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. Rich was the Senior VP of Business Development for channel partners – not the new business team.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

DiscoverOrg Sales

DECEMBER 4, 2017

This is in spite of the fact that most of it is created for sales and channel enablement purposes. Another important aspect of making your enablement strategy more focused and simple involves streamlining your sales content. As much as 80% of marketing content goes unused by salespeople.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

DiscoverOrg Sales

MARCH 9, 2016

“Sales operations may very well be THE most important and unsung hero for sales teams big and small, inside and field, direct and channel.” Heinz Marketing. It’s likely that you don’t enjoy the benefits of a long-standing sales operations team since 54 percent of sales ops departments are less than three years old.

Sales Operations 120

Sales Operations How To Proposal Webinar Metrics 120

DiscoverOrg Sales

MARCH 27, 2017

Account-Based Sales Development (ABSD) is a coordinated strategy that combines personalized, multi-channel, multi-threaded, outbound activities to create high-value opportunities in new and existing customers. Both are important to the growth of a B2B business, but they do very different things and require different processes and skills.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

DiscoverOrg Sales

OCTOBER 4, 2016

But the truth is that 72% of Americans still prefer email as their primary channel of communication with businesses. And yet… we disagree. We can’t deny that the average 5% click through rates (CTR) aren’t what they used to be. If that’s the case, then it stands to reason that email marketing is not dead.

Email Marketing 254

Email Marketing Policies Campaigns Gatekeeper 254

DiscoverOrg Sales

JANUARY 22, 2018

Like many B2B companies, DiscoverOrg has such a wide addressable market. Rich was the Senior VP of Business Development for channel partners – not the new business team. To see exactly how to use event opportunities for cold email prospecting, here are four real examples of email exchanges that quickly became warm leads.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

DiscoverOrg Sales

JUNE 24, 2016

Because chances are, your next sale will undoubtedly have a mobile or cross-channel component. Everything – from your platform and website to your emails, sales materials, presentation decks, graphics, and more – it all has to be mobile responsive. Don’t believe us?

Retail 133

Retail Travel Call-back Engineering 133

DiscoverOrg Sales

JULY 29, 2016

It takes time to orchestrate a multi-channel ABM strategy, but the wait is more than worth it. .” A sprint for sales would be sending out a mass email and blowing up everyone on your list. With ABM, the juice is worth the squeeze.”. Fuentes: Rome wasn’t built in a day, and neither will your ABM program.

Account Based Marketing 120

Account Based Marketing Account Marketing eBook 120

DiscoverOrg Sales

JULY 22, 2016

It takes time to orchestrate a multi-channel ABM campaign, but the wait is more than worth it. With ABM the juice is worth the squeeze.” Schuck explains. Fuentes adds, “Rome wasn’t built in a day, and neither will your ABM program.

Account Based Marketing 120

Account Based Marketing eBook Account Marketing 120

DiscoverOrg Sales

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. Kill lead generation channels that don’t convert. Before we get into specific alignment plays, let’s offer some context: Why is B2B sales and marketing alignment so important now? MARKETING: Sales is lazy.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

DiscoverOrg Sales

MAY 1, 2019

And it this is valuable, please subscribe to our Youtube channel. I hope you enjoyed this whiteboard session! Please comment if you have anything to add about direct-dial phone numbers. The post Direct Dials: More than Meets the Eye appeared first on DiscoverOrg.

Decision Maker 120

Decision Maker Meeting Scale Outbound Sales Team 120

DiscoverOrg Sales

SEPTEMBER 26, 2018

Don’t forget to subscribe to our Youtube channel, feel free to drop some comments in the section below. So with that, these five steps, and a couple of bonus tips here, hopefully you’ve gotten some value today in today’s Whiteboard Wednesday. If you’ve got a great technique, we’d love to hear it.

Objections 154

Objections Sales Cycle Call-back Vendor 154

DiscoverOrg Sales

FEBRUARY 1, 2019

To understand chat, and how it is specifically used in sales enablement activities, I sat down with Billy Peterson, Account Development Manager at Tellwise, to explore use cases, best practices, and what demand-gen teams can expect from the channel to put them ahead of the competition. Billy : Setting expectations is important.

Sales Enablement 120

Sales Enablement Decision Maker Sales Qualified Lead Referrals 120

DiscoverOrg Sales

SEPTEMBER 5, 2018

Please subscribe to our YouTube channel , and offer commentary, if you’d like. By using a very simple four-quadrant grid and some of these findings on emotional intelligence, you too can harness this to a greater end for yourself. This has been Whiteboard Wednesday. I hope you got some value out of this. Have a good day.

Video 139

Video Marketing Qualified Lead Lead Rank Top of Funnel 139

DiscoverOrg Sales

SEPTEMBER 5, 2018

Please subscribe to our YouTube channel , and offer commentary, if you’d like. By using a very simple four-quadrant grid and some of these findings on emotional intelligence, you too can harness this to a greater end for yourself. This has been Whiteboard Wednesday. I hope you got some value out of this. Have a good day.

Video 120

Video Marketing Qualified Lead Lead Rank Top of Funnel 120

DiscoverOrg Sales

FEBRUARY 19, 2019

From assessing which channels perform the best, to evaluating existing tracking capabilities or implementing new attribution solutions, establishing key milestones ensures you are continuously providing value for your business. PRO TIP: A quick-win might be to create consistently across all lead-gen channels.

Lead Rank 230

Lead Rank Marketing Qualified Lead Lead Gen ROI 230

DiscoverOrg Sales

FEBRUARY 6, 2019

Accurate org charts are a goldmine for B2B sellers, because they display relationships between stakeholders, reporting structure, and job titles. It’s really important in our outbound channel that we focus on two areas when it comes to the organizational charts. Wait – what are org charts?

Decision Maker 29

Decision Maker Video Outbound Influencer 29

DiscoverOrg Sales

FEBRUARY 5, 2019

And to do that, #GROWTHBOUND B2B podcast host, and DiscoverOrg President, Katie Bullard is looking for the secrets of high-growth companies. Subscribe to #GROWTHBOUND B2B and climb the mountain with us! GROWTHBOUND B2B host Katie Bullard put Justin’s green thumb to the test: “You’ve worked with a ton of companies, right?

Enterprise 120

Enterprise Enterprise How To Scale 120

DiscoverOrg Sales

AUGUST 3, 2016

Most companies’ growth strategies typically revolve around new products, new markets, and new channels. Below is a quick synopsis of the article. The Single Biggest Mistake Impacting Business Growth.

Hiring 120

Hiring Churn Retention Channels 120

DiscoverOrg Sales

OCTOBER 31, 2018

If you have any other questions or comments, make sure you subscribe to our YouTube channel and follow us on social media. Thanks for watching another Whiteboard Wednesday. Stay tuned for another one every other week. And reach out to me if you have any questions. Have a great week!

Scale 168

Scale Inbound Sales Team Inbound Sales Qualified Lead 168

DiscoverOrg Sales

JANUARY 10, 2018

Account-Based Marketing (ABM) is all the rage in the B2B sales and marketing world … and it’s evolving into something more : Account-Based Everything (ABE) aligns sales and marketing teams with multi-touch campaigns on target accounts. Episode 3: Executing an Account-Based Strategy. See a step-by-step summary below.).

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

DiscoverOrg Sales

OCTOBER 31, 2018

If you have any other questions or comments, make sure you subscribe to our YouTube channel and follow us on social media. Thanks for watching another Whiteboard Wednesday. Stay tuned for another one every other week. And reach out to me if you have any questions. Have a great week!

Scale 120

Scale Inbound Sales Team Inbound Sales Qualified Lead 120

DiscoverOrg Sales

APRIL 23, 2019

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Trade shows are an expensive way to generate leads, even if you don’t have a booth.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

DiscoverOrg Sales

MAY 30, 2018

Paid advertising on search engines and social channels will build brand awareness and drive a quicker influx of inbound leads. Invest in paid advertising for your top 3-5 keywords – Focus on those keywords that are most often searched by your target buyer when looking for a solution like yours.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Demand Generation Targets 270

DiscoverOrg Sales

SEPTEMBER 12, 2018

Subscribe to our blog and YouTube channel to stay on top of the latest sales techniques – and don’t forget to comment and let us know what you think! Thank you for your time today. Thanks for watching another Whiteboard Wednesday. Happy hunting out there! Want to Build a Sales & Marketing Lead Engine?

Retention 185

Retention Data Video Gatekeeper 185

DiscoverOrg Sales

SEPTEMBER 28, 2017

How can you challenge enthusiasm, channel energy, and constantly focus your sales team on the accounts that really matter? Note: Account Executives at some organizations also perform sales development; however, for our purposes here, we’re defining the role of AE as client service and acquisition, and the role of SDR as outbound prospecting.

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237