DiscoverOrg

APRIL 25, 2017

Account-based marketing can use sales intelligence for a new level of personalization. Ask a few pointed questions of your prospective data provider to see what kind of magic might result: What types of data do you collect? Be sure to ask the following questions: How is data gathered and vetted? What is the refresh process like?

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

FEBRUARY 21, 2019

Every team has its own personality, and there are usually a few leaders in the group who bring everyone else along – for better or worse. As you assess your human resources, ask these key questions to identify the long-term fits under your new leadership: Are there bad habits (or bad attitudes) on your team?

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

MARCH 20, 2019

The sales message, on the other hand, is meant for one person: It is the spoken word. It is the email for one person, designed to move that person from one place in his or her thinking to the next. It’s important to be able to ask questions to pick out which objection it is, so you can get to the next step.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120

DiscoverOrg

APRIL 16, 2019

And there’s no question that B2B sales is a battlefield: Reputations, sales, and profits are lost and won. In other words, as you’re selling, you’re constantly making sure that your prospect is the right person, in the right department, at the right entity, to actually close the deal. What is corporate hierarchy? A more massive sale.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

DiscoverOrg

AUGUST 14, 2018

But you may need to look for other commonalities, beyond that: What were the responsibilities for that person? I recommend sending out a three-question survey: How did you find us? Sometimes all it takes is a simple question: Which products are most valuable for our business? Personalize your website for your best segments.

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

AUGUST 14, 2018

But you may need to look for other commonalities, beyond that: What were the responsibilities for that person? I recommend sending out a three-question survey: How did you find us? Sometimes all it takes is a simple question: Which products are most valuable for our business? Personalize your website for your best segments.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

SEPTEMBER 5, 2018

As sales leader Jeb Blout says about sales emotional intelligence : “Mastery of sales-specific emotional intelligence (Sales EQ) explains why one person becomes an ultra-high sales performer while another is just average – even though the intellectual ability, knowledge, and available sales tools and technology of the two people are equal.”.

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

DiscoverOrg

SEPTEMBER 5, 2018

As sales leader Jeb Blout says about sales emotional intelligence : “Mastery of sales-specific emotional intelligence (Sales EQ) explains why one person becomes an ultra-high sales performer while another is just average – even though the intellectual ability, knowledge, and available sales tools and technology of the two people are equal.”.

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 120

DiscoverOrg

OCTOBER 24, 2017

The answers to these questions — and many others — can be found in sales intelligence. Good question. You need to know not only who your potential customers are, but what they’re about. What motivates them? What needs do they have? What are their intentions, pain points, and goals?

Account Based Marketing 149

Account Based Marketing Enterprise Management List Brokers Marketing Automation Services 149

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. Don’t feel bashful or weird about asking for the sale that month or quarter.

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

JUNE 29, 2017

Which pitch is more personally resonant: “HR professionals love Solution X”; or “Senior HR directors at midsize American financial services companies love Solution X”? The objective is always to speak with searing specificity to exactly how and why your product will benefit the real, actual person you’re selling to.

Response Rate 149

Response Rate Top of Funnel Account Based Marketing Ideal Customer Profiles 149

DiscoverOrg

JANUARY 31, 2019

In fact, many of the same tips that news experts offer for spotting fake news apply to spotting questionable sales data. It is possible to know you’re getting the right person, when they’re actually looking for your product or service. There are some easy ways to quickly fact-check your lead data. Double-checking the context.

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

DiscoverOrg

JANUARY 2, 2019

Most conversations around big data reference healthcare data, GPS/location data, data within government and education systems, financial data – all personal information at the consumer level. But this wave of B2B data raises other questions too. But big data has historically referred to gobs of behavioral data.

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

DiscoverOrg

JULY 22, 2016

DiscoverOrg recently partnered with ListenLoop ( the simplest retargeting software, allowing you to orchestrate personalized display ad campaigns in less than 5 minutes). Our book sheds light on this question through detailed examples and tactics every marketer should consider.” . Getting to Know Account-Based Marketing.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

DiscoverOrg

NOVEMBER 14, 2018

To get the right message to the right person at the right time you first need to get the right data to the right database at the right time.” – Jessica Williams, Red Pill Media. Here are some questions to ask to get you started: Do they have a geographic location in common? How could you not be??) Step 1: Find the data.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

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. Tier 1 – Each one gets deep research, a customized plan, personalized content, bespoke campaigns, and lots of one-to-one attention.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

JANUARY 22, 2019

Some sales and marketing professionals excel in prospecting to companies of a certain size too – so ensuring that the right target account or inbound lead makes it to the appropriate person or team could make or break a deal. A difference of 100 isn’t that troublesome, but it begs the question: Who are these 658 people?

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

APRIL 17, 2019

Frankly, if you were to audit my personal Google search history on a normal day, I can assure everyone here that “sewing machines” are not going to pop up! Intent Data , in this scenario, would answer questions like: As I continue to research, how does my content consumption increases and decreases in certain areas?

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

MAY 12, 2016

This is the person who brings a unique perspective to the table, pushing back against a customer’s demands, reshaping their expectations, and creating change that leads to greater sales results and customer loyalty. The highest performing of those profiles is the “Challenger.”

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

JANUARY 29, 2016

Suzanne Fogel, Chair of the Marketing Department at DePaul University’s Driehaus College of Business, questions how powerful money-driven incentives are for this younger generation. Do they have the opportunity to grow professionally and personally in their positions?

Work Management 120

Work Management Fulfillment Sample Positioning 120

DiscoverOrg

FEBRUARY 12, 2019

We want to build a personal relationship with our customers, helping them succeed beyond their use of DiscoverOrg. The bigger question is “How can you not love DiscoverOrg?”. And our customers – like Alicia Young , Manager of Sales Development at Panoply – love DiscoverOrg. We’re more than just a data provider.

Ideal Customer Profiles 29

Ideal Customer Profiles Enterprise Management Account Based Marketing B2B Sales 29

DiscoverOrg

MAY 29, 2019

To keep your demo focused on what matters, you’ll want to do your homework and ask the right questions. Don’t ask this question too soon!” While you may not ask a question as broad as “How do you make money?”, And continue to ask questions.”. Watch it: How to Crush Your Sales Demo in 3 Easy Steps! says Murray. “It

Marketing Automation Services 200

Marketing Automation Services Software Top of Funnel Tips 200

DiscoverOrg

SEPTEMBER 14, 2018

We’re looking forward to this ops-focused time with Pardot , learning how to automate and analyze lead data, and then use that data to tell a story about personalization, engagement, and lead quality. Our B2B customers expect personalization, and that means Account-Based Marketing (ABM).

Account Based Marketing 207

Account Based Marketing Top of Funnel First-Mover Advantage ABM 207

DiscoverOrg

FEBRUARY 19, 2019

PRO TIP : Invite the people you’ll be working with closest to meet outside the office for lunch or coffee, at least once in the first few weeks, to get to know them personally. All the reports and spreadsheets in the world won’t give you the insights of an personal conversation. PRO TIP : Attend your customers’ sales kickoffs.

CMO 235

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

DiscoverOrg

MAY 8, 2018

It’s not considered overly “creepy” or too personal to use Fit information, or refer to it in a cold call. Finally, we’ll talk about how to weave this too-personal data into a truly helpful conversation. A negative response is natural when a stranger reveals that they know personal information. You’re not being a creep … yet.

Cold Calling 241

Cold Calling Work Management Marketing Management Marketing Automation Services 241

DiscoverOrg

APRIL 27, 2017

I have gathered from speaking with our sales team here at DiscoverOrg that there is a lot of confusion surrounding these questions. According to Spamhaus, an unsolicited message is spam if “the recipient’s personal identity and context are irrelevant because the message is equally applicable to many other potential recipients.”

CAN-SPAM 292

CAN-SPAM Deliverability Opt-out Opt-in 292

DiscoverOrg

MARCH 16, 2016

Are the questions asked during the interview only about knowledge and skills or is there an opportunity to flesh out a cultural fit for both parties? To address the latter, companies and interviewers who care about creating and maintaining a great culture will ask questions like: “Describe your ideal work environment?”

Ad Building 120

Ad Building Impressions Funnel Advertising Work Management 120

DiscoverOrg

SEPTEMBER 17, 2018

We’re looking forward to this ops-focused time with Pardot , learning how to automate and analyze lead data, and then use that data to tell a story about personalization, engagement, and lead quality. Our B2B customers expect personalization, and that means Account-Based Marketing (ABM).

Account Based Marketing 120

Account Based Marketing Top of Funnel First-Mover Advantage ABM 120

DiscoverOrg

OCTOBER 31, 2018

That means that they’re going to be confident when they’re dialing that phone number, when they’re sending out an email – that it’s going to be going right to that person. That person is interested, and dammit, they want to take a meeting! And reach out to me if you have any questions. Have a great week!

Sales Qualified Leads 168

Sales Qualified Leads Cold Calling Lead Scoring Lead Ranking 168

DiscoverOrg

JANUARY 6, 2017

Nearly a year ago on Monday, January 25th, 2016, during the review of our 2016 budget at the Board meeting, one of our Board members questioned whether we were sandbagging our aggressive budget and asked CEO Henry Schuck the quintessential question on every Board’s and CEO’s mind: “How can you grow the company faster?”.

Paid Search Agency 120

Paid Search Agency Full Circle Insights Training Top of Funnel 120

DiscoverOrg

OCTOBER 31, 2018

That means that they’re going to be confident when they’re dialing that phone number, when they’re sending out an email – that it’s going to be going right to that person. That person is interested, and dammit, they want to take a meeting! And reach out to me if you have any questions. Have a great week!

Sales Qualified Leads 120

Sales Qualified Leads Cold Calling Lead Scoring Lead Ranking 120

DiscoverOrg

NOVEMBER 4, 2016

Thus, personalized, custom messages using account-based tactics are vital. Ask prospects questions about these struggles to show genuine care and desire to solve problems while you build a valuable relationship. Sure, these are fast and easy ways to reach out to a wide group of people, but they’re far from effective.

Cold Calling 120

Cold Calling Sales Qualified Leads Marketing Proposals Top of Funnel 120

DiscoverOrg

NOVEMBER 29, 2016

Generally speaking, we do it in a very normal way: a phone interview, followed by an in-person interview with myself and our Business Development Manager during which we do a roleplay (always valuable), and sometimes I call their references (never feels like that’s very valuable). So how do we hire? The test takes 15 minutes.

Lead Ranking 120

Lead Ranking Lead Scoring Trigger Marketing Marketing Prospects 120

DiscoverOrg

SEPTEMBER 12, 2016

It’s all about capturing a good balance between your personal “why” and the company’s “why.”. Every salesperson is focused on reaching quotas and goals, motivated by personal agendas and incentives. You need to become a happier person first. Find your “why” here. Enersto Sirolli: Want to Help Someone? Shut Up and Listen!

Webinar Metrics 120

Webinar Metrics Training Startups Paid Search Agency 120

DiscoverOrg

JANUARY 20, 2017

We conducted surveys with 200 sales and marketing leaders at companies of varying size and industry on many potential growth drivers to answer these questions. These are appointments that are being set with prospects who have not raised their hand and said “I’d like to speak with a sales person.” appointments per month (or 4.2

Cold Calling 120

Cold Calling Paid Search Agency Companies Account Based Marketing 120

DiscoverOrg

APRIL 24, 2018

Today, for example, I listened to a call from a Bethesda sales rep [in our Maryland office]: It was a coaching moment about how to answer a specific question. It’s tough, but when the AEs feel empowered to go hard on their SDR – like when the SDR sets an appointment with the wrong person – they press the SDR to get better.

Cold Calling 120

Cold Calling Thought Leadership Work Management Marketing Management 120

DiscoverOrg

MARCH 28, 2019

Managing my “personal brand” has never been something I’ve cared much for. When we had a little 20-person company it was not getting the respect I thought we deserved that drove my competitive spirit to build a bigger company, one that would get noticed by the organizations that were thumbing their nose at us.

Fulfillment 51

Fulfillment Class Zoominfo Thought Leadership 51