DiscoverOrg

OCTOBER 19, 2017

Our selection process was unsustainable. During the account selection process, sales reps spent too much time researching and in meetings wrestling for accounts, which took them off the front line and distracted them from selling. But we immediately felt we had some shortcomings with account-based marketing. Ready to get started?

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

MAY 27, 2016

And it needs to manifest itself in smart, repeatable process. Management is required to log X hours per week in call review, and there is a tight process around delivering and reviewing the coaching feedback offered. Coaching is absolutely clutch. It’s gotta be there. It can’t take days off. Coaching at the Call Level.

Peer-to-peer 220

Peer-to-peer Forecasting Webinar Metrics Tagging 220

DiscoverOrg

OCTOBER 27, 2016

My manager liked the approach and asked me to present the process to the entire sales team. I presented a process that looked something like this: Step one: Create a list of all accounts in my territory that currently did business with us. While it’s not a complicated process, it most certainly is a time-consuming one.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

JULY 3, 2018

Guide the decision process. Buyers are already mid-way through their buying process before they ever engage with a salesperson. 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

JULY 22, 2016

This partnership resulted in our Account-Based Marketing Playbook to identify how to take a more targeted approach to your sales process. Henry Schuck, DiscoverOrg CEO, and Rodrigo Fuentes CEO of ListenLoop. That’s what we are delivering with our new ABM eBook”. Sales Strategy Using Account-Based Marketing.

Account Based Marketing 120

Account Based Marketing ABM Marketing Management Advertising Agencies 120

DiscoverOrg

MARCH 3, 2017

Evaluating and hiring a winning Sales Team is not unlike the process of evaluating character attributes in a video game. Many organizations, administer cognitive aptitude tests to gauge incoming sales reps’ ability to quickly consume and process information as a barometer for their learning ability.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

JANUARY 15, 2019

Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which means I’ve spent a lot (A LOT) of time at Home Depot and Lowe’s over the last 15 years.

Cold Calling 196

Cold Calling Buy Peer-to-peer B2B 196

DiscoverOrg

JANUARY 11, 2017

On top of that, if I can tell she has an existing Head of Marketing Operations that reports directly to her that has implemented a competitive solution currently and is the one in charge of the sales intelligence tool, I understand that I will need to work with that person as a key influencer in my sales process. In sum, data just is.

Video Marketing 120

Video Marketing Sample B2B Sales CMO 120

DiscoverOrg

JANUARY 22, 2019

I’ve been optimizing DiscoverOrg’s process for gathering firmographic data since 2016. Larger companies, typically, have more complex buying cycles, more sophisticated internal processes, and more specialization throughout their org. I’m going to let you in on a little secret: It’s not the best way. I would know.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

AUGUST 14, 2018

A bit further on, as part of your ABM strategy, you’ll fully recreate the journey for these companies – and identify key points where the marketing and sales processes made progress. How did you create the conversation? Watch: DiscoverOrg documents our own Account-Based Marketing experiment. Great – Hold on to that.

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

DECEMBER 4, 2018

business processes. Maybe it’s people wasting time, things are not being processed correctly, or tracking audit trails and workflows. They generally become more specialized as the company size grows. As such, this legal ops specialist is in charge of in charge of: corporate governance. risk management. procurement management.

Bundling 136

Bundling Buyer Personas Work Management Efficiency 136

DiscoverOrg

MARCH 12, 2019

In addition, we have processes in place in our Marketing Automation Platform to timestamp the last date of email validation, and we validate the on a regular, ongoing basis. This process does not solve for all email reputation woes, but it definitely takes care of the bulk of them!

Deliverability 214

Deliverability Validation CAN-SPAM Marketing Automation Services 214

DiscoverOrg

JULY 29, 2016

Based on our own lessons learned, we decided to create an Account-Based Marketing Playbook that identifies how to take a more targeted approach to the sales and marketing process – ultimately leading to faster growth. 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 15, 2016

Unfortunately, the prevalence of technology and automation has all too often led us to dismiss the importance of the appeal to emotions in the sales process. Aristotle’s Rhetoric. At DiscoverOrg, while we are unabashedly a fast-growing technology company, our differentiators are actually the human element.

Case Study 120

Case Study Case Studies Paid Search Agency Differentiation 120

DiscoverOrg

AUGUST 14, 2018

A bit further on, as part of your ABM strategy, you’ll fully recreate the journey for these companies – and identify key points where the marketing and sales processes made progress. How did you create the conversation? Watch: DiscoverOrg documents our own Account-Based Marketing experiment. Great – Hold on to that.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

JANUARY 24, 2017

We uploaded those best customers, figured out what they look like, modeled our best target process, then built out a wider list of addressable market, all by employing our own tools that we offer for Customers (AccountView and DealPredict in particular). Org Charts and Reliable Contact Data are All-Important.

Account Based Marketing 120

Account Based Marketing Jigsaw Cold Calling Paid Search Agency 120

DiscoverOrg

OCTOBER 26, 2017

There appeared to be no replacement: This suggests that Equifax’s security department was not functioning with the necessary staffing , and that the stability of its security processes, including data security, were likely weakened as a result. This is big a red flag, as security is a vital aspect of IT. Addressing buyer Pain Points.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

DiscoverOrg

JULY 25, 2016

Sales is tough and ongoing sales development is a never ending process. It’s a maturing process, really. It’s a dynamic process, whereby at any point, all members of the Team have a voice that is heard, but only by deciding as a group that new thinking justifies an update will a best known method change.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

APRIL 17, 2019

You’re SO much better positioned to drive real brand awareness and influence the decision-making process. They showed me the process, the stitching, and how it can stitch through different layers of denim. The right message at the right time. One important thing to remember at this point: These are very different messages.

Intent Data 120

Intent Data Intent Top of Funnel Marketing & Strategy 120

DiscoverOrg

MARCH 27, 2017

Our interview with Brandon Redlinger, Engagio’s Director of Growth, simplifies the details of how to implement ABE from account-based metrics to processes and team alignment. Both are important to the growth of a B2B business, but they do very different things and require different processes and skills. Check it out!

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

FEBRUARY 27, 2019

The answers to the above questions will help guide you through the process of building your database. Services such as Neverbounce are good tools to help you with this process. Are you testing out a new target market to see how your messaging resonates with them? Or are you trying to reach your core established market?

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

SEPTEMBER 4, 2018

” This gets them to acknowledge if they are actually close, and it’s a light commit to the process. I humanize the process, I demonstrate the value, and I make it simple and logical.” Great closers have confidence in their product, in the process, and in themselves. Van Leuven agrees. I ask for their business.

B2B Sales 120

B2B Sales Work Management B2B Marketing Management 120

DiscoverOrg

OCTOBER 4, 2016

Skipping that step in the process guarantees nonexistent click rates and, over time, diminished domain reputation thanks to that negative feedback loop. Many of us don’t like to admit we’re somewhat attached to our smartphones, but the fact that over 68% of emails opened via mobile gives us undeniable proof that this is the case.

Deliverability 259

Deliverability Domain Click Rate CAN-SPAM 259

DiscoverOrg

NOVEMBER 9, 2016

Based on work by Robert Cialdini, this strategy helps create rapport based on shared mutual beliefs that you affirm as part of the rapport building process, which happens early in the sales cycle. The fifth TiLT module, helps inside sales teams build trust using the “3 Yes Method”.

Top of Funnel 229

Top of Funnel Conversion Cold Calling Storytelling 229

DiscoverOrg

APRIL 12, 2017

Our emails and phone numbers are verified with a rigorous testing and validation process. DiscoverOrg data is contractually guaranteed to be at least 95% accurate, and our live team of 250+ researchers refreshes our data every 60 days to achieve that. The results of the test were impressive!

ROI 224

ROI Sample Demand Generation Agencies B2B Sales 224

DiscoverOrg

JANUARY 31, 2019

Just as fact-checking sites have proliferated to help readers determine what’s accurate, there are even more technology tools to consolidate data and automate sales and marketing processes. Sales development tools, lead prioritization engines, marketing automation systems, call recording and analysis tools … use them!

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

DiscoverOrg

APRIL 20, 2017

Sophisticated data offerings let marketing teams improve the customer experience with activities such as retargeting; personalized landing pages; and customized, dynamic web content – all shown to improve conversion to the next stage of the buying process.

Top of Funnel 269

Top of Funnel ROI Ideal Customer Profiles Marketing Management 269

DiscoverOrg

MARCH 31, 2016

Enhancing its IBM Maximo facilities management application to include mobility and integration across ARCC processes, GIS applications, SAP, OpenText and fleet management applications. Serena Sacks. Chief Information Officer – Fulton County Schools.

Enterprise Management 120

Enterprise Management Work Management Budget Programs Eye-Tracking 120

DiscoverOrg

AUGUST 19, 2016

This pipeline funnel looked very similar to a marketing pipeline funnel, and we built it from the ground up with solid data on our conversion rates at each stage of the hiring process. Identify How The Pipeline Funnel Changes For Every Role.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

AUGUST 10, 2016

“ A report written by Winning Consensus-Based Sales CEB cites “ buyers are 57% through the purchase process before sales professions even speak to them.” In fact, as a direct result of social selling entering the scene, it isn’t uncommon to hear statements like “ cold-calling is dead.

Cold Calling 120

Cold Calling Tips Gartner Stats 120

DiscoverOrg

FEBRUARY 12, 2016

Knowing when it’s the right time to pitch your product not only helps make your sales process more effective but also makes the buying process much easier for the prospect. Lastly, getting your product in front of the right people at the right time will ensure there’s no soggy tacos in your sales cycle.

Sales Cycle 120

Sales Cycle B2B Sales Budget Programs Marketing Prospects 120

DiscoverOrg

APRIL 25, 2017

What is the refresh process like? Sales intelligence should be human verified; otherwise it’s no better than doing a search online and rolling the dice. Be sure to ask the following questions: How is data gathered and vetted? How often is sales intelligence refreshed for accuracy? How is accuracy guaranteed?

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

FEBRUARY 13, 2019

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Marketing has certain data needs. Sales has others. Sales uses a CRM … but the marketing automation system might not integrate.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

DiscoverOrg

OCTOBER 23, 2016

Speed the process up by connecting with C-suite professionals. This level of churn requires constantly refreshed contact data in order maintain consistent sales results. In HR and Recruiting, there is an increasing number of middle management generalists with… Click To Tweet. Pitching to NoPos within a department is tough.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

APRIL 5, 2016

What will it deliver to the sales process next to fuel sales? By being able to rely on accurate technology stack data, combined with org charts and valid contact details, account-based marketing programs have the ability to be truly successful. What do you see as the most promising next thing from predictive analytics?

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

DiscoverOrg

JANUARY 22, 2016

According to a DiscoverOrg trigger from October 2015: “ Microsoft sources indicate an interest in multiple initiatives to support enterprise content management (ECM) efforts, including business process management, cloud storage, document capture and conversion, document management, Hybrid/On-Premise ECM, data collection, web content management, and (..)

Enterprise Management 120

Enterprise Management Paid Search Agency Privacy Mobile Advertising 120

DiscoverOrg

FEBRUARY 2, 2017

It seems that the companies finding success in digital transformation have realized that manual QA processes conducted by humans are inefficient ways to test software. An article in ComputerWeekly revealed that spending on testing application quality and performance is expected to rise to 40% of technology budgets by 2018. Why the big change?

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 120