DiscoverOrg Sales

OCTOBER 3, 2018

We asked Jill Konrath , best-selling author and speaker on the subject of understanding the customer, to ask some hard-ball questions of actual customers who buy products and services. The first thing Bullock emphasizes is that today’s marketers aren’t just focused on customer acquisition. Predictive customer insights.

Marketing 193

Marketing Intent Data Face-to-face Webinar Metrics 193

DiscoverOrg Sales

NOVEMBER 15, 2017

DiscoverOrg’s Customer Success department – traditionally tasked with onboarding and responding to client requests – has become a key factor in the aggressive growth of DiscoverOrg. Spotlight on customer retention. Why not structure Customer Success the same way? That’s right.

Retention 227

Retention Travel Customer ROI 227

DiscoverOrg Sales

MAY 27, 2016

At the start of the new year, I wrote about my team trying to turn the corner from “Account Management” to “Customer Success”. We use ExecVision to enable sales managers and peers to offer point-of-need feedback based on a scorecard that is customized to fit our specific needs. Coaching is absolutely clutch.

Coaching 220

Coaching Webinar Metrics Forecasting Retention 220

DiscoverOrg Sales

SEPTEMBER 26, 2017

Join DiscoverOrg’s sales, marketing, and customer success teams as we step through the planning and execution of a true account-based everything strategy. Given that DiscoverOrg helps our own customers execute a true account-based approach, there’s a real purity to us going through those steps ourselves.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Map your strategy to the customer journey. Streamlining the sales process.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

DiscoverOrg Sales

JUNE 19, 2018

To improve quality of marketing leads, here are three key pieces of information sales must share with the marketing team: Raw feedback from customers and prospects. Share customer feedback with marketing. Customer support : To cross-check whether feedback from current customers is consistent. Buyer personas.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

DiscoverOrg Sales

AUGUST 29, 2017

Yesterday, we announced to our employees and customers that DiscoverOrg has acquired RainKing. Next, there was a HUGE appetite from our customers for high-quality data. Do they have a unique offering that their customers love, and that our customers will love? I remember the first time I heard of RainKing.

Competition 251

Competition Hiring Enterprise Enterprise 251

DiscoverOrg Sales

DECEMBER 18, 2017

The road to landing your product or service in customers’ hands is not a direct route. Our latest eBook shows you how to navigate your book of business, craft a well-calculated marketing plan, add more places of interest on the map, and direct potential customers to inroads back to your company. Get started with our free eBook !

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

DiscoverOrg Sales

JANUARY 1, 2018

Marketing pain points: Bad data, consistent customer experience, and tracking campaign results. Difficulty creating a consistent, multi-channel customer experience. Pain point #2: Difficulty creating a consistent, multi-channel customer experience. Customer experience solutions. Pain point #1: Old and/or inaccurate data.

Trends 184

Trends Advertising Advertising Survey 184

DiscoverOrg Sales

SEPTEMBER 14, 2017

With technology taking on the role of Information Provider , the role of the B2B salesperson must become a Customizer of Experience. There are seven types of strategic value, enabling customers to: Gain a competitive advantage. Improve customer satisfaction. How does your product or service benefit that particular customer ?

Report 219

Report B2B Study Buyer Persona 219

DiscoverOrg Sales

NOVEMBER 6, 2018

If employees are the customers of HR, what does that mean for the selling process? HR leaders have one customer – and that’s the employee. PRO TIP : Remember, HR leaders view purchase decisions through the lens of their customers – the employee. What keeps the CHRO up at night? Cold calls? employee retention.

Resources 224

Resources Decision Maker Compensation Vendor 224

DiscoverOrg Sales

FEBRUARY 19, 2018

Tellwise ran some numbers to see what happens when their customers send general campaigns. We looked at days where Tellwise customers sent 1000 or more emails to contacts in DiscoverOrg, between Dec 18th, 2017 and January 7th, 2018. Read the blog: “What’s the difference between cold email and SPAM?” ( Plenty.).

Data 254

Data Lead Rank Lead Scoring Leads 254

DiscoverOrg Sales

AUGUST 1, 2019

On our sales team, our Account Executives (AEs) focus on strictly net new, while Customer Success Managers (CSMs) focus on the customer and upsell and renewal opportunities. Read it: Matt, Kyle, and the Less-Traveled Road to Customer Retention. Specializing roles in the sales department helps build specific skills.

Video 136

Video Outbound Inbound Hiring 136

DiscoverOrg Sales

JANUARY 8, 2019

But I love the concept of data-driven customer engagement. The customer success use case. Here’s an example: Customer success reps will be able to instantly tell when a customer becomes less likely to renew, and they’ll be able to automate the most effective campaigns to re-engage them. I hate the word AI.

Data 149

Data B2B Intent Data Intent 149

DiscoverOrg Sales

FEBRUARY 1, 2019

As the Director of Customer Marketing here at DiscoverOrg, I’m always looking for ways to help our customers learn how to leverage new and different sales enablement tools into their workflow. Claire: Can you give me an example of a win from a customer who used chat well? This is now “sales enablement chat,” and it’s powerful.

Sales Enablement 120

Sales Enablement Decision Maker Sales Qualified Lead Referrals 120

DiscoverOrg Sales

APRIL 15, 2016

We constantly strive to be better, faster, stronger – not only as individuals, but also by delivering more value to our customers through a more comprehensive sales intelligence solution that touts improved performance aimed at exceptional user experience. Deeper Commitment to our Customers. New Strategic Partnerships.

Ideal Customer Profile 120

Ideal Customer Profile Engineering SalesForce ACT 120

DiscoverOrg Sales

FEBRUARY 22, 2017

We always had AE’s (Account Executives) and CSM’s (Customer Success Managers) – AE’s focus on strictly net new, CSM’s focus on the Customer and any upsell, renewal opportunities. I hear this time and time again, and it’s a mistake we made personally too. Watch the Video Below: How to Avoid the Problem. Specialization.

Video 0

Video Hiring Outbound Scale 0

DiscoverOrg Sales

FEBRUARY 9, 2017

Jumpstart Account-Based Everything & Identify Target Prospects That Look Just Like Your Best Customers. 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.

Ideal Customer Profile 120

Ideal Customer Profile Account Based Marketing Demand Generation Targets Segment 120

DiscoverOrg Sales

SEPTEMBER 6, 2017

Too bad that rodents and food poisoning aren’t even the greatest threats facing Chipotle’s customers. Thousands of unsuspecting diners recently received a free side of cyber terror thanks to point-of-sale malware, a malicious software designed to steal customer payment data. A customer-first approach. It’s free, I promise.

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

DiscoverOrg Sales

FEBRUARY 13, 2019

Creating the Ideal Customer Profile. Both Sales and Marketing need to be on the same page when developing the Ideal Customer Profile (ICP). Determining the fit of a company – your Ideal Customer Profile – requires quite a few different data points. Read it: The Ideal Customer Profile: Why “Fit” Data is so Important.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

DiscoverOrg Sales

JANUARY 29, 2019

Start by looking on your competitors’ websites: They often prominently display the logos of their biggest customers. Look for technologies that are common to most or all of these best customers. The Ideal Customer Profile (ICP) is especially valuable for startups,” adds Chang. DiscoverOrg customers can install our free 4.5-star

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

DiscoverOrg Sales

JUNE 8, 2017

Should you market to current customers? Sales enablement for existing customers differs greatly depending on the objective. When thinking about customer marketing in the form of goals—retention, enrichment, or even advocacy—it often helps to look at business metrics to understand where the lowest hanging fruit resides.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

DiscoverOrg Sales

FEBRUARY 21, 2019

Driving customer acquisition and sustained revenue growth requires strong follow-up (and follow-through). These ideas may come from customers, partners, or employees. Some of the ways companies help fuel the idea pipeline: Customer surveys. But what comes next is almost as important. Social listening. Employee off-sites.

ROI 171

ROI Survey Webinar Metrics Channels 171

DiscoverOrg Sales

JANUARY 3, 2018

Our Vice President of Sales, Steve Bryerton, says, “We focus on honing our craft and finding new strategies in sales and customer success. “Two years ago, the Customer Success department came along for the first time. Customer Success. A Day in the Life of a Customer. We change the content a lot from year to year.

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202

DiscoverOrg Sales

MARCH 27, 2017

Account-Based Customer Success. 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. Across a sample of Engagio customers, the median number of accounts per account owner is 50.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

DiscoverOrg Sales

JANUARY 29, 2018

DiscoverOrg is a data processor, and we believe our customers are also data processors. With that in mind, many of our customers have asked how they should prepare–and how DiscoverOrg is preparing as well. Most of our customers will process under the “legitimate interest” basis, which includes direct marketing purposes.

Data 215

Data Marketing Ideal Customer Profile B2B 215

DiscoverOrg Sales

JUNE 21, 2017

We could spend all day telling you what DiscoverOrg actually does and how our customers use it – but we thought it would be more interesting to show you – with real people, in our funny new video showing off how sales intelligence is done. You can also rank companies based on your ideal customer profile – intern, get out!

Account Based Marketing 250

Account Based Marketing Ideal Customer Profile Video Lead Rank 250

DiscoverOrg Sales

JULY 29, 2016

It provides the reader with a step-by-step process to obtain buy-in from the key roles within your organization, identify the best customers to target with this strategy, scale the program, message effectively, and to measure results – all designed to get an account-based marketing program off the ground.

Account Based Marketing 120

Account Based Marketing Account Marketing eBook 120

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. Request a free sample of DiscoverOrg data tailored to your target customers. Setting up the A/B data test. 300% more meetings booked. Implications.

Data 222

Data Scale ROI Gatekeeper 222

DiscoverOrg Sales

OCTOBER 30, 2017

Understand the product – and the customer. These principles lead customers to return and ask for me. My customers always came back for more because they enjoyed the buying process, and they trusted that I had their best interests top of mind. Read: How to Start a Conversation Using the “Foot-in-the-Door” Email Template.

eBook 122

eBook Exercises Travel Sales 122

DiscoverOrg Sales

APRIL 7, 2017

A high level of data accuracy allows sales teams and marketers to do what they do best —solve problems for customers—and leave the research and verification to us. Because contact data changes so quickly, a key deciding factor is the strategy and comprehensiveness the provider uses to update their contacts.”. The takeaway? Don’t take Steve W.

Data 227

Data Social Media Ideal Customer Profile Twitter 227

DiscoverOrg Sales

SEPTEMBER 12, 2017

Many salespeople do not take the time to truly understand why they won a deal with a new customer. They really don’t know what was on the customer’s mind. The goal of this research was to understand what’s really on customers’ minds. What’s wrong with salespeople? And again, they don’t really know what was on the buyer’s mind.

Buyer Persona 206

Buyer Persona Buyer Survey Ideal Customer Profile 206

DiscoverOrg Sales

JUNE 26, 2017

Sales teams spend a lot of time learning to interact with customers. Customers leave digital footprints of their interest and engagement with sales touches. All of that information can be used to prioritize prospects based on engagement data that surrounds the communication, informed by an ideal customer profile.

Data 120

Data Closing Ideal Customer Profile Fashion 120

DiscoverOrg Sales

APRIL 5, 2016

What this means for DiscoverOrg customers is a 37% increase in the number of unique technologies available to filter and search by, and a 110% increase in unique links between searchable technologies and companies. One thing that comes out of predictive analytics is “ideal customer profiling” and targeting narrowly to that customer profile.

Ideal Customer Profile 120

Ideal Customer Profile Data Account Based Marketing Marketo 120

DiscoverOrg Sales

SEPTEMBER 4, 2018

So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself? To make customers feel good about the sale, throw in three freebies, in this order: additional support. As they negotiate, they want to feel like they won. The Rule of Three. Wernke likes to use the Rule of 3.

Closing 286

Closing B2B Decision Maker Discount 286

DiscoverOrg Sales

FEBRUARY 12, 2016

One side of the shell is the customer, the other is the salesman, and the bottom is what holds everything together. Whatever shell used is a personal preference and chosen to a) represent the seller’s values and b) attract the ideal customer, much like a target audience in sales. The Taco Sales Cycle.

Hiring 120

Hiring Decision Maker Sales Cycle Vendor 120

DiscoverOrg Sales

AUGUST 31, 2017

Hey, I was on the website for {major competitor} and it looks they have T-Mobile as a customer, and I imagine that you guys play in the same space. Here’s another example, in which an SDR identifies a customer from the target company website and name-drops a similar company: Hey John, this is Jake with DiscoverOrg.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229