DiscoverOrg

FEBRUARY 22, 2017

What have you seen work for your organization? We’ve built required fields and automation of data transfer in SFDC (ie surveys that auto populate the key data, call sheets that tie data to opportunity & account, sales handoff that ties data to account for CSM, etc). Please feel free to share in the comments section below.

Video Marketing 0

Video Marketing SMB Work Management Training 0

DiscoverOrg

MARCH 3, 2017

In addition to the finding that prospecting weakness suppressed growth, our growth survey found that high growth organizations were twice as likely to believe cold calling was alive and see great results from it. Reps that are hungry to learn thrive more than those who wait to be fed. Weak Tech Savvy.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

JANUARY 22, 2016

IBM Cloud & SaaS Operational Services CISO David Cass says, “Analytics and cognitive capabilities will see rapid growth as organizations look at their big data for new insights.” In some organizations, CISOs are top-level leaders with supreme buying power. The CISO role will be elevated in the organization.

Enterprise Management 120

Enterprise Management Paid Search Agency Privacy Mobile Advertising 120

DiscoverOrg

FEBRUARY 19, 2016

Results of our survey indicate that over 75% of marketing organizations employ at least one person focused on outbound tactics with email marketing and tradeshows being the most popular of the outbound strategies. Direct mail is still practiced by half of the organizations surveyed. Request a DiscoverOrg Demo Today!

Account Based Marketing 120

Account Based Marketing Lead Ranking Paid Search Agency ABM 120

DiscoverOrg

APRIL 16, 2019

This doesn’t mean ignoring some parts of the organization. Let’s say you sell a software solution designed specifically for news organizations, and you’d like to approach ABC Television. Your competitors may not be doing this, and it’s a huge advantage.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

DiscoverOrg

AUGUST 17, 2016

Before a show, organizers will name drop companies who are going. As exciting as this is, organizers don’t release the list of attendees. Not knowing who within the organization to target makes it impossible to get in front of the right person. For people to do anything, they have to be both willing and able.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

NOVEMBER 17, 2016

Due to a growing wave of marketing and sales technology now sweeping into B2B sales organizations, the B2b Technology Marketing Group – together with select sales tech vendors – have created a survey that aims to explore the growth of technology stacks for sales and to provide insight on tools peers are using to generate revenue.

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 120

DiscoverOrg

OCTOBER 23, 2016

According to TOPO high-growth Sales Dev Teams now have an average of 5 applications in their tech stack, with advanced organizations leveraging closer to 10. Information in the CXO Dataset allows organizations to identify overlapping responsibilities and connect with multiple high-level stakeholders to close an opportunity.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

MARCH 8, 2017

Anti-spam organizations create fake email accounts (their own Trojan horse strategy) that notifies ISPs and other anti-spam organizations that the sender is spam. Worst yet, you don’t even need to be reported to get branded as a spammer. In some of the bargain contact lists there will be a ticking time bomb nestled among real leads.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

DiscoverOrg

JULY 22, 2016

The eBook itself is a strategy guide, providing the reader with a step-by-step process of getting buy-in from the key roles within your organization, identifying the best customers to target with this strategy, scaling, messaging, to measuring results. Henry Schuck, DiscoverOrg CEO, and Rodrigo Fuentes CEO of ListenLoop.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

DiscoverOrg

JULY 15, 2016

In fact, when we ask someone to invest in our product, we are asking them to embrace and champion change within their organization. While most marketers and sales professionals may not think of themselves as change agents, they would be mistaken. Why a Rational Approach to Sales Isn’t Enough.

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 120

DiscoverOrg

FEBRUARY 10, 2017

We found that Marketing and sales organizations at high growth companies do three things very differently than their counterparts at low growth companies. First, they do the hard things and by hard things we mean those that require an ongoing commitment.

Budget Programs 120

Budget Programs Customer Surveys Consulting Profiling 120

DiscoverOrg

OCTOBER 27, 2016

What would happen if organizations began removing seller burdens one at a time starting with prospect analysis? Sales Development Reps (SDRs), Business Development Reps (BDRs), who focus on the front-end of the sales cycle are more and more common in sales organizations. Who within the company would take this on?

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

MARCH 15, 2017

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. Nice up, Zuora. Story empowers internal teams to coordinate effort leading up to engagement with target accounts.

Account Based Marketing 204

Account Based Marketing Video Marketing Storytelling Paid Search Agency 204

DiscoverOrg

NOVEMBER 9, 2016

In the modern sales organization, Sales Development Reps are that first touch. Empathy, rapport, and persistence are critical elements of every sales experience and focusing on them aids in the transition to a more personalized sales development journey through the funnel.

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

DiscoverOrg

APRIL 12, 2017

To test the impact of data accuracy on sales effectiveness, we recently partnered with a neutral third party to organize a blind A/B test comparing our sales and marketing intelligence against one of the highest-revenue data providers in the business. Setting up the A/B data test.

ROI 224

ROI Sample Demand Generation Agencies B2B Sales 224

DiscoverOrg

MAY 12, 2016

These are tips that draw on his more than forty years in sales and include everything from ethics and prospecting to people skills and organization. Sales Hacker is an online publication and event organizer focused on reshaping sales. No matter where you are in your sales career, this book is a foundational resource. 4) Salesbuzz.com.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

JANUARY 31, 2019

Is the source reputable, like a news organization or a company insider? Use the same skills to determine if your insider scoops and other tips are valid. Before you dive into outreach, consider: Where did the information came from, and how old is it? Have you received reliable information from this source in the past?

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 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. Your email marketing strategy cannot afford to ignore the laws, guidelines and best practices surrounding this topic.

Deliverability 136

Deliverability Email Marketing Marketing Strategy Marketing & Strategy 136

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. These women – like many others – have a significant impact on the success and efficiency of the organizations that they serve. Aura Moore.

Enterprise Management 120

Enterprise Management Work Management Budget Programs Eye-Tracking 120

DiscoverOrg

MARCH 27, 2017

From a top level, all three are similar in that a targeted and personalized approach is applied to achieving the specific objective of a particular line of business or department within an organization. What really matters to the organization is the closed deal.” What can organizations be doing right now to make this happen?

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

OCTOBER 26, 2017

Whenever possible, Scoops indicate whether the organization is likely to spend to address this issue. This is an opportunity to introduce your service to the company and position accordingly yourself when the organization is ready to invest. Addressing buyer Pain Points.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

DiscoverOrg

DECEMBER 9, 2016

This post is a must read for organizations selling products/services made for those who work in IT. To help get you start on the right foot for 2017, we reviewed our blog posts from the past year to find those that stood out in their mission to put a spark in sales efforts. Below is our curated list of top posts from 2016: 1.)

Burn Rate 120

Burn Rate Budget Programs Deliverability Curation 120

DiscoverOrg

JULY 3, 2018

We’ve found that a lot of sales organizations are still waiting until buyers are most of the way through the funnel to engage with them. We look for event “signals,” like rounds of funding, leadership changes, a new technology partner, new management, layoffs – any time changes happen, new business needs arise.

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

DiscoverOrg

OCTOBER 24, 2017

What are you trying to accomplish, and what role do you want data to play in your organization? To understand the impact of intelligence, it is important to understand your needs and goals. For most companies, these kinds of challenges keep leadership up at night: Data quality and management. Account-based marketing and sales.

Account Based Marketing 149

Account Based Marketing Enterprise Management List Brokers Marketing Automation Services 149

DiscoverOrg

JULY 29, 2016

It provides the reader with a step-by-step process to obtain buy-in from the key roles within your organization, identify the best customers to target with this strategy, scale the program, message effectively, and to measure results – all designed to get an account-based marketing program off the ground.

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 120

DiscoverOrg

AUGUST 14, 2018

Finally, after you have created your content, organize it in a repository of some kind – this lets your sales teams find content that speaks to the specific point in the sales cycle, the specific persona, and/or the main pain point. Make sure that your salespeople and marketers alike can access all that valuable new content!

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

APRIL 25, 2017

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. Org charts decision-makers, identify influencers, and advocates who can champion your solutions or services.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

AUGUST 14, 2018

Finally, after you have created your content, organize it in a repository of some kind – this lets your sales teams find content that speaks to the specific point in the sales cycle, the specific persona, and/or the main pain point. Make sure that your salespeople and marketers alike can access all that valuable new content!

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

JANUARY 24, 2017

You might have recently seen a joint study by DiscoverOrg and Smart Selling Tools of 200 sales and marketing organizations that found: High-growth companies (defined as those with at least 40% growth over the past three years) are 2.5 Lao Tzu had it right. The Grind is Still the Grind.

Account Based Marketing 120

Account Based Marketing Jigsaw Cold Calling Paid Search Agency 120

DiscoverOrg

FEBRUARY 13, 2019

Exhibit B: Enterprise organizations have multiple similar job titles. One company’s “Digital Marketing Specialist” is another company’s “Web Manager” – which might be split into multiple functions at yet another company.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

DiscoverOrg

OCTOBER 10, 2018

I’m Monica Stewart from Skaled : A modern sales-consulting firm that helps increase the efficiency and effectiveness of sales organizations through the use of sales technology. Hey, everyone! Welcome to another Whiteboard Wednesday! How many times have you run an awesome demo that didn’t close?

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

OCTOBER 19, 2017

Many steps of the ABM journey are dramatically easier with this data at your fingertips, and significant milestones to operationalizing ABM will come sooner for you and your organization. So how exactly can you use this data? 5 key scenarios to use Fit + Intent + Engagement data.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

SEPTEMBER 4, 2018

Van Leuven adds: “To be fair, it helps to have the best product in the game that solves a lot of problems for a lot of different people and enables them to accomplish and exceed the goals that they have set for themselves, their team and their entire organization.

B2B Sales 287

B2B Sales Work Management B2B Marketing Management 287

DiscoverOrg

FEBRUARY 27, 2019

These contacts are usually more engaged and comfortable with your brand, since they are acquired organically and with permission. You can then use web form-fills to capture contact information. ( Opt-in Monster has a great post describing how to do this.).

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

APRIL 22, 2016

Don’t Hire a Rolodex: 5 Steps to Sustainable Success with a Killer Outbound Sales Organization. Check out some of our popular posts on sales effectiveness: 6 Things Silently Killing Your SDR Function. Wrap it Up: 4 Strategies and Sales Tools to Close Those Deals. Why You Didn’t Meet Your Quota Last Quarter – Part 1.

Tips 120

Tips Cold Calling Work Management Sample 120

DiscoverOrg

JANUARY 29, 2019

It says something about the organization itself. Brandon Battey says a company’s openness to sophistication – or lack thereof – starts at the top. How much does the CEO value technology? “A A lot of leaders are draconian: ‘Just call this number! Data is just data!’

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205