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Adapting an ABM Approach for Account-Based EVERYTHING

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This post is an original piece from guest author, Brandon Redlinger, and first published on DiscoverOrg’s blog on 3/27/2017. Brandon is the Director of Growth at Engagio, the Account-Based Everything platform that orchestrates human connections.

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[VIDEO] How to Structure a Successful Sales Team

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Does this problem sound familiar? We spend an enormous amount of time searching for and then hiring what we think to be “A” players. We then invest time (hopefully) training those reps before releasing them into the wild, only to ask them to do several different roles.

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A New Generation of Marketing Metrics & the ROI of Better Data

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Revenue growth is only possible with a solid understanding of our prospects – and no one knows that better than B2B marketers. 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.

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The Real Cost of List-Building: Buy or Build Your Own?

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Your sales team is doing double duty: They’re selling to the leads delivered by your marketing department—and they’re de facto researchers. Very, very expensive researchers. Even if you’re already purchasing sales intelligence data (most of us are), sales teams still spend over half of their day scouring LinkedIn, Twitter accounts, and forging through forests of phone trees for correct phone numbers and email addresses.

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30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

Why That Bargain Contact List You Bought is a Sales Dead End

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If a salesman wanted to sell you a bridge in Brooklyn, you’d recognize the racket almost immediately. Today, it’s a punchline, but once upon a time, people took the offer seriously: Two people a week for 30 years bought a worthless deed to the Brooklyn Bridge thinking the document would change their fortunes with the toll fares they could charge. Turns out all they had bought was an expensive piece of parchment.

Myth Busters: 3 Sales Intelligence Assumptions Dispelled

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Some information is so sensational that it gets passed around regardless of the truth: The amount of tryptophan in a Thanksgiving turkey is enough to make people sleepy. Humans only use 10% of their brains. Jimmy Hoffa is buried under Giants Stadium. Sadly, all of these dramatic statements are false, but people love to repeat them anyway. When false assumptions are the basis for business decisions, the fallout can be sudden and steep.

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[VIDEO] The Cost of Bad Data

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Welcome to the first of our DiscoverOrg Whiteboard Wednesday series! Today, let’s talk money. Right – that’s what motivates sales guys? You know what motivates me almost As much as making money? Finding out I’m wasting money!

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12 Memorable Memes for Salespeople

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Sales is hard. Not hard in the standard sense — sales requires emotional fortitude to survive the daily barrage of objections and quotas. We have a soft spot for sales reps at DiscoverOrg because we sell too.

9 Experts Rethinking Demand Generation

How to strategically target your content and lead generation campaigns to disrupt the status quo and facilitate the sale.

8 TED Talks All Salespeople Should Watch

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At DiscoverOrg, we’re a bunch of self-proclaimed gluttons for learning. That’s why a while back, we presented our top five books and blogs for inside sales folks. While we love a good page-turner, we know that salespeople are busy.

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The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016

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I remember it so vividly that it’s crystal clear.

An Inside Look Premiere: A True Story of Executing Account-Based Everything

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Account-based marketing (ABM) is a hot topic of conversation, and momentum is building to expand this person-first approach from Marketing to Sales and beyond, breaking down department barriers with shared goals: Enter account-based everything (ABE).

A Practical Playbook for Account Based Marketing

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Looking to give a your sales a boost? There is a renewed interest in Account-Based Marketing (ABM) and it currently has two definitions: 1) a strategy for marketing to existing clients for the purpose of cross-selling or expanding presence within an account, and.

B2B is Dead – Long Live B2P

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B2B vs B2C vs B2P. The terms B2C (business-to-consumer) and B2B (business-to-business) are essential, elementary for a person beginning the journey into the professional world.

Increase Marketing ROI 10X and Prove It

See how a marketing team demonstrated 10X ROI and increased sales by 35% with marketing automation.

The Most Untapped Leverage Point For B2B Growth

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In the race to grow your company, defeat your competition, and dominate the marketplace, it can sometimes feel like the most important parts of the SWOT analysis lie in the externally-focused quadrants: Opportunities and Threats.

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The Human Element of Sales and Marketing

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“Knowledge is rarely enough to spark change; it takes emotion to bring knowledge to a boil.” Switch by Chip and Dan Heath.

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How Prospecting is Like Online Dating: 5 Mistakes Online Daters Can Teach Salespeople

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Love it or hate it, the fact is that research shows a massive 15% of American adults have tried their hand at online dating. But that doesn’t mean everyone in that group is doing it well. Some of the mistakes they make are cringe-worthy if not downright horror stories.

Why Your 4 Paragraph Email Sucks

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A 4 Paragraph Email on Why Not to Write a 4 Paragraph Email. Dear Long Copy Emailer, I hope you are doing well. I wanted to write you concerning the topic of the oh-so-prevalent-but-not-so-popular 4-paragraph email and why constructing such lengthy emails is not a best practice for sales prospecting.

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2017 CMO Survey

The 2017 CMO Survey can provide you with the latest insights into marketplace dynamics, spending, and trends.

3 Tips to Overcome Cold Call Objections

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“Every battle is won before it’s ever fought.” – Sun Tzu. Here’s the thing: Cold-calling prospects gets a bad rap. Today, buzzwords like “social selling” drown out the importance of actually calling prospects.

How to Operationalize Account-Based Marketing

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If prospects don’t fit your Ideal Customer Profile, they shouldn’t become leads. You already know this. But that doesn’t stop a lot of sales and marketing professionals from pursuing any and all hand-raisers, regardless how poorly suited they are. If you’re having trouble converting leads – or getting leads at all – here’s your simple, three-step process to keep your eye on the ball.

Successful Sales Coaching Best Practices

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Sales is tough and ongoing sales development is a never ending process. In order for a company to succeed, it needs to have a well-developed, well-trained team — one that is able to authentically connect with customers and set more meetings, schedule more demos, and close with confidence.

Taking Aim at the Top 2017 Sales & Marketing Technology Trends

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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.”

Best Practices for a Marketing Database Cleanse

A framework comprising of best practices to consider and red flags to avoid.

New Ideas for Motivating Your IT Staffing Salespeople

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Have you ever walked into the office on a Monday morning and just felt the palpable lack of energy? The phones are eerily quiet, your team members are glued to their computer screens, and you quickly predict that quotas won’t be met today.

2016’s Most Prospected Companies By State

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No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Some of the messages we receive are well-crafted, on the mark, and personalized to our issues, and others….well, well, they just aren’t.

[VIDEO] Real People, Real Sales Intelligence

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We could spend all day telling you what DiscoverOrg actually does and how our customers use it – but we thought it would be more interesting to show you – with real people, in our funny new video showing off how sales intelligence is done.

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How to Improve Response Rates with Account-Based Content

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In B2B marketing, when you improve response rates, you tend to see better downstream results including: more qualified leads, more pipeline, and more deals won. But how do you achieve higher levels of engagement? For many marketers, it remains something of a mystery. Let’s take a look at exactly how you can produce better response rates in your marketing activities with account-based marketing (ABM) strategies by leveraging account-based content (ABC). Better Data and Better Response Rates.

The AdRoll Guide to Account-Based Marketing

Personalize your marketing to convert your highest-value accounts.

Selling to Sales – Like Cooking for Chefs

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At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. What a stupid realization given that we are solving this exact issue for 2,000+ customers.

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The Formula for Account-Based Marketing

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Whether you’re already doing it – or thinking about doing it – you’re probably one of an increasing number of B2B companies transitioning to an account-based approach to sales and marketing. The effectiveness of this data-driven, “flipped funnel” approach has been proven many times over, but many professionals struggle with this transition.

Does Outbound Marketing Still Fit in Today’s Landscape?

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There’s no doubt that today’s marketing landscape is lauding the growth of digital marketing in the realm of inbound channels such as social engagement programs, SEO, and content development. However, this doesn’t mean that tried and true Outbound marketing has gone to the wayside. Or does it?

Inside Scoop: Learning from Equifax – How Sales Can Act on (and Anticipate) a Data Breach

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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. In the month since then, details of this breach (and far too many others) have made headlines, keeping cybersecurity top of mind for weary, wary consumers. Having such sensitive information in the hands of hackers is a terrifying thought, but what makes it worse is that it could have easily been prevented.

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales.

Coaching Culture: Putting Down Roots

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At the start of the new year, I wrote about my team trying to turn the corner from “Account Management” to “Customer Success”. Months beyond the vision phase, we are now in execution mode and fully committed to building a coaching culture — both for Customer Success and Sales — that instills the good habits needed to realize that vision. Coaching is absolutely clutch. It’s gotta be there. It can’t take days off. It requires executive level sponsorship and involvement.

An Independent Review of DiscoverOrg’s Data Accuracy Claims

DiscoverOrg

When sales intelligence data is inaccurate, incomplete, or outdated, the rabbit hole for a sales person can be very deep —and no one knows better than Steve W. Martin. A lifelong sales trainer, Steve has consulted for and trained sales teams for hundreds technology companies. Contact data is a very important priority to my clients,” he says.

Peaches, Netflix, and Sales Intelligence – Try Before You Buy

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“Try before you buy” is the new world order. Whether it’s a free month of Netflix, a $0.99 offer from Spotify, or the money back guarantee on P90X, we want/need to prove value before committing our wallets.

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[VIDEO] The Value of Sales Intelligence vs Data

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There are a lot of sales and marketing data providers out there. Everyone talks about their solution slightly differently – they offer contact data, verified data, sales intelligence , etc. What’s the difference between all of these terms?

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Stop Killing Your Content: 3 Reasons Your Content Falls Flat

Each year B2B organizations spend more than $5.2 billion on content creation.