DiscoverOrg

APRIL 20, 2017

When it comes measuring the health of our prospect data, we’re used to showing raw growth in the number of contacts and accounts, or a coverage percentage for target accounts or personas. And we’ve historically used these types of metrics to justify budget requests for investing in more data purchases.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

JULY 29, 2016

2) an alternative to “buyer persona marketing,” whereby named accounts are micro-segmented with messaging that is hyper-specific to their needs. DiscoverOrg recently partnered with ListenLoop to improve our own ABM program.

Account Based Marketing 120

Account Based Marketing Practices ABM Multi-Channel 120

DiscoverOrg

JULY 22, 2016

Other marketers see ABM as an alternative to “buyer persona marketing,” whereby named accounts are micro-segmented with messaging that is hyper-specific to their needs. 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.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

DiscoverOrg

NOVEMBER 14, 2018

The company-level ICP is often confused with the Buyer Persona , which is focused on qualities of the individual buyer.). Your Ideal Customer Profile is defined by company firmographics : the set of qualitative and quantitative characteristics of your best-fit accounts.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

JULY 10, 2018

A Buyer Persona Study by Steve W. Should we call it quits because of the $25,000, or is that $3 mil the reason we’re still talking.”. More often than not, Bryerton says, they’re just wrestling with uncertainty. But you should be prepared to walk away. Why Didn’t They Buy?

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

SEPTEMBER 20, 2016

Modern sales teams craft personas and use our business intelligence to increase engagement. We’re also firm believers in smart cold calling, and our second module provides a template for crafting an authentic semi-personal voicemail message.

Top of Funnel 120

Top of Funnel Enterprise Management Cold Calling Template 120

DiscoverOrg

APRIL 17, 2019

Build out different personas and consider what they’ll be looking for, once they get to the evaluation phase. Decisions aren’t made in a vacuum – not usually in B2C, and definitely not in B2B. Start planting seeds here and there. Now you have a head start! Step 7: Negotiation and purchase.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

MARCH 3, 2017

Buyer personas, profiles, and other buyer intelligence that sheds light on the buyer’s broader responsibilities and where the challenge you can solve fits within their world. Systems and processes that deliver content, training, and tips in the workflow and context of a sales rep’s day.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

OCTOBER 26, 2017

Download the Full Buyer Persona Study. For more information on how to approach buyers the way they want to be approached, grab a copy of our ebook. Take a deep dive into buyer preferences - and the implications for salespeople.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

DiscoverOrg

MARCH 27, 2017

These accounts may not get completely personalized Plays and custom content, but they should still get highly relevant touches based on their industry and persona. Tier 2 – These accounts also get individual research, but perhaps it’s limited to a few key talking points for each account. ITSMA calls this Programmatic ABM.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

JANUARY 23, 2019

But you also need to start thinking about personas. You really should be thinking about their personas as part of that fit modeling. We take this information, and we serving up ads to these personas in these accounts. At Terminus, we’ve discovered that lot of our customers struggle to campaign against Fit by itself.

Account Based Marketing 120

Account Based Marketing Intent ABM Ideal Customer Profiles 120

DiscoverOrg

FEBRUARY 5, 2019

Lesson 2: Get messaging for your enterprise personas straight. ?. On one side, the market team is really collaborating on aligning the messaging into the persona and vertical. And then we’ll kind of come back as a larger group in a few weeks if we think this is worth moving forward. Does that work for everyone?

Enterprise Management 120

Enterprise Management B2B Sales Startups Work Management 120

DiscoverOrg

NOVEMBER 29, 2016

Then, figure out the shortest way you can communicate your value to each of those personas. Figure out the most important dimensions of your prospects – their role, their industry, the size of their company – segment them by those dimensions. Self-Actualization: Optimize.

Lead Ranking 120

Lead Ranking Lead Scoring Trigger Marketing Marketing Prospects 120

DiscoverOrg

AUGUST 24, 2017

For a deep-dive into the B2B Buyer persona, get our extensive, free study. General miseducation (or lack of education) about buyer personas. Download the Full Buyer Persona Study. B2B branding falls short. If you cover up your brand’s logo/identity, is your brand itself still recognizable? Using the same imagery as others.

B2B 191

B2B Buyer Personas B2B Sales B2B Marketing 191