DiscoverOrg

APRIL 5, 2016

In conjunction with the DiscoverOrg/HG Data partnership announcement, we sat down with DiscoverOrg co-founder and CEO, Henry Schuck, and HG Data’s Chief Revenue Officer, Mark Godley, to get their perspectives on the role of data and SaaS tools on both the trends and future direction for sales and marketing.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Top of Funnel Marketing Management 120

DiscoverOrg

JANUARY 29, 2019

Notice a trend?). Target compatible good-fit accounts, and seriously boost win rate. Discover companies with a level of maturity that fits your product, and seriously boost win rate. Read it: How to Use the Tech Stack for Competitive Intelligence. What is the tech stack?

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Marketing Automation Services Work Management 205

DiscoverOrg

JUNE 29, 2017

Professionals are genuinely interested in trends within their industry, and respond at a much higher rate when compensated with new, proprietary data. These questions should have sales value to you, such as: pain points, budgets, strategic initiatives for the coming year, or previous experience with similar products.

Response Rate 149

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

DiscoverOrg

MAY 15, 2017

I’d confidently say that most CEOs and Boards would be happy if they could point to these results consistently at quarterly board meetings: – Better financial performance. – Higher return on sales. – Higher return on equity. – Higher operating results. – Lower corporate fraud. – Increased (..)

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

DiscoverOrg

APRIL 24, 2018

And what trends are on the horizon? Restoration Hardware was in trouble 9 years ago, and they had a dramatic turnaround ; they were way ahead of the trend with the logistics side of the business. What sales activities make the biggest difference? What needs to change as a company evolves? Technology +Strategy. Chasing change.

Cold Calling 120

Cold Calling Thought Leadership Work Management Marketing Management 120

DiscoverOrg

MAY 8, 2018

Bryerton recommends referencing intent data in your cold call like so: “I’ve been seeing X trend in your industry. I’m reaching out because I have something that can really help you and your company. I want to be a valuable partner.’. Are you seeing that, too?”. Is your company thinking about that, as well?”.

Cold Calling 241

Cold Calling Work Management Marketing Management Marketing Automation Services 241

DiscoverOrg

AUGUST 7, 2018

We don’t expect this trend of self-guided buyer research to change anytime soon. Meanwhile, according to a report by Forrester, 68% of B2B customers prefer to research independently online. Intent data allows sales and marketing teams to initiate contact with buyers earlier in the buying cycle.

Intent Data 314

Intent Data Intent Lead Ranking Bombora 314

DiscoverOrg

NOVEMBER 4, 2016

Thankfully, it’s not a trend that can easily be implemented in the B2B sales world (we hope). Tailor your introductory message – whether it’s via phone, email, or social networking – to your niche audience (but keep it simple and concise; no one wants to read 4 long paragraphs of text from someone they don’t know).

Cold Calling 120

Cold Calling Sales Qualified Leads Marketing Proposals Top of Funnel 120

DiscoverOrg

DECEMBER 26, 2018

Intent Data refers to company-specific search trends indicating a high level of interest in particular pain points and solutions. If you didn’t hear much about Intent data in 2018, listen up: It’s a hot topic that’s about to get hotter. It’s been an area of special focus for DiscoverOrg this year.

Intent Data 120

Intent Data CAN-SPAM CMO SME 120

DiscoverOrg

AUGUST 7, 2018

We don’t expect this trend of self-guided buyer research to change anytime soon. Meanwhile, according to a report by Forrester, 68% of B2B customers prefer to research independently online. Intent data allows sales and marketing teams to initiate contact with buyers earlier in the buying cycle.

Intent Data 120

Intent Data Intent Lead Ranking Bombora 120

DiscoverOrg

DECEMBER 15, 2016

Earlier this fall, I saw a presentation from a trend consulting firm, The Future Hunters , at the SiriusDecisions Tech Exchange show. These guys are total geniuses at predicting future trends, and quite frankly, it inspired me to try my hand at “future-hunting.” Sales and Marketing Technology Integration Will Become a Top Priority.

Trends 120

Trends Work Management Marketing Management Paid Search Agency 120

DiscoverOrg

AUGUST 24, 2017

Larger B2C corporations have the major advantage of in-depth market research on shifting trends of consumers, and even small businesses can keep their ear to the ground and forge their own voice all the more to stand out. While both camps grapple with an ever-changing landscape, a key difference remains in the style of each herd.

B2B 191

B2B Buyer Personas B2B Sales B2B Marketing 191

DiscoverOrg

OCTOBER 15, 2018

Do you find that these trends hold true for you, in your industry, among your peers? As the 2018 midterm election gets closer, your buyers may be thinking about politics. Have you seen differences in political philosophy as you sell and market to different roles and departments? Don’t forget to vote November 8!

Enterprise Management 204

Enterprise Management Peer-to-peer B2B Business 204