to talk about value. Watch the Video.

Lead Scoring 168

Lead Scoring Lead Ranking Video Marketing Work Management 168

DiscoverOrg

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. When all’s said and done, quality lists lead to a 50% reduction in research time. It’s true that bargain lead lists pose a threat to your domain and brand. Remember the Sony Betamax ? Us either.).

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

OCTOBER 4, 2016

These errors lead to high bounces, low engagement, and, ultimately, a severely negative impact on your domain reputation. In particular, they are assessing open and click behaviors to determine the value of your emails. Inadvertent errors and redundancy in your email lists exponentially add to the mess.

Deliverability 259

Deliverability Domain Click Rate CAN-SPAM 259

DiscoverOrg

MAY 2, 2019

While parity clearly hasn’t been achieved here, a 44% increase in the highest leadership ranks of a company is significant. The c-suite looks very different overall now when compared to 2016: a quarter of CXOs are now women. At almost every level, women comprise about one-quarter of the business workforce.

Enterprise Management 120

Enterprise Management Work Management Case Studies Startups 120

DiscoverOrg

NOVEMBER 9, 2016

Sales prospecting efforts like cold calling are worthless if the pitch seems empty of value and context. Moreover, how can sales departments leverage data without turning business development reps into robots? You Say “Tomatoes”. I Say, “Tom Ate Toes”. Yet, making these conversations meaningful is difficult to learn and master.

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

DiscoverOrg

MARCH 25, 2019

Here’s another use case for location data that my team did, which generated a ton of well-qualified leads: We wanted to target the customers of our biggest competitor at the time for a displacement campaign. Of course, the challenge is to ensure that we reached the right person at the right address, as this is also a more costly channel.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

MARCH 27, 2017

Account-Based Sales Development (ABSD) is a coordinated strategy that combines personalized, multi-channel, multi-threaded, outbound activities to create high-value opportunities in new and existing customers. Q: What specific metrics can marketers track to prove the impact of ABE outside of leads generated? It] is about influence.”

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

FEBRUARY 13, 2017

Neither of those are qualities known to lead to romance. Our customers routinely send us thank you emails whenever a Trigger leads them to a meeting. Will downloading a dating app lead to an increased response rate on your cold emails? No One Likes a Pushy McPusherson. Why does that happen so often? I wouldn’t bet on it.

Email Marketing 136

Email Marketing Impressions Marketing & Strategy Deliverability 136

DiscoverOrg

SEPTEMBER 4, 2018

To make customers feel good about the sale, throw in three pieces of value, in this order: additional support. They want to maximize ROI, which is price relative to the value they get out of the product. Don’t jump to discounts right away – then it becomes a price-based purchase, not value-based. The Rule of Three.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

SEPTEMBER 5, 2018

If I am telling that story, it would be easy for me to stop after I said, “Well, we took the marketing qualified leads and improved them by 14x, the conversion of a marketing qualified lead, over to a existing active opportunity in our sales funnel.”. I hope you got some value out of this. It’s a key advantage.

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

DiscoverOrg

APRIL 22, 2016

For me, these meeting usually consist of demos, ran by our account executives (AE), or discovery calls to determine the fit level of leads coming in from our inbound channels and marketing team. Don’t sell them on buying or adopting your product, sell them on the value of this individual meeting. It’s one meeting. Hook and book.

Tips 120

Tips Cold Calling Work Management Sample 120

DiscoverOrg

AUGUST 7, 2018

Your website is likely one of your biggest lead sources … but it goes without saying that it’s not the only source of content online. Marketers can expand their reach by buying leads from some content publishers or advertising on some third-party sites, but budget and accessibility to third-party sites can limit reach.

Intent Data 314

Intent Data Intent Lead Ranking Bombora 314

DiscoverOrg

FEBRUARY 9, 2017

AccountView provides the ability to drill into specific segments by clicking on chart bars, wedges, or listed values. As you filter, you can hover over bars, wedges, or other chart values to see the number of accounts that meet that criteria and all other criteria selected. Want to Effectively Scale Your ABM program?

Ideal Customer Profiles 120

Ideal Customer Profiles Account Based Marketing ABM Demand Generation 120

DiscoverOrg

MARCH 31, 2016

Please Note: This is an editorialized list and is in no way inclusive of all of the amazing women CIOs leading today’s top IT organizations. Serena Sacks, CIO, Fulton County Schools. Jenean Blackmon, CIO, McLeod Regional Medical Center. Aura Moore. Interim Chief Information Officer – Los Angeles World Airports.

Enterprise Management 120

Enterprise Management Work Management Budget Programs Eye-Tracking 120

DiscoverOrg

FEBRUARY 1, 2019

If they’re reading long enough for you to initiate the chat, then they’ve already found something of value. But, the expectations have to be set based on how warm or cold their leads are and you can’t expect everybody to chat. If you were to compare it to a cold call, it’s basically a like an inbound lead follow-up activity.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

OCTOBER 26, 2017

These insights demonstrate a pattern of executive departures in security-related roles – in the months leading up to the breach itself, and in the 1.5 Looking back at the reported Scoops, we can see likely weaknesses and changes that could offer valuable leads for security vendors. We unpacked the value of each Scoop type.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

DiscoverOrg

SEPTEMBER 5, 2018

If I am telling that story, it would be easy for me to stop after I said, “Well, we took the marketing qualified leads and improved them by 14x, the conversion of a marketing qualified lead, over to a existing active opportunity in our sales funnel.”. I hope you got some value out of this. Have a good day.

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 120

DiscoverOrg

MAY 12, 2016

This is the person who brings a unique perspective to the table, pushing back against a customer’s demands, reshaping their expectations, and creating change that leads to greater sales results and customer loyalty. Take this great example: A blog post on “ Eliminating Common But Not So Obvious Opening Value Statement Mistakes.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

JANUARY 29, 2016

In other words, they need to be coached on the company’s value propositions and target audiences. But Chris Roebuck, author of Lead to Succeed, suggests that motivation is 57% rational and 43% emotional. For example, he says, “they won’t sell if they don’t believe it’s right for the customer.”

Work Management 120

Work Management Fulfillment Sample Positioning 120