DiscoverOrg

JANUARY 29, 2019

’ It’s a really effective way to bubble up companies using specific technologies that work especially well with DiscoverOrg, and redouble our effort towards those accounts – instead of trying to cover all of the ground evenly.” If the resulting list is too long, prioritize the top 2-3 technologies.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

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. DiscoverOrg’s advanced search helps you build targeted emails and prospecting lists and emails in the exact department, company size, and role you need!”. Good work, Cindy! “OK, he exclaims.

Ideal Customer Profiles 250

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 250

DiscoverOrg

SEPTEMBER 26, 2017

But there’s a lot of confusion about what works, what doesn’t, and what’s really involved an account-based program. By breaking down the fourth wall, our goal is to inform others about what we learned, what works, and what doesn’t work – in a really authentic and transparent way. Subscribe to our YouTube channel.

Account Based Marketing 307

Account Based Marketing Ideal Customer Profiles Multi-Channel ABM 307

DiscoverOrg

JUNE 13, 2019

Check out our funny sales video showing off how marketing and sales intelligence really works! Lots and lots of people: the human equivalent of a contact or lead list. But with traditional lead lists, it usually is. She’s narrowing down her list of target accounts – with account-based marketing in mind.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 120

DiscoverOrg

MARCH 25, 2019

While it works wonders,” Bruckstein says, “you’ll need accurate location data to: Plan and budget for your campaign. So the customers of our competitor became our list of target accounts! But if you do, you can increase your prospect list significantly, and maximize your travel investment. Dive in deeper!

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

FEBRUARY 27, 2019

Do you need to build your marketing list, but don’t know where to start? Option 3: Pay per contact or one-off list purchase. Are you building a list for a specific purpose, or event? Or are you just building a list? How do you find prospects quickly? How do you verify the accuracy of the data? Option 4: Inbound marketing.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

MARCH 5, 2018

How is it different from a lead list? I could call 1000 companies and try to engage with a really bland pitch – or I could call 10 that I KNOW need my service, I know who the decision maker is, the initiatives they’re working on, and what they’ve been researching online. What is sales intelligence?

Marketing Automation Services 265

Marketing Automation Services Purchase Intent Buying Cycle Marketing Prospects 265

DiscoverOrg

APRIL 11, 2019

We have mad respect for the classics – but we’ve updated the sales reading list for 2019. Start fresh on vacation with this curated list of new, diverse, must-read books – especially for salespeople who sell SaaS and other cloud-based products. it’s not beach reading, and b.) it’s almost 100 years old! Emphasis: them.).

Top of Funnel 211

Top of Funnel Cold Calling B2B Sales Outreach 211

DiscoverOrg

MAY 10, 2019

Technology, combined with a profound wealth of information, introduced in the last two decades has brought work history data online. Brett Kindschuh, DiscoverOrg’s director of human resources, says the kind of work history data easily available today still only gives you a one-dimensional glimpse into a candidate’s background.

Enterprise Management 120

Enterprise Management Work Management Marketing Prospects Startups 120

DiscoverOrg

OCTOBER 27, 2016

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. I presented a process that looked something like this: Step one: Create a list of all accounts in my territory that currently did business with us.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

MARCH 20, 2019

There are filters like, size of company, level of decision maker, geography, industry niche … that list goes on. Hammer away at that list of prospects. Don’t mix the new prospect work with the work of current clients, or even prospects that are later in the funnel. If the time doesn’t work, propose another.”

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120

DiscoverOrg

AUGUST 17, 2016

As exciting as this is, organizers don’t release the list of attendees. The problem with this is that sales reps don’t set appointments with companies – they meet with the people who work for those companies. Create a list of people who could potentially go to the trade show. The work is still not done.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

SEPTEMBER 2, 2016

The truth is, the “tricks” – basic good sales tactics – are “tricks,” because they work and it doesn’t matter if the person on the other end is a salesperson or an IT person. It’s what makes working with sales a pleasure. Don’t feel bashful or weird about asking for the sale that month or quarter. It’s just played out.

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

JULY 10, 2018

You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. These reactionary responses make a prospect feel like a number on a list – and a deer in the headlights. Well, how does your budget work?”). If it’s a logistical thing, you can work it out.

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

JANUARY 24, 2017

I had a special opportunity to learn Sales early on from a mentor that practiced many of the non-technology tenets of ABE – accounting for multiple stakeholders, personalizing messages by function and role, coordinating multi-modal follow-up as an integrated account plan, all against a named list of target – ideal – accounts.

Account Based Marketing 120

Account Based Marketing Jigsaw Cold Calling Paid Search Agency 120

DiscoverOrg

NOVEMBER 6, 2017

Before you select your target accounts, you need to identify the pool of accounts that marketing, sales, and sales development would potentially work on because they are a “fit” for your business. Then consult sales to finalize your target list. Remember, if it’s not a fit to begin with, then don’t work it!

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

FEBRUARY 19, 2016

Outbound marketing for B2B companies typically consists of some combination of the following strategies: cold-calling/telemarketing, direct mail, tradeshows & events, purchased/rented lists for email marketing, and a handful of other activities. Attendee lists and badge scans often result in incomplete or incorrect data.

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

AUGUST 19, 2016

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. That doesn’t mean they can’t be persuaded to leave – it just means they probably won’t answer that job board listing. Cold calls.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

MAY 6, 2016

With some pre-show negotiation for the contact list, and investigation on your end to see who is going, you can begin nurturing contacts prior to the show. With the right strategy, you can begin working your leads and closing deals before you even get on the plane. This is equally as important as the post-show follow-up.

Trade Show 136

Trade Show Webinar Metrics Marketing & Strategy Broadcasting 136

DiscoverOrg

DECEMBER 9, 2016

Staying on fire requires constant honing of skills, studying the competition, and doing the hard work. Below is our curated list of top posts from 2016: 1.) This post is a must read for organizations selling products/services made for those who work in IT. Top 10 Do’s and Don’ts for Selling to CIOs.

Burn Rate 120

Burn Rate Budget Programs Deliverability Curation 120

DiscoverOrg

MAY 6, 2016

With some pre-show negotiation with the contact list and investigation on your end to see who is going, you can begin nurturing contacts prior to the show. With the right strategy, you can begin working your leads and closing deals before you even get on the plane. This is equally as important as the post-show follow-up.

Trade Show 120

Trade Show Webinar Metrics Marketing & Strategy Broadcasting 120

DiscoverOrg

MARCH 15, 2017

Given that point, why should the same principles not apply when we’re all at work? Lastly, sound ABE execution requires multiple internal teams to stay organized around both the content and cadence of the approach, once the target list of ideal accounts has been identified and expanded upon. Of course they do, and then some.

Account Based Marketing 204

Account Based Marketing Video Marketing Storytelling Paid Search Agency 204

DiscoverOrg

FEBRUARY 13, 2019

Because the programs Marketing creates must be scalable, the data points we marketers typically work with should be easier to categorize and create segments with. More data allows not only each team to their respective job better, but also to align and work together to close more deals. Building marketing segmentation.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

DiscoverOrg

MAY 1, 2019

Well, this story starts when I had a great opportunity at a young age to work for a third-generation entrepreneur who taught me the way to really sell business to business over the phone. And so we were trained to seek out a direct number for every prospect on our call list. They say absence makes the heart grow fonder. Duh, right?

Contacts 120

Contacts Sales Cycle Youtube Training 120

DiscoverOrg

JANUARY 2, 2019

When paired with a target account list or territory, Intent Data shows organizations who is most ready to buy – and who they should reach out to now. 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

MARCH 31, 2016

The three women that we’ve chosen to highlight are working on major projects and technology transformations as well as overseeing a budget of close to half a billion dollars collectively. 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.

Enterprise Management 120

Enterprise Management Work Management Budget Programs Eye-Tracking 120

DiscoverOrg

NOVEMBER 14, 2018

This works in prioritizing and qualifying Inbound leads – prospects that have come to your organization – to determine how you follow up or if they get passed to sales. Bad Fit : Non-North American based companies, with less than 100 employees, who do not manufacture or distribute software security.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

SEPTEMBER 4, 2018

At the end of the day, they’ll mentally attached a higher value to your solution you for their problems, and will want to keep working with you.” Hopefully at this point, the prospect lists their concerns – and don’t let them stop with just one. And ultimately be happier clients. The 1-to-10 Rule.

B2B Sales 287

B2B Sales Work Management B2B Marketing Management 287

DiscoverOrg

MAY 21, 2014

How does it work? It can also notify you in real-time if your domain or IP gets listed as a “Spammer.” It means that your emails are really coming from where they say they are coming from. An SPF lookup in the email host ensures that when the message says that it is from DiscoverOrg that it is, in fact, from DiscoverOrg.

Deliverability 136

Deliverability Email Marketing Marketing Strategy Marketing & Strategy 136

DiscoverOrg

OCTOBER 26, 2017

But as the list grows, so does the probability that the IT department is in trouble. Read it: Cold Voicemails Work … Just Not How You Expected. Deploying applications to the cloud. Lack of internal talent needed for big data projects, and finally. Data security and compliance. How can you use Scoops? That is: How does this affect YOU?

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

DiscoverOrg

SEPTEMBER 4, 2018

At the end of the day, they’ll mentally attached a higher value to your solution you for their problems, and will want to keep working with you.” Hopefully at this point, the prospect lists their concerns – and don’t let them stop with just one. And ultimately be happier clients. The 1-to-10 Framework.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

MAY 23, 2018

These two departments must coordinate and work together in new ways. For some, a list of names is a lead list. An event can be a smashing success if Sales and Marketing work together. In this way, you can return from the event with a long list of meetings, next steps, and booked demos.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

APRIL 27, 2017

Or you can ask the recipient to email you back if they’d like to be removed from the list. Once someone opts out of your messages, you have 10 days to get them off your email list. It’s important to understand why some email marketing tools have imposed this requirement: Traditional unsolicited lists have extremely high bounce rates.

CAN-SPAM 292

CAN-SPAM Deliverability Opt-out Opt-in 292

DiscoverOrg

FEBRUARY 12, 2019

But it takes work. I love that everything is at my fingertips – a prospect’s firmographics, their tech stack , employee listing, what they buy, their budget, and ways to reach out to them. We want to build a personal relationship with our customers, helping them succeed beyond their use of DiscoverOrg. It takes care.

Ideal Customer Profiles 29

Ideal Customer Profiles Enterprise Management Account Based Marketing B2B Sales 29

DiscoverOrg

MAY 7, 2019

You just acquired a list of names, phone numbers, and email addresses. The horrors of bad lead lists are endless. You rely on it to pull lists, look up contacts, track opportunities, and more. Using the technology stack. Data quality and management. JUST KIDDING. The struggle is real. But 30% of that data goes bad each year.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

MAY 8, 2018

Take me off your call list!”. Sales intelligence vs. lead lists. If you’ve been in sales for any length of time, you know that “prospect data,” “lead list,” or “ sales intelligence ” can mean almost anything. I know you’re working on …”. “HOW THE %$#@ DID YOU GET THIS NUMBER? Fit data (demographic and firmographic).

Cold Calling 241

Cold Calling Work Management Marketing Management Marketing Automation Services 241

DiscoverOrg

FEBRUARY 5, 2016

Once reps have a list of accounts, they’re better equipped to formulate an effective message using relevant examples, case studies, and collateral that address a particular account’s needs and pain points. As seen in the Cloudera study, ABS works. Once each rep has a list of prospect companies, they’ll need to build a call list.

Tips 120

Tips Case Studies Case Study Keywords 120