DiscoverOrg

MARCH 27, 2017

Account-Based Marketing. Our interview with Brandon Redlinger, Engagio’s Director of Growth, simplifies the details of how to implement ABE from account-based metrics to processes and team alignment. Q: What specific metrics can marketers track to prove the impact of ABE outside of leads generated? Check it out!

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

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! Since I didn’t know any better, I figured that I might as well build the recruiting engine in the same fashion that I built a marketing engine, and it turned out the approach worked.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

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. For many marketers, it remains something of a mystery. A high performing account-based marketing strategy starts with accurate contact data. The Content Pyramid.

Response Rate 149

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

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. Q: What results should companies expect when they put account-based marketing into play?

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 120

DiscoverOrg

JULY 15, 2016

In the book, Switch:How to Change Things When Change is Hard , Chip and Dan Heath detail how to successfully lead through change by embracing and motivating both our emotional and rational brains (and no, don’t argue guys – you have emotional brains too). This could teach us a lot about a human approach to sales and marketing.

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 120

DiscoverOrg

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. To buyers, these types of interactions may seem serendipitous, but timing sales and marketing interactions requires foresight. Account-based marketing can use sales intelligence for a new level of personalization. Us either.).

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

FEBRUARY 27, 2019

Do you need to build your marketing list, but don’t know where to start? If you’ve been given the task of setting up your company’s sales and marketing database, you’re probably not overly excited … especially if it’s something you’ve got to build from scratch. Option 4: Inbound marketing. How big is your overall market?

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

OCTOBER 4, 2016

We guess that if you spend any significant effort on email marketing, then you’ve seen these recent trends in the last 12-18 months: plummeting open rates, dwindling click rates, and skyrocketing bounce rates. One glance at your inbox – personal or work – probably confirms what you secretly don’t want to admit: Email marketing is dead.

Deliverability 259

Deliverability Domain Click Rate CAN-SPAM 259

DiscoverOrg

JULY 22, 2016

There is a renewed interest in Account-Based Marketing or ABM. 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. Getting to Know Account-Based Marketing. Sales Strategy Using Account-Based Marketing.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

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. These are still great ways of predicting how an organization will perform, especially when entering a new market or rolling out a new product for feature.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

APRIL 17, 2019

Step 2: Vetting the market. At this point, I’m reading reviews, I’m considering the benefits and drawbacks of each machine, looking at prices… I’m just getting a feel for the market as a whole. You’re SO much better positioned to drive real brand awareness and influence the decision-making process.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

MARCH 3, 2017

Evaluating and hiring a winning Sales Team is not unlike the process of evaluating character attributes in a video game. In our 2017 Growth Drivers Report we asked 200 Sales and Marketing professionals to rate their teams on a scale of 1-5 across 15 different attributes. Knowledge of the market. Sales Team Attributes.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

OCTOBER 19, 2017

Whether you’re already doing it – or thinking about doing it – you’re probably one of an increasing number of B2B companies transitioning to an account-based approach to sales and marketing. Origin Story: Terminus’ Formula for Account-Based Marketing. Small world!). Look for the full story here at Terminus ).

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

APRIL 16, 2019

As a result, multiple stakeholders are generally involved in the decision-making process , and they give their decision careful consideration. Warm referrals can help you forge real relationships faster, and establish a foundation of credibility and trust that leads to long-term partnership (versus one-time transactions). A lot of it.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

DiscoverOrg

AUGUST 14, 2018

Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty gritty. In fact, with just a few simple steps, DIY data segmentation for account-based marketing is a great way get started. In fact, with just a few simple steps, DIY data segmentation for account-based marketing is a great way get started.

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

MAY 21, 2014

These best practices are important to any and all organizations utilizing outbound email marketing for lead generation. Over the years, marketers have amassed a plethora of knowledge surrounding email deliverability. Some may require a bit of guidance by your IT department, but they’re definitely worth the extra effort.

Deliverability 136

Deliverability Email Marketing Marketing Strategy Marketing & Strategy 136

DiscoverOrg

OCTOBER 27, 2016

My manager liked the approach and asked me to present the process to the entire sales team. Rather than react to inbound leads or simply start at the top of a list and work my way down, I analyzed my territory before I began. This gave me my Total Available Market (TAM) for Group A. As noted, it’s a time-consuming process.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

AUGUST 14, 2018

Reading Time: 9 minutes Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty gritty. In fact, with just a few simple steps, DIY data segmentation for account-based marketing is a great way get started. Watch: DiscoverOrg documents our own Account-Based Marketing experiment. Sound familiar?

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

SEPTEMBER 4, 2018

If you lead with price, you become a price-based purchase. “So Before we start talking about price points, I just want to make sure our top priority is executing an account-based marketing strategy. ” This gets them to acknowledge if they are actually close, and it’s a light commit to the process. Throw in a no-brainer!)

B2B Sales 287

B2B Sales Work Management B2B Marketing Management 287

DiscoverOrg

NOVEMBER 9, 2016

Access to high-quality contact data, market trends, and emerging predictive analytics tools allow for rapid segmentation of high-quality accounts and prospects. Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects?

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

DiscoverOrg

OCTOBER 26, 2017

With the right information in-hand, savvy sales pros and marketers might have seen it coming. 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 months before it was publicly disclosed. Vendors, take note. Management changes.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

DiscoverOrg

JULY 25, 2016

Sales is tough and ongoing sales development is a never ending process. It’s a maturing process, really. It’s a dynamic process, whereby at any point, all members of the Team have a voice that is heard, but only by deciding as a group that new thinking justifies an update will a best known method change.

Practices 120

Practices Best Practices Forecasting B2B Sales 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.”. It’s a key advantage.

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

DiscoverOrg

OCTOBER 23, 2016

Sales departments are becoming technology buying centers and beginning to rival their marketing and IT counterparts. Compare that to Marketing tech stacks: an Econsultancy report from 2015 cited that half of the respondents were using 21 technologies in their Digital Marketing stack. Click To Tweet. The HR Dataset.

Budget Programs 120

Budget Programs Tools Lead Ranking Work 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.”.

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 120

DiscoverOrg

MAY 23, 2018

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. You guys take forever to follow-up on our leads – and you wonder why they don’t convert? Agreement on what a “qualified lead” is.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

SEPTEMBER 4, 2018

If you lead with price, you become a price-based purchase. “So Before we start talking about price points, I just want to make sure our top priority is executing an account-based marketing strategy. ” This gets them to acknowledge if they are actually close, and it’s a light commit to the process. Throw in a no-brainer!)

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

MAY 7, 2019

It’s the genesis of thousands of downstream processes and millions of actions. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. A lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! Lead generation.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

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

APRIL 5, 2016

In conjunction with the DiscoverOrg/HG Data partnership announcement, we sat down with DiscoverOrg co-founder and CEO, Henry Schuck, and HG Data’s Chief Revenue Officer, Mark Godley, to get their perspectives on the role of data and SaaS tools on both the trends and future direction for sales and marketing.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

DiscoverOrg

OCTOBER 31, 2018

f you’re also like us, you probably love inbound leads. Those hotter-than-hot leads: people requesting information. What is a “qualified lead”? Marketing must agree. One of the first things that you can do to make sure that your team scales efficiently, is to align sales and marketing.

Sales Qualified Leads 168

Sales Qualified Leads Cold Calling Lead Scoring Lead Ranking 168

DiscoverOrg

OCTOBER 31, 2018

f you’re also like us, you probably love inbound leads. Those hotter-than-hot leads: people requesting information. What is a “qualified lead”? Marketing must agree. One of the first things that you can do to make sure that your team scales efficiently, is to align sales and marketing.

Sales Qualified Leads 120

Sales Qualified Leads Cold Calling Lead Scoring Lead Ranking 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 120

Intent Data Intent Lead Ranking Bombora 120

DiscoverOrg

NOVEMBER 29, 2016

As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well), how to keep those reps fed with leads, how to keep them motivated, and how to optimize their process and results. Without basic infrastructure, it’s impossible to have processes that optimize that infrastructure.

Lead Ranking 120

Lead Ranking Lead Scoring Trigger Marketing Marketing Prospects 120

DiscoverOrg

JANUARY 20, 2017

These experiences have led me to the conclusion that it’s not just hard work that leads to remarkable results, but hard work directed at hard things. What do Sales and Marketing teams do differently that results in more leads, meetings, opportunities, wins and revenue? 5000 from those experiencing more muted growth?

Cold Calling 120

Cold Calling Paid Search Agency Companies Account Based Marketing 120

DiscoverOrg

DECEMBER 11, 2018

But despite good strategy around data quality, a strong foothold in the market, and a visionary CEO, the biggest threat to the company’s success was its own technology platform. I joined DiscoverOrg in 2014 to lead the technology team. Doing a roll-back, if something went wrong during the process, was not an option here.

Paid Search Agency 153

Paid Search Agency Companies Work Management Marketing Management 153

DiscoverOrg

MAY 29, 2019

Effective salespeople are focused instead on solution sales : A thoughtful sales demo process that addresses issues specific to the customer. This is more common with inbound leads,” Murray adds. To a sales rep with a salary of $40,000 per year, for example, $60,000 for a marketing automation system might sound like a lot of money!

Marketing Automation Services 200

Marketing Automation Services Software Top of Funnel Tips 200