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. Marketing-generated awareness. Marketing-generated demand.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

DiscoverOrg Sales

MARCH 29, 2018

GDPR: It’s the 4-letter word keeping marketers up at night. 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. Direct marketing as a legitimate interest.

Marketing 198

Marketing Outbound Government Data 198

DiscoverOrg Sales

SEPTEMBER 12, 2017

First, the bad news: Most B2B buyers don’t trust salespeople. These 30 findings from our extensive study tell salespeople exactly what to do to change this dynamic, and how to win back the respect and partnership the B2B sales-buyer relationship needs to be mutually successful. 1: Buyers rate 2/3 of B2B salespeople as average or poor.

Buyer Persona 206

Buyer Persona Buyer Survey Ideal Customer Profile 206

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. Most of the market is about 2-3 years from a widespread adoption of predictive/machine learning , which is exciting. But in a few years, data-driven go-to-market muscle will be widespread. This gives me confidence.

Data 149

Data B2B Intent Data Intent 149

DiscoverOrg Sales

JUNE 19, 2018

Let’s agree that the goal of your marketing team should be to help your sales team. But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales? Read it: 7 Quick Wins for Sales and Marketing Alignment. Sound good?

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

DiscoverOrg Sales

OCTOBER 3, 2018

What does it TAKE to sell to the Chief Marketing Officer? Jill began this task by talking to Heidi Bullock , Chief Marketing Officer at Engagio , formerly GVP of Global Marketing for Marketo. Engagio is a B2B SaaS software company focused on helping marketers and salespeople drive the best business value for their company.

Marketing 193

Marketing Intent Data Face-to-face Webinar Metrics 193

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? Go deeper with your enterprise sales and marketing strategy: [VIDEO] Discover Corporate Hierarchy: Speed up the Sales Cycle! What is corporate hierarchy?

Enterprise 120

Enterprise Enterprise B2B Data 120

DiscoverOrg Sales

NOVEMBER 6, 2017

But that doesn’t stop a lot of sales and marketing professionals from pursuing any and all hand-raisers, regardless how poorly suited they are. Fit, intent, and engagement provide the core data you need to be successful with your account-based marketing program. The days of squandering marketing budget are gone.

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

DiscoverOrg Sales

AUGUST 19, 2016

Since I didn’t know any better, I figured that I might as well build the recruiting engine in the same fashion that I built a marketing engine, and it turned out the approach worked. Here are the 5 key ways that recruiting teams can leverage sales and marketing tactics to maximize hiring success: 1.

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

DiscoverOrg Sales

SEPTEMBER 4, 2018

Before we start talking about price points, I just want to make sure our top priority is executing an account-based marketing strategy. The post 9 B2B Sales Closing Techniques You Can Use Today appeared first on DiscoverOrg. For example: “You said that you were struggling with X, right?” Throw in a no-brainer!)

Closing 120

Closing B2B Decision Maker Scale 120

DiscoverOrg Sales

OCTOBER 24, 2017

For many years, sales and marketing teams turned to list providers for prospecting and lead generation. Even with a strong inbound marketing strategy, it isn’t enough to capture basic contact information. Grab our new ebook: The Power of Marketing and Sales Intelligence – 7 Ways to Fuel Faster Growth. Sales intelligence.

Account Based Marketing 145

Account Based Marketing Marketing Lead Rank Lead Scoring 145

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 Customer Intent 196

DiscoverOrg Sales

JULY 22, 2016

There is a renewed interest in Account-Based Marketing or ABM. Currently, ABM has two definitions, the first being a way of marketing to existing clients for the purpose of cross-selling or expanding their presence within an account. Getting to Know Account-Based Marketing. Sales Strategy Using Account-Based Marketing.

Account Based Marketing 120

Account Based Marketing eBook Account Marketing 120

DiscoverOrg Sales

FEBRUARY 13, 2017

Earlier this year I tried my hand at email marketing here at DiscoverOrg. For that reason, I’m going to narrow Steve’s topic even further and highlight eight key reasons why email marketing is exactly like using a dating app. With Increased Access Comes Increased Market Competition. I figured it’d be pretty easy. Probably not.

Email Marketing 136

Email Marketing Marketing Ideal Customer Profile Lead Rank 136

DiscoverOrg Sales

DECEMBER 21, 2016

If you’re in sales or marketing, it’s likely you’ve come across a new SaaS platform or startup in the past 6 months that begs your attention. As technology continues to plunge sales and marketing professionals further into transformative innovation and new opportunities, we must define the new terms taking us there.

Marketing 120

Marketing Trends Industry Sales 120

DiscoverOrg Sales

JULY 29, 2016

There is a renewed interest in Account-Based Marketing (ABM) and it currently has two definitions: 1) a strategy for marketing to existing clients for the purpose of cross-selling or expanding presence within an account, and. Q: What results should companies expect when they put account-based marketing into play? Click To Tweet.

Account Based Marketing 120

Account Based Marketing Account Marketing eBook 120

DiscoverOrg Sales

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?

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

DiscoverOrg Sales

JULY 15, 2016

This could teach us a lot about a human approach to sales and marketing. While most marketers and sales professionals may not think of themselves as change agents, they would be mistaken. As sales and marketing professionals, how well do we motivate our buyers to change by appealing to both their rational and emotional brains?

Marketing 120

Marketing Case Study Motivation Buyer 120

DiscoverOrg Sales

MARCH 27, 2018

When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying the Total Addressable Market should come first. Total Addressable Market (TAM) is the total available opportunity for your product or services. What is Total Addressable Market?

Lead Rank 162

Lead Rank Marketing Hiring Vendor 162

DiscoverOrg Sales

OCTOBER 31, 2017

It’s marketing versus sales competency. When I founded DiscoverOrg in 2007, delivering quality sales and marketing data was the backbone of what we wanted to build. One of their ‘Marketing’ titles was ‘Cinematographer/Lighting Director.’. Then the finger-pointing starts. It’s the campaign. It’s the product. This job sucks.

Data 181

Data Marketing Vendor Sales Qualified Lead 181

DiscoverOrg Sales

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.

Scale 120

Scale B2B Trends Lead Rank 120

DiscoverOrg Sales

FEBRUARY 26, 2019

Email deliverability is the first problem the Marketing team will notice when they’re dealing with bad CRM or Marketing Automation data. This is already a headache for marketers, as 2.1% of B2B emails decay each month , even in a perfect world. ” How does bad data get into your Marketing Automation System?

Data 120

Data CRM Lead Rank Lead Scoring 120

DiscoverOrg Sales

MAY 7, 2015

By 2020, the B2B SALESMAN WILL BE DEAD. Or at least that’s what a recent report by Forrester Research, an independent and leading research company in the marketing and technology space, has predicted. Ecommerce systems will eliminate 1 million B2B sales jobs by 2020 due to the shift to self-service platforms.

Lead Rank 120

Lead Rank B2B Education Research 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. Ten years selling in the same market. High-quality data drives every successful sales and marketing campaign. And then doubt crept in as well.

Competition 251

Competition Hiring Enterprise Enterprise 251

DiscoverOrg Sales

DECEMBER 27, 2017

An acquisition, sales and marketing tips, and thought leadership that often bucks the trend. 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. SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer.

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

DiscoverOrg Sales

NOVEMBER 13, 2017

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business. Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes. This is Part 2. … It’s not magic (sorry). Intent data.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

DiscoverOrg Sales

FEBRUARY 19, 2018

We’ve seen lists with a 40% bounce rate ( yes, really ), and many others around 15% … but few people in sales and marketing rely on lists alone. fewer bounces than the typical B2B sales email campaign. We’ve bought lead lists and tested them. How is data quality accomplished?

Data 254

Data Lead Rank Lead Scoring Leads 254

DiscoverOrg Sales

APRIL 17, 2019

Step 2: Vetting the market. At this point, I’m reading reviews, I’m considering the benefits and drawbacks of each machine, looking at prices… I’m just getting a feel for the market as a whole. The same is true for your B2B buyers. In this case, that means getting a gift for my fiancée.

Intent Data 120

Intent Data Intent Data Top of Funnel 120

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. Hyper-personalized cold emails are a main tenant of account-based sales approach (related to Account-Based Marketing, or ABM.). Like many B2B companies, DiscoverOrg has such a wide addressable market.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

DiscoverOrg Sales

NOVEMBER 6, 2018

Sales and marketing messaging should address the employee experience, and lowing the cost to serve. 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. Read it: How to Use Data to Recruit Like a Marketer.

Resources 224

Resources Decision Maker Compensation Vendor 224

DiscoverOrg Sales

FEBRUARY 7, 2018

Virtually every business collects and buys data to assist salespersons and marketers do their job more effectively. Which data points – individually, or together in a “secret sauce” – predict buying behavior in B2B customers? But sometimes it’s too much data. And where does predictive intelligence fit in?

Intent 145

Intent Data Opportunity Intent Data 145

DiscoverOrg Sales

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.

Data 222

Data Scale Gatekeeper ROI 222

DiscoverOrg Sales

MARCH 12, 2019

Email marketing is hard. 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.” Maintaining a strong email reputation score is key to optimizing your marketing efforts.”. How to Do Email Marketing The Right Way.

Email Marketing 212

Email Marketing eBook Scale Campaigns 212

DiscoverOrg Sales

DECEMBER 20, 2016

Or they rely solely on marketing to drop leads on their desks. The ultimate goal is to have the engine running smoothly and successfully, and in B2B sales that equates to closing predictable revenue every month. Step 2: Augment Marketing Leads With Your Own Lead Gen Engine. Step 1: Train Your Account Executives.

Hiring 120

Hiring Inbound Engineering Cold Calling 120

DiscoverOrg Sales

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? In sum, data just is.

Data 120

Data Video Licensing B2B 120

DiscoverOrg Sales

OCTOBER 23, 2016

Sales departments are becoming technology buying centers and beginning to rival their marketing and IT counterparts. Compare that to Marketing tech stacks: an Econsultancy report from 2015 cited that half of the respondents were using 21 technologies in their Digital Marketing stack. Click To Tweet. The HR Dataset.

Tools 120

Tools Lead Rank Lead Scoring Scale 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. 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.]

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257