DiscoverOrg

FEBRUARY 2, 2017

Back when DiscoverOrg was founded in 2007, our goal was to provide sales and marketing professionals with accurate intelligence on IT decision-makers. The proliferation of software-as-a-service (SaaS) and cloud computing created huge changes to the software market. Why are we jumping into these other markets with such fervor?

Marketing Budget 120

Marketing Budget Budget Programs Planning Marketing Budget Creation 120

DiscoverOrg

FEBRUARY 21, 2019

This means creating a vision and a plan, setting goals, building relationships, understanding your product, and implementing analytics so your marketing strategy is data-driven. Read it: So It’s Your First Day as the Chief Marketing Officer… Identify what isn’t working and make changes. Align sales and marketing with SLAs.

CMO 176

CMO SWOT Advertising Agencies Budget Programs 176

DiscoverOrg

JUNE 29, 2017

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. For many marketers, it remains something of a mystery. A high performing account-based marketing strategy starts with accurate contact data. The Content Pyramid.

Response Rate 149

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

DiscoverOrg

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. To buyers, these types of interactions may seem serendipitous, but timing sales and marketing interactions requires foresight. Account-based marketing can use sales intelligence for a new level of personalization. Us either.).

Account Based Marketing 245

Account Based Marketing CAN-SPAM Trigger Marketing Deliverability 245

DiscoverOrg

APRIL 14, 2017

Your sales team is doing double duty: They’re selling to the leads delivered by your marketing department—and they’re de facto researchers. Acquiring enough qualified net new names at the top of the funnel to hit pipeline and bookings targets is a real issue for most marketing departments, and a recurring headache for CMOs and CGOs.

Cost 208

Cost Lead Ranking Buy Ad Building 208

DiscoverOrg

FEBRUARY 9, 2017

But, to get it right, sales & marketing professionals must first understand the profile of their best and most valuable customers, develop an ideal customer profile (ICP), and use it as a pattern for identifying target prospects. Dynamically generate a lookalike list of target prospects based on those characteristics. Now there is!

Ideal Customer Profiles 120

Ideal Customer Profiles Account Based Marketing ABM Demand Generation 120

DiscoverOrg

AUGUST 17, 2016

One of the most popular avenues to generate leads is trade shows. It’s a perfect storm of getting in front of people, building relationships, and then leveraging those relationships into generating revenue. Outbound marketing will help identify key people attending to get in front of. Take control of the sale and reach out.

Trade Show 120

Trade Show ROI RFP Work Management 120

DiscoverOrg

JANUARY 29, 2016

Chung, assistant professor of marketing at Harvard Business School, suggests that money-based rewards are more complex than they may initially appear. Generational Differences in Sales Motivation. However, recent insight from Doug J. This should engage both the high- and low-performers, maximizing overall sales for your business.

Work Management 120

Work Management Fulfillment Sample Positioning 120

DiscoverOrg

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. What impact or insights into the market are you hoping to uncover with this survey? Is it evolving like the marketing technology stacks have? Below are the highlights from that interview.

Marketing Automation Services 120

Marketing Automation Services Blast Campaigns Work Management Marketing Management 120

DiscoverOrg

APRIL 12, 2017

The last thing you want is to spin cycles on bad data until your sales and marketing teams wear out. Many data providers claim to have the “most accurate” or “most actionable” business intelligence on the market. In the same manner, many sales intelligence data providers claim to have high levels of accuracy.

ROI 224

ROI Sample Demand Generation Agencies B2B Sales 224

DiscoverOrg

JANUARY 11, 2017

There are a lot of sales and marketing data providers out there. Since data literally powers everything we as sales and marketers do, using an illustration that revolves around electricity is an easy way to explain these differences. What’s the difference between all of these terms? How We Get Sales Intelligence. In sum, data just is.

Video Marketing 120

Video Marketing Sample B2B Sales CMO 120

DiscoverOrg

MAY 15, 2017

There are all kinds of critical levers that can be pulled to drive these results – better hiring and training, better technology, great data to make smarter decisions, new markets to explore, new products to launch, and investment in M&A, to name a few. Our mission at DiscoverOrg is to power our customers’ growth.

Lead Scoring 209

Lead Scoring Lead Ranking Research Organic Leads 209

DiscoverOrg

JUNE 9, 2017

There’s something lurking out there, in the corners of the email marketing world, that scares a lot of people: the Spam Trap. Campaign Monitor agrees that even good email marketers can get caught. unless you want to generate new leads and increase sales. Clean out inactive contacts in your CRM and marketing automation tool.

CAN-SPAM 217

CAN-SPAM Marketing Automation Services Deliverability Opt-out 217

DiscoverOrg

MARCH 3, 2017

In our 2017 Growth Drivers Report we asked 200 Sales and Marketing professionals to rate their teams on a scale of 1-5 across 15 different attributes. Knowledge of the market. Supporting and Partnering with Marketing. Along with a healthy flow of qualified leads from marketing, sales prospecting is the lifeblood of sales.

Correlation 120

Correlation Peer-to-peer Marketing Management Storytelling 120

DiscoverOrg

MAY 23, 2018

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. MARKETING: Maybe if you actually followed up the same day. Hyper-focus on marketing-qualified leads. Rolls eyes.] Tag-team at events.

Lead Ranking 257

Lead Ranking Top of Funnel Marketing Qualified Leads Lead Scoring 257

DiscoverOrg

JULY 10, 2018

I am glad you’re doing your due diligence and exploring the market. Should we call it quits and not look forward to generating $X return, because of price?” At DiscoverOrg, we increase morale on the sales or marketing team: That’s a cost you won’t see on a balance sheet. Because they are!

Validation 243

Validation Budget Programs Case Studies Buyer Personas 243

DiscoverOrg

OCTOBER 27, 2016

My goal was never about just hitting quota, but rather to generate the most revenue possible from my territory. This gave me my Total Available Market (TAM) for Group A. Perhaps it’s time for a new marketing or sales role to appear. The abbreviation of “TAM” would be suitable since TAM also stands for Total Available Market.

Ideal Customer Profiles 120

Ideal Customer Profiles Work Management Sales Cycle Analysis 120

DiscoverOrg

FEBRUARY 1, 2019

Welcome to the next generation of sales enablement chat. Most people still think of chatbots as a mildly annoying pop-up that asks a general question, often used as a search function. Welcome to the next generation of sales enablement chat. The history of chatbots – from Futureism.com.

Tips 120

Tips Outreach Sales Qualified Leads Click Rate 120

DiscoverOrg

MAY 10, 2019

Next-generation recruiting data offers: A better understanding of leadership experience, professional skill sets, and cultural fit. How to Use Data to Recruit Like a Marketer. “You can also identify candidate pools you may not have even known existed.”. Insight into a prospective candidate’s willingness to make a job change.

Enterprise Management 120

Enterprise Management Work Management Marketing Prospects Startups 120

DiscoverOrg

MARCH 25, 2016

Generations of sales reps there learned to not merely talk about technical capabilities and coverage, but to also paint the picture of the stressed-out executive who’s running late on a deadline to get a spreadsheet over to her CFO. I used to represent a company that sold software support. Cue our service as the hero’s magic wand.

Storytelling 120

Storytelling Fulfillment Sample Sales Cycle 120

DiscoverOrg

MARCH 5, 2018

The term “Sales Intelligence” is frequently thrown around in sales and marketing, but there’s a lot of confusion about what it actually refers to. Also, the data has to be easy to leverage day-to-day – so it went from living in spreadsheets to contact information in your CRM, and then into marketing automation platforms.

Marketing Automation Services 265

Marketing Automation Services Purchase Intent Buying Cycle Marketing Prospects 265

DiscoverOrg

MARCH 27, 2017

Account-Based Marketing. More specifically: Account-Based Everything (ABE) is a strategic go-to-market approach that orchestrates personalized marketing, sales, and success efforts to drive engagement and conversion at named accounts. He goes on to say, “To change [marketers’] objectives, change their compensation.

Account Based Marketing 120

Account Based Marketing Sales Management ABM Top of Funnel 120

DiscoverOrg

MAY 1, 2019

Well, this story starts when I had a great opportunity at a young age to work for a third-generation entrepreneur who taught me the way to really sell business to business over the phone. They say absence makes the heart grow fonder. This was pre-technology stack. This was before AI.

Contacts 120

Contacts Sales Cycle Youtube Training 120

DiscoverOrg

MAY 12, 2016

As you well know, arousing curiosity, generating interest, and getting prospects to open up about their priorities is about as easy as potty-training a coyote.” But a commitment to lifelong learning is just as important; it keeps our minds sharp and gives us a wider perspective of the world outside our own backyards.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Ranking Ethics Tips 120

DiscoverOrg

SEPTEMBER 5, 2018

Let me use a DiscoverOrg example: We work with a particular client, and because of the quality and the accuracy of the data and the sales intelligence that we provided, the demand generation team at this particular client was able to take a very meaningful metric in their world and improve it 14x over.

Top of Funnel 141

Top of Funnel Video Marketing Marketing Qualified Leads Lead Ranking 141

DiscoverOrg

SEPTEMBER 5, 2018

Let me use a DiscoverOrg example: We work with a particular client, and because of the quality and the accuracy of the data and the sales intelligence that we provided, the demand generation team at this particular client was able to take a very meaningful metric in their world and improve it 14x over.

Top of Funnel 120

Top of Funnel Video Marketing Marketing Qualified Leads Transparency 120

DiscoverOrg

JULY 25, 2016

The Pareto Principle, aka as the 80-20 rule suggests that 80% of the revenue is generated by 20% of the sales team. To scale sales and marketing teams, we must learn to do more with less, and time is the most precious commodity. I need to constantly vet through any assumptions I might be making.”.

Practices 120

Practices Best Practices Forecasting B2B Sales 120

DiscoverOrg

MAY 7, 2019

Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. A lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! Lead generation. Time to plan your next marketing campaign or start prospecting into your top accounts!

Ideal Customer Profiles 153

Ideal Customer Profiles Marketing Automation Services Enterprise Management Work Management 153

DiscoverOrg

MARCH 13, 2017

In tech years, that was a million years ago, and today, so much has changed: Our solution is much deeper – delivering a comprehensive suite of sales, marketing, and predictive intelligence tools that enable organizations to more effectively identify, target, and engage with their top prospects at the right time with the right message.

CMO 184

CMO Enterprise Management Work Management Marketing Management 184

DiscoverOrg

JUNE 15, 2016

The organizations sampled marketers, demand generation managers, and executives to learn the biggest and most common challenges to creating effective marketing campaigns. The biggest issue facing marketers remains the challenge of creating compelling enough content assets.

Customer Surveys 120

Customer Surveys Peer-to-peer Marketing Management Lead Ranking 120

DiscoverOrg

SEPTEMBER 14, 2018

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Sales and marketing alignment.

Account Based Marketing 207

Account Based Marketing Top of Funnel First-Mover Advantage ABM 207

DiscoverOrg

AUGUST 7, 2018

Marketers can expand their reach by buying leads from some content publishers or advertising on some third-party sites, but budget and accessibility to third-party sites can limit reach. Intent data allows sales and marketing teams to initiate contact with buyers earlier in the buying cycle. What is Intent data? What is Intent data ?

Intent Data 314

Intent Data Intent Lead Ranking Bombora 314

DiscoverOrg

SEPTEMBER 17, 2018

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Sales and marketing alignment.

Account Based Marketing 120

Account Based Marketing Top of Funnel First-Mover Advantage ABM 120

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. You have to know why your product is different than all the other products that are out there in the market. Differentiate your solution.

Lead Scoring 168

Lead Scoring Lead Ranking Video Marketing Work Management 168

DiscoverOrg

NOVEMBER 29, 2016

A Team that can understand our product with relative ease and articulate the value of that product to the smart VPs of Sales and Marketing and CEOs that we’re calling on. DiscoverOrg’s buyers are either sales or marketing professionals all with different lead generation targets and objectives. Triggers (from Marketing).

Lead Ranking 120

Lead Ranking Lead Scoring Trigger Marketing Marketing Prospects 120

DiscoverOrg

AUGUST 23, 2018

For marketers at a hip agency, Instagram may be the go-to network. I know that group of buyers really well and it takes a lot to break through in a market like this. Click on the prospect’s profile generates an alert – another good way of getting on the radar on LinkedIn and most other social platforms. You do you.

Social Media 197

Social Media Social Networks B2B Sales Linkedin 197

DiscoverOrg

APRIL 24, 2018

We were doing great with marketing. Then we brought in new reps and said, “Your job is cold calling, cold emailing, and generating leads yourselves.” But if marketing scales, you can push your reps into a closing role. Then you have an opportunity to specialize. That’s what has happened with us. So you have to fake it.

Cold Calling 120

Cold Calling Thought Leadership Work Management Marketing Management 120