DiscoverOrg

DECEMBER 4, 2018

If you sell services or technologies to the legal department, you’ll want to catch this: We’re partnering with author and sales speaker Jill Konrath to interview the Director of Legal Operations, Dana Huppert , at Synchronoss Technologies to dig into the pains and purchases of this role. “It

Bundling 136

Bundling Buyer Personas Work Management Efficiency 136

DiscoverOrg

MARCH 20, 2019

Which prospect groups will willingly pay what you want to charge for your products and services? 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. Willingly pay.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Urgency Marketing Top of Funnel 120

DiscoverOrg

MARCH 8, 2017

If providers fail to comply with anti-spam practices, they risk having their own delivery service slowed or stopped completely. Though email marketing services have slight variations on their thresholds, email lists that breach 0.1% One day, you get a hard bounce because that person has retired or accepted an offer elsewhere.

Contacts 240

Contacts Top of Funnel CAN-SPAM Deliverability 240

DiscoverOrg

MARCH 25, 2019

We ran a targeted campaign for Kelly Services, a Fortune 100 staffing firm, to drive interest in one of their product lines. Of course, the challenge is to ensure that we reached the right person at the right address, as this is also a more costly channel. The results astonished us! In fact, the name of the relevant U.S.

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

OCTOBER 26, 2017

Equifax, one of the three major credit card reporting companies, has certainly been through the ringer since a major data hack occurred, leaving 143 million American’s personal data at risk. For a company responsible for extremely personal information on half of all Americans, this is a huge problem. How to decipher Scoops.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

DiscoverOrg

MARCH 31, 2016

Implementing common-use self-service kiosks in its Tom Bradley International Terminal to improve passenger check-in as well as implementing Automated Passport Control (APC) at LAX Federal Inspection Service (FIS) areas. Building out LAX Terminal IT rooms to enable network coverage throughout passenger terminals.

Enterprise Management 120

Enterprise Management Work Management Budget Programs Eye-Tracking 120

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

It is possible to know you’re getting the right person, when they’re actually looking for your product or service. Sales development tools, lead prioritization engines, marketing automation systems, call recording and analysis tools … use them! And you can bet your competitors are taking every advantage of it.

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

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

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 big data has historically referred to gobs of behavioral data. As customers , we got used to the big-data treatment – fast.

Intent Data 198

Intent Data Work Management Marketing Management Bombora 198

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. Why is this so important for B2B sales? Well, once you know how entities are interrelated, you can: Identify the strongest point of entry.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 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.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

OCTOBER 23, 2016

By gathering insight into which companies and contacts are best matched to an ideal target buyer profile and coupling it with deep business intelligence, sales and marketers can spend their time craft personalized messages that showcase the unique value of their product and/or service.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 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. 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

NOVEMBER 14, 2018

Highly qualified prospects may already be using your competitor or looking for services like yours. 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. How could you not be??) Step 1: Find the data.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

APRIL 14, 2017

Without verified data and deep intelligence, sales reps spin cycles on accounts that would never buy your services. But how about hiring a research person, or team, dedicated to researching quality leads for your sales team? But someone has to do it. Generation and qualification of quality leads remains a major concern.

Cost 208

Cost Lead Ranking Buy Ad Building 208

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). Have a relatively small target market.

Account Based Marketing 207

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

DiscoverOrg

APRIL 27, 2017

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.” That’s why cold email lists are frowned upon at companies that offer shared IP email services. Opt-out method. Sense of urgency: “I called.

CAN-SPAM 292

CAN-SPAM Deliverability Opt-out Opt-in 292

DiscoverOrg

FEBRUARY 6, 2019

The sales team might have a name to reach out to … but that person might not end up signing off the deal. You’re no longer that person saying, “Hey, I wanna sell you my product.” ” That messaging sounds so much different to somebody who’s considering your service, or ready to buy.

Video Marketing 29

Video Marketing Cross-Selling Sales Cycle B2B Sales 29

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). Have a relatively small target market.

Account Based Marketing 120

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

DiscoverOrg

DECEMBER 11, 2018

It needed a massive redesign to distribute it into multiple applications and micro-services. The sooner we moved to the cloud, the sooner DOrg 2’s design could incorporate certain services available only in the cloud environment. AWS cluster database services (Aurora) on NOSQL “search database” in the cloud. Mission critical.”.

Paid Search Agency 153

Paid Search Agency Companies Work Management Marketing Management 153

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. Intent data is difficult to obtain without using a third-party service. (Is Finally, we’ll talk about how to weave this too-personal data into a truly helpful conversation. You’re not being a creep … yet. Opportunity data.

Cold Calling 241

Cold Calling Work Management Marketing Management Marketing Automation Services 241

DiscoverOrg

AUGUST 23, 2018

There’s no one way of getting there, and there’s no linear way, either: Every single dial is a digit, and together they’re a unique way of reaching the other person (notice that one of the digits is a heart). Every “dial” is unique, because every person responds differently to every sales approach. You do you. Are you a kayaker?

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

DiscoverOrg

MAY 7, 2019

Churn” – or high employee turnover – is a part of life in the technology and services space. When you are trying to make a sale or influence someone to consider your product or service, who do you want to reach? Data is what data does. And solid sales intelligence provides ensures you don’t get burned by churn.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

MAY 23, 2018

Your Marketing department may be sending Sales any leads that request more information – but if the person isn’t from a good fit account, everyone is wasting their time. Before we start talking about leads, Sales and Marketing need to agree on their target demographic/s: What kind of customers buy from them? Kill ‘em dead.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

AUGUST 23, 2018

There’s no one way of getting there, and there’s no linear way, either: Every single dial is a digit, and together they’re a unique way of reaching the other person (notice that one of the digits is a heart). Every “dial” is unique, because every person responds differently to every sales approach. You do you. Are you a kayaker?

Social Media 120

Social Media Social Networks B2B Sales Linkedin 120

DiscoverOrg

DECEMBER 26, 2018

is here to show you how he does efficient research and uses personal highlights in emails that get tons of responses. Here’s how to do the quick research, the right level of personalization, and a few more sweet tips – plus tons of examples. In this blog, our sales development rep with the 60% response rate (!!)

Intent Data 120

Intent Data CAN-SPAM CMO SME 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 could try to advertise every single possible service for every possible industry you sell to. Find your “why” here.

Webinar Metrics 120

Webinar Metrics Training Startups Paid Search Agency 120

DiscoverOrg

JUNE 15, 2016

As account-based marketing models grow in popularity (and for good reason), their very nature – personal, conversational, informative – has meant that the demand for good content has grown directly in kind. Buying cycles for some products & services are long and take months from discovery to purchase.

Customer Surveys 120

Customer Surveys Peer-to-peer Marketing Management Lead Ranking 120

DiscoverOrg

NOVEMBER 4, 2016

Thus, personalized, custom messages using account-based tactics are vital. Even if your product or service is an award-winning incredible miracle cure, the simple truth is that people are more interested in themselves than they are in you. Getting a response to an introduction like that is almost impossible.

Cold Calling 120

Cold Calling Sales Qualified Leads Marketing Proposals Top of Funnel 120

DiscoverOrg

MAY 30, 2018

You need to get your sales and marketing engine firing quickly, efficiently, and without a 50-person team behind it. You don’t need an advanced regression model to tell you if you sold your first big deals to Financial Services companies with a new CTO. The availability of data is truly democratizing growth. Geographic location.

Ad Building 270

Ad Building Peer-to-peer Demand Generation Agencies Startups 270

DiscoverOrg

AUGUST 24, 2017

The terms B2C (business-to-consumer) and B2B (business-to-business) are essential, elementary for a person beginning the journey into the professional world. 75% of B2B buyers want branded content that helps them to research business ideas, but 93% of brands focus their content on marketing their own products and services.

B2B 191

B2B Buyer Personas B2B Sales B2B Marketing 191

DiscoverOrg

SEPTEMBER 30, 2016

If you were trying to deliver a regular package to someone in person, you’d probably want to verify their address before driving across town to deliver the package. While email verification services are valuable pieces of marketers’ tool sets, they aren’t perfect.

Deliverability 120

Deliverability Validation Domain Blast Campaigns 120

DiscoverOrg

DECEMBER 15, 2016

There will be an increased focus on technologies and services that put the power of data into the hands of those who need it most. This ensures one-to-one personalized outreach from the sales development rep, supported by nurturing content from the marketing team’s more traditional outreach methods.

Trends 120

Trends Work Management Marketing Management Paid Search Agency 120