DiscoverOrg

JUNE 21, 2017

“DiscoverOrg’s advanced search helps you build targeted emails and prospecting lists and emails in the exact department, company size, and role you need!”. Show me contacts in the marketing department at software companies with fewer than 5000 employees!”. The marketer grabs the microphone. DiscoverOrg for Sales Intelligence.

Ideal Customer Profiles 250

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 250

DiscoverOrg

SEPTEMBER 26, 2017

As a company, we’re always focused on growth – both for our customers and ourselves – and part of that focus has been the launch of a lot of new products and datasets over the past couple of years. It’s no secret that many companies aren’t poster children for practicing what they preach and “eating their own dog food.”

Account Based Marketing 307

Account Based Marketing Ideal Customer Profiles Multi-Channel ABM 307

DiscoverOrg

APRIL 20, 2017

High-growth companies use 360-degree account-based intelligence to take strategic risks for long-term success; companies who rely on limited, inaccurate, and one-dimensional data spin sales cycles just to keep from losing ground. The DiscoverOrg platform has already brought radical change to thousands of forward-thinking companies.

ROI 269

ROI Top of Funnel Ideal Customer Profiles Marketing Management 269

DiscoverOrg

JUNE 9, 2017

When companies conduct cold email campaigns, it’s possible they’ll hit a spam trap. Companies often plant spam traps like < hschuck@company-name.com> in corners of the internet, luring web scrapers into emailing to their trap. Litmus said when it comes to spam traps, legitimate senders can end up on the radar as well.

CAN-SPAM 217

CAN-SPAM Marketing Automation Services Deliverability Opt-out 217

DiscoverOrg

APRIL 7, 2017

A lifelong sales trainer, Steve has consulted for and trained sales teams for hundreds technology companies. Company accuracy : Was the contact’s company current? Seniority level accuracy : Was the seniority level designation accurate so that outreach campaigns could be targeted by hierarchical role within the company?

Sample 232

Sample Ideal Customer Profiles Outreach Validation 232

DiscoverOrg

FEBRUARY 13, 2019

A “qualified lead” means something different at every company, but whatever it is – Sales and Marketing must agree ! Determining the fit of a company – your Ideal Customer Profile – requires quite a few different data points. Company size (Employee Count and/or Revenue). NAICS code. Area/s of responsibility.

Ideal Customer Profiles 205

Ideal Customer Profiles Enterprise Management Top of Funnel Work Management 205

DiscoverOrg

MAY 2, 2019

In 2016, DiscoverOrg compiled a benchmark report that asked: How is gender distributed among C-suite and senior management roles at Fortune 1000 companies? By Company Size. DiscoverOrg found significant disparity between men and women in C-level roles at Fortune 1000 companies in 2016. The answer then: Not much. By Department.

Enterprise Management 120

Enterprise Management Work Management Case Studies Startups 120

DiscoverOrg

OCTOBER 19, 2017

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. We have worked together at three companies, and together we architected the SiriusDecisions 2017 Program of the Year for ABM.

Account Based Marketing 184

Account Based Marketing Ideal Customer Profiles Planning Lead Ranking 184

DiscoverOrg

NOVEMBER 14, 2018

Your Ideal Customer Profile is defined by company firmographics : the set of qualitative and quantitative characteristics of your best-fit accounts. The company-level ICP is often confused with the Buyer Persona , which is focused on qualities of the individual buyer.). Who are your best companies and individual buyers?

Ideal Customer Profiles 153

Ideal Customer Profiles Profiling Allocation Lead Scoring 153

DiscoverOrg

APRIL 25, 2017

A prospect’s title is helpful, but because titles have different meanings from one company to the next, it’s not much for a sales magician to go on. Examples of triggers are funding events such as venture capital funding or planned mergers; product launches; and employee movement like promotions or when people leave or join the company.

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Domain 245

DiscoverOrg

MAY 10, 2019

A prospective candidate’s skill level is more immediately understandable if they’ve worked for companies like Google, Salesforce, or Verizon. But what if their former employers are companies you’ve never heard of? Job titles mean a lot of different things at different companies,” says Kindschuh. “If

Enterprise Management 120

Enterprise Management Work Management Marketing Prospects Startups 120

DiscoverOrg

JUNE 13, 2019

“DiscoverOrg’s advanced search helps you build targeted emails and prospecting lists and emails in the exact department, company size, and role you need!”. Show me contacts in the marketing department at software companies with fewer than 5000 employees!” “YES!” ” The marketer grabs the microphone.

Ideal Customer Profiles 120

Ideal Customer Profiles Video Marketing Account Based Marketing Cold Calling 120

DiscoverOrg

DECEMBER 4, 2018

The roles and responsibilities for legal operations are vast, and differ from one company to another. They generally become more specialized as the company size grows. This role also serves as the proxy of the General Counsel in meetings, and as such, is privy to the strategy, and the roadmap of the company. risk management.

Bundling 136

Bundling Buyer Personas Work Management Efficiency 136

DiscoverOrg

APRIL 16, 2019

Corporate hierarchy shows an organization’s complete hierarchical structure, or the parent-child relationships between subsidiaries, divisions, branches, brands – and their parent companies. The company recently closed a new round of funding, and you decide the time is right to connect. Uncovering enterprise buying centers.

B2B Sales 120

B2B Sales B2B Television marketing Sales Cycle 120

DiscoverOrg

MARCH 5, 2018

I could call 1000 companies and try to engage with a really bland pitch – or I could call 10 that I KNOW need my service, I know who the decision maker is, the initiatives they’re working on, and what they’ve been researching online.

Buying Cycle 265

Buying Cycle Purchase Intent Marketing Automation Services Marketing Prospects 265

DiscoverOrg

OCTOBER 10, 2018

At this point, you already done a great discovery call, so you have a lot of information about this company: How you’re going to be able to help them, and what’s important to them. Step 3: Introduce your company as a problem-solver. The next thing you are going do is frame the conversation around what you do as a company.

B2B Sales 205

B2B Sales API Tips Conversion 205

DiscoverOrg

AUGUST 1, 2019

At DiscoverOrg + ZoomInfo, we break it down by size of company: Ramp team specializes in small business accounts. Automate data-sharing wherever possible : The easiest way to ensure that institutional knowledge stays with the company when salespeople leave is to make some fields required in your CRM. Mid-market team.

Video Marketing 136

Video Marketing Ad Building Zoominfo Enterprise Management 136

DiscoverOrg

JANUARY 8, 2019

From a big data perspective, 2018 was the first year I’ve felt our company actually started leveraging machine learning and predictive capabilities for ourselves. I think, 3 years from now, it will be commonplace to talk to a company with 50 or 100 people driving sales through intent and activity data. This gives me confidence.

Intent Data 149

Intent Data Intent Signal B2B Intent 149

DiscoverOrg

JANUARY 31, 2019

Company events like new planned projects, C-level executive moves, rounds of funding, and layoffs or hiring sprees all indicate change. Is the source reputable, like a news organization or a company insider? If true, this news is invaluable! And change means dollars. … But what if it’s fake news ? Abandon your biases.

Marketing Automation Services 136

Marketing Automation Services Outreach Barriers Vendors 136

DiscoverOrg

MARCH 22, 2017

Not everyone does this – but it’s pretty common for people to evaluate data 1 of 2 ways: They take a demo, ask to pull up an account or two that they know well, and then judge the quality of the data provider based on whether or not the people they know show up in that company’s profile. The Good Way to Evaluate a Data Provider.

Ideal Customer Profiles 176

Ideal Customer Profiles Video Marketing RFP Marketing Management 176

DiscoverOrg

NOVEMBER 6, 2017

From Peter K Herbert, VP of Marketing at Terminus , an Atlanta-based company helping sales and marketing teams execute ABM campaigns, comes this guest post, a simple, three-part model to operationalize ABM: Fit + Intent + Engagement. I’ve seen companies get too focused on their inbound-powered databases. Fit, intent, and engagement.

Account Based Marketing 149

Account Based Marketing Ideal Customer Profiles Lead Ranking Lead Scoring 149

DiscoverOrg

FEBRUARY 10, 2017

What does it take to be a high growth company? We surveyed 200 sales and marketing leaders about growth at their companies and a host of factors that could be accelerating it or inhibiting it. For instance, you might wonder, “just what are the hard things high growth companies do?”. Looking to Achieve High Growth?

Budget Programs 120

Budget Programs Customer Surveys Consulting Profiling 120

DiscoverOrg

MAY 15, 2017

companies by revenue by noting, “This is a joint responsibility of the women to seek out experiences and development that can help them lead and succeed, and for organizations to create an environment where women feel empowered to progress in their careers at all levels.” Our mission at DiscoverOrg is to power our customers’ growth.

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

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. Long story short, we want to understand the pain points companies are trying to solve, and how they are solving them.

Blast Campaigns 120

Blast Campaigns Marketing Automation Services Work Management Marketing Management 120

DiscoverOrg

AUGUST 17, 2016

Companies spend thousands of dollars every year on tradeshows, and most leave money on the table. It’s not that trade shows aren’t effective at bringing in revenue – it’s that companies aren’t optimizing for a positive ROI: Problem #1: You Don’t Know Who is Attending. There is a downside: trade shows are expensive.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

SEPTEMBER 2, 2016

For years we’ve provided in-depth intelligence on the IT, Engineering, Marketing, and Finance departments of companies, but we wanted to talk to Sales Departments and specifically the leaders there. Remember, more than anyone in the company these sales leaders are comped, promoted, and respected based on a VERY VERY visible number.

Budget Programs 185

Budget Programs Eye-Tracking Conversion Rate Forecasting 185

DiscoverOrg

MARCH 25, 2019

Being able to disregard location is great for growing companies that want to expand into new geographies and tap remote talent! Indeed, 65% of companies use physical gifting to attract and retain clients. local San Francisco Bay-area companies. Want to know how other companies are using location data? Talk to us!

Outreach 136

Outreach Planning Multi-Channel Sales Qualified Leads 136

DiscoverOrg

AUGUST 14, 2018

When confronted with the details – database management, segmentation, and content creation – many companies balk and decide that perhaps ABM isn’t the right road after all. How big are these companies? Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty gritty. Sound familiar?

Account Based Marketing 136

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 136

DiscoverOrg

AUGUST 19, 2016

Five years ago, I was asked to lead a recruiting department for the first time ever – and to double the size of the company within 6 months! We were trying to hire 100 people in 6 months (and mind you – the company only had 80 at the time!), Actively Source and Prospect into Passive Candidates That Fit Target Criteria.

Sales Management 222

Sales Management Planning Cold Calling Top of Funnel 222

DiscoverOrg

MARCH 29, 2018

But if you are in B2B marketing only, we’re not sure it does, since you’re actually offering goods/services to the company, not the individual. I have heard of companies asking email contacts for consent 2 or 3 times, just to be sure. It may appear that #2 applies to you if you are marketing to EU contacts. Does GDPR apply to you?

Planning 198

Planning Opt-out Opt-in Peer-to-peer 198

DiscoverOrg

FEBRUARY 21, 2019

A 2018 HubSpot survey reports that 73% of marketers feel generally or tightly aligned (up from 22% of companies reporting close alignment in 2017!). Some of the ways companies help fuel the idea pipeline: Customer surveys. Align sales and marketing with SLAs. We’re moving in the right direction! sales teams more likely to grow.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

AUGUST 14, 2018

When confronted with the details – database management, segmentation, and content creation – many companies balk and decide that perhaps ABM isn’t the right road after all. How big are these companies? Reading Time: 9 minutes Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty gritty.

Account Based Marketing 120

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 120

DiscoverOrg

JANUARY 22, 2016

For example, a trigger in the DiscoverOrg platform from January 2016 indicates: “ IBM has announced the acquisition of IRIS Analytics, a fraud software and consulting company, to support plans to integrate the company’s machine-learning technology into IBM’s Counter Fraud Management Suite.”. Download now.

Enterprise Management 120

Enterprise Management Paid Search Agency Privacy Mobile Advertising 120

DiscoverOrg

MARCH 3, 2017

What does it take to be a high-growth company? To determine if a sales team’s strengths or weaknesses had any correlation with growth we compared the median growth rate at companies that scored poorly (ones or twos) against the median growth rate at companies that rated strongly (fours and fives).

Peer-to-peer 120

Peer-to-peer Correlation Marketing Management Storytelling 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

DiscoverOrg

FEBRUARY 27, 2019

You can purchase data from companies that will include direct-dial phone numbers, and verified email addresses, all from buyers in your target market. A lot of companies offer options for you to pay per contact. Before you buy lists be sure to confirm the legitimacy of the company by checking LinkedIn and review sites like G2 Crowd.

Top of Funnel 120

Top of Funnel Ad Building Planning Inbound Marketing 120

DiscoverOrg

APRIL 11, 2019

Yes, the author has actually built a $100 million business himself – a little company called Hubspot. It’s easy (even helpful) to try and copy what other companies are doing successfully – “But it’s next to impossible to see why, how, and if that approach is appropriate for you.”.

Top of Funnel 211

Top of Funnel Cold Calling B2B Sales Outreach 211