DiscoverOrg Sales

DECEMBER 20, 2017

.” To me, these expectations echo the hype surrounding the possibilities of what AI can do … rather than the reality of what B2B AI is actually capable of today. The B2B business community is only just now entering the “Early Adopters” period. What are the capabilities for marketing and sales intelligence?

B2B 150

B2B Marketing Data System 150

DiscoverOrg Sales

APRIL 16, 2019

And there’s no question that B2B sales is a battlefield: Reputations, sales, and profits are lost and won. Why is this so important for B2B sales? The post 3 Ways Corporate Hierarchy Data Can Accelerate B2B Enterprise Sales appeared first on DiscoverOrg. What is corporate hierarchy? Long sales cycle (six months or more).

Enterprise 120

Enterprise Enterprise B2B Data 120

DiscoverOrg Sales

JANUARY 8, 2019

Here’s what shook up the B2B data world in 2018 – and what I think that means for our industry in 2019. The post A Look Back and Ahead at the Evolution of B2B Data: Year in Review appeared first on DiscoverOrg. I hate the word AI. But I love the concept of data-driven customer engagement.

Data 149

Data B2B Intent Data Intent 149

DiscoverOrg Sales

SEPTEMBER 4, 2018

The post 9 B2B Sales Closing Techniques You Can Use Today appeared first on DiscoverOrg. Great closers have confidence in their product, in the process, and in themselves. A few tricks up the sleeve don’t hurt, either. cta id=”12294″ color=”green” size=”full” align=”center”].

Closing 120

Closing B2B Decision Maker Scale 120

DiscoverOrg Sales

JANUARY 2, 2019

B2B big data wasn’t quite there. We expect major gains in the sophistication – and volume – of B2B data in 2019. B2B big data is big business. But this wave of B2B data raises other questions too. Prediction #2: B2B Intent Data will (start to) go mainstream. BIG business. Privacy regulations like GDPR

Data 196

Data Intent Data Intent Customer 196

DiscoverOrg Sales

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. He is perhaps best known for his work creating large-scale online communities such as the B2B Technology Marketing Community on LinkedIn with over 97,000 followers across the world (at the time of this publication).

Scale 120

Scale B2B Trends Lead Rank 120

DiscoverOrg Sales

DECEMBER 18, 2017

B2B buyers research solutions months before buying. According to Salesforce, 94% of B2B buyers conduct online research at some point in the buying process. Get started with our free eBook ! Buyers control the journey. First, marketers must understand and accept that buyers control the journey to your product.

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

DiscoverOrg Sales

MAY 7, 2015

By 2020, the B2B SALESMAN WILL BE DEAD. The author, Andy Hoar, outlines the following as major contributors to this demise: B2B buyer preferences have fundamentally shifted from speaking with a sales rep 1-on-1 to a self-education ecommerce type model for purchasing. You can’t research what you don’t know exists.

Lead Rank 120

Lead Rank B2B Education Research 120

DiscoverOrg Sales

JANUARY 29, 2018

We think the GDPR, based on its plain language, does not apply to B2B marketing under this test, because the offer is to the employer, not the employee. based operations and the extent of your EU data is business contact information for B2B sales and marketing, we think the GDPR may not apply to you. 3(2)(a) (“The Regulation applies.

Data 215

Data Marketing Ideal Customer Profile B2B 215

DiscoverOrg Sales

FEBRUARY 19, 2018

fewer bounces than the typical B2B sales email campaign. The rest of the data for days with less than 1,000 emails to DiscoverOrg contacts actually indicate that the bounce rate may be a bit conservative, and the gap between overall bounce rate and DiscoverOrg data is likely higher. How is data quality accomplished?

Data 254

Data Lead Rank Lead Scoring Leads 254

DiscoverOrg Sales

APRIL 17, 2019

The same is true for your B2B buyers. As a B2B seller, if you can get your message out and drive awareness of your brand, you can get ahead of these preconceived notions by tapping into this phase of the buyer’s journey. Decisions aren’t made in a vacuum – not usually in B2C, and definitely not in B2B.

Intent Data 120

Intent Data Intent Data Top of Funnel 120

DiscoverOrg Sales

DECEMBER 27, 2017

SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer. For the complete study, download The B2B Buyer Persona here. STUDY] What Do B2B Buyers Want? (If you rely on email for sales and marketing, it might be reassuring to know that cold email isn’t usually considered SPAM … except when it is.

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

DiscoverOrg Sales

MARCH 29, 2018

There’s a lot of confusion and anxiety surrounding the upcoming General Data Protection Regulations (GDPR), which goes into effect May 25, 2018, l eaving a lot of people wondering how it impacts them as a B2B marketer. In other words, we think you are not limited to “opt in” contact data for B2B marketing under the GDPR.

Marketing 198

Marketing Outbound Government Data 198

DiscoverOrg Sales

FEBRUARY 26, 2019

of B2B emails decay each month , even in a perfect world. While email is no longer the ‘hero tactic’ for many B2B campaigns, companies need to know that the addresses they’re using are accurate. Learn how to make your B2B email more effective: What the @#$% Happened to Email Deliverability? What is SPAM?

Data 120

Data CRM Lead Rank Lead Scoring 120

DiscoverOrg Sales

AUGUST 29, 2017

First, RainKing and DiscoverOrg were playing in a very large market: B2B Sales and Marketing is a massive opportunity, so it was okay to have a competitor. It’s now poised to deliver what every B2B sales and marketer needs to be successful. And then doubt crept in as well.

Competition 251

Competition Hiring Enterprise Enterprise 251

DiscoverOrg Sales

FEBRUARY 13, 2019

We’ve bucketed B2B data into 4 categories: Firmographic data (Marketing’s favorite). Accurate org charts are a goldmine for B2B sellers, because they display relationships between stakeholders, reporting structure, and job titles. Job function and area of responsibility (Sales’ favorite). Location data (Marketing loves).

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

DiscoverOrg Sales

JUNE 8, 2017

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. But many B2B firms can’t afford all the bells and whistles of a comprehensive sales enablement function. Ask five different sales enablement leaders, and you’ll likely get five different responses.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

DiscoverOrg Sales

NOVEMBER 6, 2018

So does the CHRO look for in a B2B technology buy? As with all B2B buyers, the CHRO listens to their customers – in this case, that’s company employees. Download the Pitch Perfect: Selling to HR bundle. The short answer: When purchasing tech, HR leaders take a cue from their employees. And their ultimate goal?

Resources 224

Resources Decision Maker Compensation Vendor 224

DiscoverOrg Sales

NOVEMBER 13, 2017

Here’s Episode 2 of Inside Look: Identifying Target Accounts and Contacts : Today, modern ideal B2B customer profiles incorporate many additional data points that can help determine likelihood to buy: specific technologies the company uses, hiring plans, and research being conducted on particular topics can all help time and inform a pitch.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

DiscoverOrg Sales

DECEMBER 20, 2016

The ultimate goal is to have the engine running smoothly and successfully, and in B2B sales that equates to closing predictable revenue every month. In most B2B companies, 33% of pipeline and bookings come from marketing programs. So, if you’re wondering where to get started, let’s work backwards from there.

Hiring 120

Hiring Inbound Engineering Cold Calling 120

DiscoverOrg Sales

NOVEMBER 9, 2016

Effective B2B storytelling often follows the same arc as a successful Hollywood screenplays : Three Acts consisting of (1) The Setup; (2) The Conflict, and (3) The Resolution.

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

DiscoverOrg Sales

APRIL 12, 2017

The study was orchestrated by Intelemark, a leading B2B demand generation services provider with over 50 years of combined experience driving results through custom calling campaigns. Setting up the A/B data test.

Data 222

Data Scale ROI Gatekeeper 222

DiscoverOrg Sales

FEBRUARY 7, 2018

Which data points – individually, or together in a “secret sauce” – predict buying behavior in B2B customers? How can we make sense of it all and zero in on the data that actually matters? And where does predictive intelligence fit in?

Intent 145

Intent Data Opportunity Intent Data 145

DiscoverOrg Sales

JULY 11, 2017

In which departments are B2B buyers more likely to give upstart products a chance? Which selling style do B2B buyers prefer? B2B buyers are not immune to such influence, either – but much less research has been conducted on the influence on B2B buyers and purchase decisions. Research goals of the B2B buyer study.

Study 206

Study Buyer B2B Vendor 206

DiscoverOrg Sales

APRIL 11, 2019

5 Keys Sales Must Use to Get in the Door with B2B Buyers. Forgot Snag some of our favorite sales techniques here: [VIDEO] Cold-Call Competition. How to Use Buying Signals to Time Sales Outreach. 3 Ways to Use Location Data to Supercharge Your Sales Outreach. WEBINAR] Purposeful Voicemails: Best Practices to Increase Email Response Rates.

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

DiscoverOrg Sales

NOVEMBER 27, 2018

A “BASHO email” is a fancy-pants name for a very personalized B2B email , usually addressed to a decision maker at a high-value account. Like many B2B companies, DiscoverOrg has such a wide addressable market. And we’ve got examples. What is a BASHO email? How to write a BASHO cold email (with tons of examples).

Examples 220

Examples Account Based Marketing Decision Maker Account 220

DiscoverOrg Sales

JANUARY 11, 2017

Since most B2B buying decisions involve 6 people, even better that I can immediately see who the 6 key stakeholders are in my process, what their background is, and how to interact with them directly.

Data 120

Data Video Licensing B2B 120

DiscoverOrg Sales

JUNE 19, 2018

Get it: Our B2B Persona Discovery Worksheet. It wasn’t until our sales team road-tested these personas and scripts that we as a company really knew what worked and what did not. Intelligence from our sales team was an integral part to getting our personas, and in turn, our messaging, a right fit for our target audience.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

DiscoverOrg Sales

JULY 3, 2018

Nurture closed-dead B2B sales opportunities. You don’t have to start entirely from scratch, though. Leverage previous engagement in your new outreach. Remind them of the value that they once saw in your solution and what is possible now. You already qualified these leads and built a relationship. When they went dark for reasons unknown.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

DiscoverOrg Sales

AUGUST 28, 2018

The same principle applies for B2B email subject lines, with a professional twist. Gimmicky subject lines can give you a short lift in open rates, but the volume of email that’s sent in the B2B world is so overwhelming that novelty wears off, fast. FOMO is real. Things change, and professionals need to stay current.

B2B 120

B2B Hubspot Marketo Account Based Marketing 120

DiscoverOrg Sales

DECEMBER 4, 2018

Download the bundle, and get your B2B sales Pitch Perfect: Selling to Legal Operations. Download the bundle: Pitch Perfect: Selling to Legal Ops includes a full-length video interview with the buyer you’re after, and a cheat sheet with pain points and selling tips.

Buyer Persona 133

Buyer Persona Buyer Government Buying Cycle 133

DiscoverOrg Sales

SEPTEMBER 20, 2016

It’s not just a good idea – it is necessary to keep up in today’s hyper-competitive B2B SaaS marketplace. Through increased response rates, decreased no-show rates, and higher quality conversations, we aim to tilt your revenue curve up and to the right. Sales is tough, and we firmly believe that comfort is the enemy of success.

Top of Funnel 120

Top of Funnel Scale Decision Maker Enterprise 120

DiscoverOrg Sales

MARCH 12, 2019

Some might argue that B2B email marketing is harder today than it was 5 years ago or 10 years ago, but I would probably counter with “its always been hard.” Email marketing is hard. There are just different challenges today.

Email Marketing 212

Email Marketing eBook Scale Campaigns 212

DiscoverOrg Sales

FEBRUARY 12, 2016

For the B2B sales representative and prospect, it’s the business’s challenge or pain point. Fortunately for the modern B2B marketer, there’s a more effective method to understand your prospects and what current pain points you can solve. What brings the two sides of the shell together? For the taco eater, it’s clearly hunger.

Hiring 120

Hiring Decision Maker Sales Cycle Vendor 120

DiscoverOrg Sales

AUGUST 16, 2017

A few examples of CTA’s you can use: If you sell b2b software…. “Hi Don’t disguise yourself as a potential customer just to get a conversation going, because it’s untrue, and you’ll start the relationship off on the wrong foot. Cold email template examples. Hi {{FirstName}}, I noticed that you’re using {{competing software tool}}.

Conversion 186

Conversion How To Skype Film 186

DiscoverOrg Sales

OCTOBER 10, 2018

Read it: 9 B2B Closing Techniques from Our Top Closers. This is not a time to talk about your funding, or how smart your founders are, or even details about the future of your product. Again, we’re still keeping it really focused on them, and on what they think about in their business every day. Step 4: Demo your product.

Social Media 202

Social Media Exact Call-back Conversion 202

DiscoverOrg Sales

OCTOBER 23, 2016

DiscoverOrg uses data from over 250 B2B publishers to identify content downloads and research behavior indicative of buying interest – all customizable to the categories and topics you care about most. OppAlerts, DiscoverOrg’s predictive analytics tool, allows sales and marketing teams to see the green light before any competitors.

Tools 120

Tools Lead Rank Lead Scoring Scale 120