DiscoverOrg

APRIL 25, 2017

When false assumptions are the basis for business decisions, the fallout can be sudden and steep. Premature investments, failure to understand customers’ needs, and overly optimistic revenue projections are all common business missteps with disastrous consequences. Fact: Sophisticated business intelligence is ABM gold.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

OCTOBER 23, 2016

Even more telling than the growth of sales enablement tools is the fact that many of these products, currently residing in the technology ecosystem for either Sales or Marketing, have a use case for their counterpart. As a sales rep, forging relationships with both sales and marketing will help close opportunities.

Budget Programs 120

Budget Programs Tools Lead Ranking Work Management 120

DiscoverOrg

OCTOBER 19, 2017

I became interested in target account marketing, which I later learned to call ABM, while tying to efficiently grow a software business. Intent” is based on prospects’ current interests ; for example. Think of ICP as the firmographic, technographic, geographic, etc. Intent data. Engagement. Get our 2017 Growth Drivers Report.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

SEPTEMBER 5, 2018

Before we get started with some practical examples that you can apply in your selling efforts immediately, I want to talk about a tendency when emotions come up in a selling context. This is one example of how you could intend a better outcome by controlling your emotions. What do I mean? It’s a key advantage. Be a change catalyst.

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

DiscoverOrg

SEPTEMBER 5, 2018

Before we get started with some practical examples that you can apply in your selling efforts immediately, I want to talk about a tendency when emotions come up in a selling context. This is one example of how you could intend a better outcome by controlling your emotions. What do I mean? As a result, people got bonuses.

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 120

DiscoverOrg

APRIL 20, 2017

These are still great ways of predicting how an organization will perform, especially when entering a new market or rolling out a new product for feature. Business intelligence is often associated with awareness activities like email marketing; or on the sales side, with initial prospect targeting. Improve sales productivity.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

OCTOBER 26, 2017

Even now, we can find insights to better sell security products in a more timely and helpful way – both in response to Equifax, and in preparation for the next inevitable security breach. Equifax is a great example. Critical business applications. Scoops indicate a created need for investment in a solution.

Act-On 120

Act-On Work Management Marketing Management Bandwidth 120

DiscoverOrg

NOVEMBER 14, 2018

And as a savvy business professional, you want to ensure that your resources are allocated to those prospects who will deliver the best return. Increased closed-won deals – those entering the pipeline are more likely to have the budget, interest, and talent needed for your product to have value. It’s different for every business.

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

JANUARY 22, 2019

Excelligence operates the companies Really Good Stuff (169 LI employees), Educational Products, Inc. (91), Business professionals working outside of North America sign up for LinkedIn at a much lower rate. For example, Poczta Polska S.A. Let’s go back to the Home Depot example. You wouldn’t know that looking at LinkedIn.

Social Media 184

Social Media Contingency Planning Media Linkedin 184

DiscoverOrg

OCTOBER 27, 2016

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. For each account within Group A I did a white-space analysis to determine what products they should buy from us but haven’t along with any recurring revenue I should expect.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

NOVEMBER 17, 2016

At the highest level, we are looking to identify organizational trends regarding the use of sales technology and see how companies are equipping their sales reps to become more productive and collaborative. Where do the greatest levels of interest exist: sales intelligence, productivity, or sales gamification? 30th 2016) now!

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 120

DiscoverOrg

NOVEMBER 6, 2017

Before you select your target accounts, you need to identify the pool of accounts that marketing, sales, and sales development would potentially work on because they are a “fit” for your business. One potential hazard for some businesses is focusing on static target account lists and not using data to dynamically prioritize.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

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. add business card contact data to your mailing list automatically. We tracked engagement across digital channels (social and email), cold calling, and direct mail (postcards with a URL to a landing page).

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

MARCH 27, 2017

He is passionate about the intersection between tech and psychology, especially as it applies to growing businesses. Engagio combines all of these strategies into a strategy they call Account-Based Everything (ABE) , which serves as the driving principle behind both their product and how they operate as a company.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

JULY 25, 2016

Someone new to a SDR role, for example, might interpret management’s focus on volume KPIs as the “only thing that matters,” so if anything, leadership must be astute to coach the moment and impress upon that hypothetical SDR the multi-dimensional considerations that make up a “pro’s” game. It’s a maturing process, really.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

MAY 29, 2019

Your SaaS product is new! It’s time to ditch the product demo. But ultimately, prospects are much more likely to stay engaged, keep moving through the funnel, and see the value in your product. Account Executive Carolyn Murray starts the demo by asking the prospect how much they already know about her company and their product.

Marketing Automation Services 200

Marketing Automation Services Software Top of Funnel Tips 200

DiscoverOrg

FEBRUARY 6, 2019

Now let’s piggyback off of the inbound piece to find multiple points of entry: For this next step, let’s look at who in the organization is gonna care about our product, and who our product serves. If you have multiple influencers on an email stream – for example, “Hey, Krystan, I wanna chat with you about X, Y, Z.”

Video Marketing 29

Video Marketing Cross-Selling Sales Cycle B2B Sales 29

DiscoverOrg

MAY 30, 2017

I’m Justin Withers, Vice President of Product Management and Marketing at DiscoverOrg, here to describe the best way to create a value proposition that stands out – by addressing a real need. It looks like they’re busy. If you think about features, features are the aspects of a product that deliver the value.

Lead Scoring 168

Lead Scoring Lead Ranking Video Marketing Work Management 168

DiscoverOrg

MAY 7, 2019

Business leaders understand that data is the critical heart of growth and expansion. Read on to see how data has evolved to drive specific business functions and drive revenue in four main areas: Data quality and management. This is an introduction to the use and impact of marketing and sales intelligence data on business decisions.

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

APRIL 24, 2018

But as business grows, things change. Or, as Henry says, “It’s not impossible to grow 40% or more year-over-year, in the first few years of business. Early on, you hire sales people and tell them: “Your job is to get new business and close old business.” Google and Tesla are good examples. How can we get better?

Cold Calling 120

Cold Calling Thought Leadership Work Management Marketing Management 120

DiscoverOrg

MAY 23, 2018

B2B sales and marketing alignment is only important if your business wants to make money. Are they the right size to afford and take full advantage of your product? Look at it like a business problem: Resources are being spent on something that is not effective. But as with most business success, it takes two to tango.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

AUGUST 23, 2018

” “B2B Art” Business Expressionism by Kenny Madden. Read on for examples for how to integrate contemporary social selling into regular real life, in a way that is authentic – and VERRRY effective. Don’t lead with your product.”. two years ago to 6.8 That’s why authenticity is so important here.

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

DiscoverOrg

FEBRUARY 5, 2019

Only 0.04% of businesses ever reach the $100-million milestone. Your product solves different things for different people at the company, Jake notes. We’re trying to talk about business case right now.”. For example, in the CISO’s world, risk is a big factor. What’s the secret? What are next steps?

Enterprise Management 120

Enterprise Management B2B Sales Startups Work Management 120

DiscoverOrg

JUNE 1, 2015

By the time you have finished reading this, I truly believe that you will be on board with employing the short-and-sweet approach when trying to build relationships and connect your product & service with potential new customers. For example : Amazon CEO and founder Jeff Bezos is known at his company for sending unnervingly short emails.

SMS 120

SMS Amazon Sales Cycle Practices 120

DiscoverOrg

AUGUST 23, 2018

” “B2B Art” Business Expressionism by Kenny Madden. Read on for examples for how to integrate contemporary social selling into regular real life, in a way that is authentic – and VERRRY effective. Don’t lead with your product.”. two years ago to 6.8 That’s why authenticity is so important here.

Social Media 120

Social Media Social Networks B2B Sales Linkedin 120

DiscoverOrg

DECEMBER 26, 2018

GDPR was the topic in 2018, and folks really liked what we highlighted: Namely, that direct marketing is a legitimate business interest and – if you have a few key parts in place – it doesn’t necessarily prevent companies from doing email marketing in Europe. For our prospects, an example might be ‘summer slump.’

Intent Data 120

Intent Data CAN-SPAM CMO SME 120

DiscoverOrg

MARCH 7, 2019

The recent ZoomInfo acquisition is business – but for Schuck, who co-founded DiscoverOrg just over a decade ago , it’s personal, too. It was hard to find a business reason for this NOT to happen. A lot of our products we knew would really take off once we added significantly more breadth. It’s a business play,” Shuck says.

Zoominfo 24

Zoominfo Acquisitions Enterprise Management Lead Scoring 24

DiscoverOrg

MAY 30, 2018

But I’m doing the job of demand generation, AND customer marketing, AND product marketing, AND the sales development team … with a bare minimum of tools to make that all happen!”. As an emerging business, you need to find the quickest, most efficient, and most sustainable route to growth. That’s frustrating. With inbound?

Ad Building 270

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

DiscoverOrg

MAY 19, 2017

Historically, business relationships revolved more around golf-course deals and long-standing relationships: Good for incumbents, bad for newcomers. Chris Pham, Senior Director, Sales Development at Birst, a networked business analytics platform , shares how access to accurate data allows his team to be more helpful – and authentic.

Top of Funnel 136

Top of Funnel Paid Search Agency Salesforce.com Digital Marketing Funnels 136