DiscoverOrg

MARCH 25, 2019

Why is location-based marketing important in the era of the remote workforce? But as B2B marketers and salespeople, it makes our job harder. Knowing the physical location of your prospect is key to your marketing and sales efforts. Knowing the physical location of your prospect is key to your marketing and sales efforts.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

MARCH 29, 2018

GDPR: It’s the 4-letter word keeping marketers up at night. There’s a lot of confusion and anxiety surrounding the upcoming General Data Protection Regulations (GDPR), which goes into effect May 25, 2018, l eaving a lot of people wondering how it impacts them as a B2B marketer. Direct marketing as a legitimate interest.

Planning 198

Planning Opt-out Opt-in Peer-to-peer 198

DiscoverOrg

DECEMBER 21, 2016

If you’re in sales or marketing, it’s likely you’ve come across a new SaaS platform or startup in the past 6 months that begs your attention. As technology continues to plunge sales and marketing professionals further into transformative innovation and new opportunities, we must define the new terms taking us there.

Paid Search Agency 120

Paid Search Agency Thought Leadership Startups Marketing & Strategy 120

DiscoverOrg

JULY 15, 2016

This could teach us a lot about a human approach to sales and marketing. While most marketers and sales professionals may not think of themselves as change agents, they would be mistaken. In fact, when we ask someone to invest in our product, we are asking them to embrace and champion change within their organization.

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 120

DiscoverOrg

FEBRUARY 2, 2017

Back when DiscoverOrg was founded in 2007, our goal was to provide sales and marketing professionals with accurate intelligence on IT decision-makers. The proliferation of software-as-a-service (SaaS) and cloud computing created huge changes to the software market. Why are we jumping into these other markets with such fervor?

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 120

DiscoverOrg

SEPTEMBER 26, 2017

Account-based marketing (ABM) is a hot topic of conversation, and momentum is building to expand this person-first approach from Marketing to Sales and beyond, breaking down department barriers with shared goals: Enter account-based everything (ABE). Recently, we brought a new HR dataset to market.

Account Based Marketing 307

Account Based Marketing Ideal Customer Profiles Multi-Channel ABM 307

DiscoverOrg

APRIL 11, 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. Nobody cares about your product. Agility is a critical skill for modern sellers: Cloud-based products are constantly evolving, the pain points and buyers are changing.

Top of Funnel 211

Top of Funnel Cold Calling B2B Sales Outreach 211

DiscoverOrg

JANUARY 29, 2019

For example, you wouldn’t want to target a company using Oracle products if you’re in SAP consulting. Discover companies with a level of maturity that fits your product, and seriously boost win rate. In B2B sales and marketing, a company’s installed technologies – their tech stack – includes: Software products.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

SEPTEMBER 4, 2018

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. additional product and services. They don’t want a product that’s going to sit on the shelf. They want to maximize ROI, which is price relative to the value they get out of the product. The Rule of Three.

B2B Sales 287

B2B Sales Work Management B2B Marketing Management 287

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

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 well are users adopting product changes or updates? That user data may come in many forms: What is the most frequent user workflow?

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

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

JUNE 21, 2017

Our gracious host is determined to show two newcomers – from sales and marketing, respectively – how the DiscoverOrg platform powers a bigger pipeline , more appointments, and faster revenue growth. The sales and a marketing professionals gaze around a room filled with … people. DiscoverOrg for Account-Based Marketing.

Ideal Customer Profiles 250

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 250

DiscoverOrg

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. Org charts are a flagship DiscoverOrg product used to understand employees’ positions within an organization hierarchy and pull multiple stakeholders into a conversation, giving weight to a sales proposition. Us either.).

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

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

JULY 10, 2018

Hit these 5 points when you get an objection – and add a little groove to your game , disarm your buyers, and have more productive sales conversations. Here are some common scenarios : PROSPECT: “I’m worried that your product is more software than we need, and -”. Your competitor’s product is half the price and has more -”. “I

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

FEBRUARY 21, 2019

This means creating a vision and a plan, setting goals, building relationships, understanding your product, and implementing analytics so your marketing strategy is data-driven. Read it: So It’s Your First Day as the Chief Marketing Officer… Identify what isn’t working and make changes. Identify some quick wins.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

NOVEMBER 14, 2018

You can’t market to everyone. Developing an ICO should be viewed as a strategic exercise that must involve sales, marketing, and leadership to develop and agree upon the definition and parameters of the characteristics feeding into that definition. It takes time, money, and people to attract, convert, and delight new customers.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

SEPTEMBER 2, 2016

Unfortunately for us, there was nobody in the marketplace who was providing a solution for OUR target market. For years we’ve provided in-depth intelligence on the IT, Engineering, Marketing, and Finance departments of companies, but we wanted to talk to Sales Departments and specifically the leaders there. Here are the top five: 1.

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

MARCH 3, 2017

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. Delivering product demos. Knowledge of products. Knowledge of the market. Supporting and Partnering with Marketing. Weak Knowledge of Products and Buyers.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

MARCH 8, 2017

Email marketing providers take the quality of your contact lists seriously. Bounce Rates – ISPs require email marketing providers to enforce certain bounce rate thresholds. If you’re being sold 1,000 contacts, you might be given a 50 contact sample list of potential contacts to get a taste of product. We can almost guarantee it.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

DiscoverOrg

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. What impact or insights into the market are you hoping to uncover with this survey? Is it evolving like the marketing technology stacks have? Below are the highlights from that interview.

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 120

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. When you’re talking about proactive engagement based on buyer intent, you’re NOT talking about product demos.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

FEBRUARY 12, 2016

In fact, this is just like the products and services that are pitched everyday — vastly diverse, of varying quality, and indicative of the seller’s (and buyer’s) brand identity and values. Tasty Filling (aka the Product or Service). That’s the product or service that meats the need of the consumer. see what I did there?)

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

OCTOBER 27, 2016

For each account within Group A I did a white-space analysis to determine what products they should buy from us but haven’t along with any recurring revenue I should expect. This gave me my Total Available Market (TAM) for Group A. Perhaps it’s time for a new marketing or sales role to appear. Let’s give it a name.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

JUNE 13, 2019

Our gracious host is determined to show two newcomers – from sales and marketing, respectively – how real sales intelligence powers a larger pipeline, more conversations, and faster revenue growth. Check out our funny sales video showing off how marketing and sales intelligence really works! the marketer exclaims.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 120

DiscoverOrg

APRIL 16, 2019

Uncover more enterprise opportunity for your product or service. Once you know all the components of an enterprise, you can identify where opportunity exists for your product or service. Go deeper with your enterprise sales and marketing strategy: [VIDEO] Discover Corporate Hierarchy: Speed up the Sales Cycle!

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

DiscoverOrg

FEBRUARY 10, 2017

is an analyst and consulting firm that specializes in sales productivity and sales performance improvement through the use of smart sales tools. We surveyed 200 sales and marketing leaders about growth at their companies and a host of factors that could be accelerating it or inhibiting it. Smart Selling Tools, Inc.,

Budget Programs 120

Budget Programs Customer Surveys Consulting Profiling 120

DiscoverOrg

SEPTEMBER 4, 2018

Reading Time: 8 minutes First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. additional product and services. They don’t want a product that’s going to sit on the shelf. They want to maximize ROI, which is price relative to the value they get out of the product.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

JANUARY 22, 2019

If you work in sales and marketing, I’ll bet you think a company’s employee count on LinkedIn is the absolute best way to determine how many employees work at that company. Sales and marketing professionals use employee counts to understand a company’s size. Read it: How to Calculate Total Addressable Market. I would know.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

OCTOBER 26, 2017

With the right information in-hand, savvy sales pros and marketers might have seen it coming. Even now, we can find insights to better sell security products in a more timely and helpful way – both in response to Equifax, and in preparation for the next inevitable security breach. Vendors, take note. How to decipher Scoops.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 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. MARKETING: Maybe if you actually followed up the same day. Hyper-focus on marketing-qualified leads. Rolls eyes.] Tag-team at events.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

SEPTEMBER 20, 2016

Teams focused in this area are tasked with the front-line communication required to open the eyes of prospects to the pain-point solving their product offers. Tailored Conviction & Authenticity: Make Them Believe Your Faith in the Product. Sales development is now the need-to-know skill set for growth and enterprise companies.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

DiscoverOrg

MAY 15, 2017

There are all kinds of critical levers that can be pulled to drive these results – better hiring and training, better technology, great data to make smarter decisions, new markets to explore, new products to launch, and investment in M&A, to name a few. Our mission at DiscoverOrg is to power our customers’ growth.

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

DiscoverOrg

JUNE 24, 2016

As part of the sales and marketing engine, you put in serious effort to connect with your prospects. You learn product features inside and out, pore over CRM notes, do research, makes calls, crank out emails, develop relationships, make more calls, write more emails…what we’re saying is, selling isn’t easy.

Cross-Selling 136

Cross-Selling Mobile Marketing Correlation Forrester 136

DiscoverOrg

JANUARY 31, 2019

Just as fact-checking sites have proliferated to help readers determine what’s accurate, there are even more technology tools to consolidate data and automate sales and marketing processes. Sales development tools, lead prioritization engines, marketing automation systems, call recording and analysis tools … use them!

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

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. Sean Kester VP Product Strategy, SalesLoft. 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