DiscoverOrg

NOVEMBER 17, 2016

He is perhaps best known for his work creating large-scale online communities such as the B2B Technology Marketing Community on LinkedIn with over 97,000 followers across the world (at the time of this publication). How do they work in concert? Where do sales organizations focus? What role do all of these play?

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 120

DiscoverOrg

APRIL 12, 2017

Exceeding the recommended oil change interval doesn’t kill your engine all at once, but fuel efficiency gradually declines, the engine works harder, gets hotter and eventually warps and wears out. Utilizing identical call scripts, agents worked both lists, rotating every 2 hours. Setting up the A/B data test.

ROI 224

ROI Sample Demand Generation Agencies B2B Sales 224

DiscoverOrg

APRIL 16, 2019

You discover through corporate hierarchy data that the company is actually a subsidiary of another company where your former colleague works, and that colleague is more than happy to make an introduction. This doesn’t mean ignoring some parts of the organization. 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

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

OCTOBER 19, 2017

We have worked together at three companies, and together we architected the SiriusDecisions 2017 Program of the Year for ABM. We worked too hard to create endless spreadsheets of accounts and answer innumerable requests to manipulate the data. Used engagement data as a primary signal that an account should be actively worked. (We

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

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.” It says something about the organization itself. Read on for other sources of this data.).

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

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. Bargain contact lists do costly damage to your email campaigns, make pivoting when contacts leave near impossible, and force you to do plenty of extra work.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

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. Work backwards, starting with awareness: Your prospect needs to know who you are. Guide the decision process. It’s unlikely that you’ll be signing the contract over Twitter. Be their partner.

Top of Funnel 196

Top of Funnel Ad Building B2B Thought Leadership Buyer Intent 196

DiscoverOrg

DECEMBER 9, 2016

Staying on fire requires constant honing of skills, studying the competition, and doing the hard work. This post is a must read for organizations selling products/services made for those who work in IT. This post is a must read for organizations selling products/services made for those who work in IT.

Burn Rate 120

Burn Rate Budget Programs Deliverability Curation 120

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. Exhibit B: Enterprise organizations have multiple similar job titles. Building marketing segmentation. So, Sales and Marketing: How are we feeling now?

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

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

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. Don’t show them how your product works. What’s been working for you, what questions do you have? Hey, everyone! Stay out of the weeds.

B2B Sales 205

B2B Sales API Tips Conversion 205

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. What would happen if organizations began removing seller burdens one at a time starting with prospect analysis? My manager liked the approach and asked me to present the process to the entire sales team.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

AUGUST 14, 2018

(This is the easy part; if everyone is a Chief Revenue Officer, your work will be easy.) At Digital Reach , we usually work with three, and break them down by authority/role, but you can break out different personas in any combination you like: Executive – the decision-maker whose primary interest is revenue and growth.

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

APRIL 22, 2016

But I’ve also found that many of the strategies, which work specifically for a sales role, also translate over to customer success activities, external contractor management, and internal meetings (we all have those *special* team members who just can’t show up to meetings, much to the chagrin of their colleagues). Does that work on your end?

Tips 120

Tips Cold Calling Work Management Sample 120

DiscoverOrg

AUGUST 14, 2018

(This is the easy part; if everyone is a Chief Revenue Officer, your work will be easy.) At Digital Reach , we usually work with three, and break them down by authority/role, but you can break out different personas in any combination you like: Executive – the decision-maker whose primary interest is revenue and growth.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

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. This post is a great reminder that reaching out to prospective clients with statements like, “We work with companies like yours…” is extremely impersonal. 4) Salesbuzz.com. Check it out!

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 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

MAY 21, 2014

These best practices are important to any and all organizations utilizing outbound email marketing for lead generation. How does it work? Over the years, marketers have amassed a plethora of knowledge surrounding email deliverability. It means that your emails are really coming from where they say they are coming from.

Deliverability 136

Deliverability Email Marketing Marketing Strategy Marketing & Strategy 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

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 Sure, we’re working existing Customer accounts. 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

OCTOBER 26, 2017

Whenever possible, Scoops indicate whether the organization is likely to spend to address this issue. Read it: Cold Voicemails Work … Just Not How You Expected. This is an opportunity to introduce your service to the company and position accordingly yourself when the organization is ready to invest. How can you use Scoops?

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.” . “It sounds counterintuitive, but being willing to walk away and OK with saying no will ultimately result in bringing on more new clients. And ultimately be happier clients.

B2B Sales 287

B2B Sales Work Management B2B Marketing Management 287

DiscoverOrg

JULY 25, 2016

In even the fastest growing organizations, there is always room for improvement. Maybe another way to look at building this confidence though — or discovering it, perhaps more accurately — is to understand how repeatable, predictable, scalable selling works. Does This Sound Like A Place You'd Like To Work?

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

FEBRUARY 27, 2019

If you’re looking to save money initially, or you work in an industry where the contact data is public (city or state governments), you might want to consider manually building your database. These contacts are usually more engaged and comfortable with your brand, since they are acquired organically and with permission.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

FEBRUARY 6, 2019

The org chart shows who your prospect is within an organization, and which other stakeholders you should include in your outreach. When we’re reaching out to an organization, we probably don’t know all the different buyers who will be influencing the decision regarding our sale. Strategic post-event follow-up.

Video Marketing 29

Video Marketing Cross-Selling Sales Cycle B2B Sales 29

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.” . “It sounds counterintuitive, but being willing to walk away and OK with saying no will ultimately result in bringing on more new clients. And ultimately be happier clients.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

MAY 23, 2018

Read on for 7 scenarios where sales and marketing alignment takes flight – and specific ways YOU can spark alignment within your organization – today. Act-On adds: “56% of aligned organizations met their revenue goals, and 19% beat their goals. These two departments must coordinate and work together in new ways.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

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. The verity of this principle was reiterated to me again in a recent study we conducted at DiscoverOrg on what drives growth at the fastest growing organizations. Average 21.4

Cold Calling 120

Cold Calling Paid Search Agency Companies Account Based Marketing 120

DiscoverOrg

FEBRUARY 5, 2019

Dunlap works with a lot of companies that live and die on big accounts – whale hunters doing half-million, 1+ million deals that take months to close. The people who win, he says, know how to travel parallel paths – like multiple parts of the process at once – instead of trying to work through one or two people.

Enterprise Management 120

Enterprise Management B2B Sales Startups Work Management 120

DiscoverOrg

FEBRUARY 19, 2019

In my experience – first as DiscoverOrg’s CMO, then Chief Growth Officer, now President – I’ve found it’s important to take some time at the beginning to get your footing – identify priorities and make a plan – so that you can get some quick wins that prove your worth and set your organization up for long-term success.

CMO 235

CMO Lead Ranking Marketing Qualified Leads Peer-to-peer 235

DiscoverOrg

MAY 30, 2017

You can’t get granular, actionable insights that a real live researcher can get from a phone conversation or a survey about purchasing habits that are coming up for a particular organization. What does that mean for your organization? We work with a company called AVI-SPL, a global leader in audio/video solutions.

Lead Scoring 168

Lead Scoring Lead Ranking Video Marketing Work Management 168

DiscoverOrg

MARCH 13, 2017

In tech years, that was a million years ago, and today, so much has changed: Our solution is much deeper – delivering a comprehensive suite of sales, marketing, and predictive intelligence tools that enable organizations to more effectively identify, target, and engage with their top prospects at the right time with the right message.

CMO 184

CMO Enterprise Management Work Management Marketing Management 184

DiscoverOrg

MARCH 16, 2016

They do it through organized culture. Organizational culture is “the behavioral patterns, concepts, values, ceremonies, and rituals that take place in an organization” ( Daft, 1983 ). As employees, supervisors, and hiring managers, we communicate culture through our work processes and our resources. How do companies do that?

Ad Building 120

Ad Building Impressions Funnel Advertising Work Management 120

DiscoverOrg

APRIL 24, 2018

The plays that work for a scrappy team of 10 don’t necessarily work for 500 employees. Every organization goes through an evolution. My assumption is that the best organizations are like that. Henry : I like to see account execs working close with with SDRs. But as business grows, things change. You have to evolve.

Cold Calling 120

Cold Calling Thought Leadership Work Management Marketing Management 120

DiscoverOrg

AUGUST 23, 2018

That helps, but what is more helpful is building a network of influencers and supporters inside the organization. One of the first steps to social selling is knowing who you work with – and who they’re connected with. Anyway, I hope you like your signed original piece of artwork I did specifically for you and your organization.

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197