DiscoverOrg Sales

JANUARY 29, 2019

But actually that ‘noise’ is a powerful tool to target the right accounts – that is, if you know the tech stack of your target accounts ,” says DiscoverOrg’s Senior Manager of Sales Development. Marketing automation tools, and more. ” Sales Rep : “Sure, but we can consolidate those tools. Web servers.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

DiscoverOrg Sales

FEBRUARY 12, 2019

Love comes from really understanding someone else that we care about, whether that’s our family, spouse, a pet … or a sales intelligence tool. DiscoverOrg loves our customers. And our customers – like Alicia Young , Manager of Sales Development at Panoply – love DiscoverOrg. We’re more than just a data provider.

Ideal Customer Profile 29

Ideal Customer Profile Customer Account Based Marketing Enterprise 29

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. Bottom Line: Our data + Your tools = Just awesome. Improved Functionality.

Ideal Customer Profile 120

Ideal Customer Profile Engineering SalesForce ACT 120

DiscoverOrg Sales

JANUARY 8, 2019

But I love the concept of data-driven customer engagement. That means who my reps talk to – all their activities, in fact – will all be driven by insights that come from the CRM and the tools layered in there. The customer success use case. A tool that links to engagement platform in an automated way.

Data 149

Data B2B Intent Data Intent 149

DiscoverOrg Sales

JUNE 14, 2017

Adding new tools to the sales tech stack took the team to the next level. With each step a potential customer had to take – two emails just to book a meeting, in this case – many great prospects simply dropped off before an AE could even talk to them. Chili Piper is an intelligent calendar tool.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

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: What should users expect from a sales enablement chat tool? Welcome to the next generation of sales enablement chat.

Sales Enablement 120

Sales Enablement Decision Maker Sales Qualified Lead Referrals 120

DiscoverOrg Sales

NOVEMBER 20, 2017

We’re grateful for the daily trust of our customers, for the encouragement and camaraderie of our colleagues and coworkers, and for the community that welcomes and makes a space for us. Cary Leeth, Customer Success Manager. I am grateful for my customers, because I have not been consistently home in 5-6 years.

Demand Generation Agencies 0

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 0

DiscoverOrg Sales

SEPTEMBER 2, 2016

At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. What a stupid realization given that we are solving this exact issue for 2,000+ customers. A $30,000 tool to help hit a $10M target – it’s easy math. Here are the top five: 1.

Data 181

Data Engineering Call-back Forecasting 181

DiscoverOrg Sales

NOVEMBER 17, 2016

Due to a growing wave of marketing and sales technology now sweeping into B2B sales organizations, the B2b Technology Marketing Group – together with select sales tech vendors – have created a survey that aims to explore the growth of technology stacks for sales and to provide insight on tools peers are using to generate revenue.

Scale 120

Scale B2B Trends Lead Rank 120

DiscoverOrg Sales

JANUARY 31, 2019

Take advantage of the many available tools. Take advantage of available tools. Just as fact-checking sites have proliferated to help readers determine what’s accurate, there are even more technology tools to consolidate data and automate sales and marketing processes. Use available tools. Double-checking the context.

Data 133

Data Hiring Vendor Face-to-face 133

DiscoverOrg Sales

APRIL 19, 2018

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. Think like a customer first. But don’t forget about your sales territory plan.

Territories 181

Territories Outsourcing Services Ideal Customer Profile Buyer 181

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

OCTOBER 24, 2017

In recent years, a new tool has emerged, and it’s taking lead generation to the next level. From TechnologyAdvice : If businesses want to keep their pipelines moving (qualified leads in one end, business opportunities out the other), they need access to the right tools and the right information about their prospects and leads.

Account Based Marketing 145

Account Based Marketing Marketing Lead Rank Lead Scoring 145

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

NOVEMBER 29, 2017

So lead generation tools are critical to supporting a company’s growth objectives. In Part 2, we discussed creating an Ideal Customer Profile. Some platforms have mapping tools that can pinpoint where, geographically, the most ideal prospects are located. In Part 1, we tackled data quality and management. This is part 3.

Marketing Qualified Lead 193

Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

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

APRIL 5, 2016

But the datasets that are being developed are only as good as the tools that deliver them. 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. HS: Of course.

Ideal Customer Profile 120

Ideal Customer Profile Data Account Based Marketing Marketo 120

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

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

MAY 5, 2017

If alignment is important for account-based marketing, it’s critical for account-based everything , which requires coordination between personalized marketing, sales and sales development, and customer success efforts. Big fish are caught by big boats with the right tools, and coordinated efforts by everyone on board.

eBook 133

eBook Account Based Marketing Pivotal Engineering 133

DiscoverOrg Sales

DECEMBER 20, 2017

With these awe-inspiring displays of superhuman intelligence, it’s no wonder Marketing teams will spend $2 billion a year on AI tools by 2020. Responses included: “AI will manage customer relationships through predictive marketing.” I was curious to know how AI developments might influence their future investments.

B2B 150

B2B Marketing Data System 150

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. 1/17/2017). (1/17/2017)

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

DiscoverOrg Sales

DECEMBER 21, 2016

This glossary of key terms is a vital tool to help you understand how the concepts outlined in current and emerging technology platforms have the potential to help (or hurt) your business. With this in mind, we’ve created a glossary of common sales and marketing technology terms, as well as some which are trending to become more relevant.

Marketing 120

Marketing Trends Industry Sales 120

DiscoverOrg Sales

DECEMBER 18, 2018

SAMPLE SCOOP: A mid-level source has indicated that planned initiatives related to digital transformation, collaboration tools, and purchasing will begin in 6 to 9 months, for which a contingent workforce will be leveraged for support. Philip B– serves as Relationship Manager. And attentive salespeople are there for it. Amazon.com.

Company 156

Company Prospecting Oracle Transportation 156

DiscoverOrg Sales

JUNE 8, 2017

Focusing on building awareness with this audience is critical, and this awareness activity should happen on an individual rep basis, leveraging sales intelligence tools like DiscoverOrg , as well as social selling tactics. Should you market to current customers?

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

DiscoverOrg Sales

NOVEMBER 6, 2017

If prospects don’t fit your Ideal Customer Profile, they shouldn’t become leads. Once you get started with ABM and implement the tools you need to get data-driven, you must operationalize the data. You need to know whether you have 20,000 accounts that are really a good fit to your ideal customer profile (ICP), or only 1,000.

Account Based Marketing 145

Account Based Marketing Lead Rank Ideal Customer Profile Account 145

DiscoverOrg Sales

AUGUST 16, 2017

Steal this exact process to book meetings with your future customers.). 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. Hi {{FirstName}}, I noticed that you’re using {{competing software tool}}. Best, {{signature}}.

Conversion 186

Conversion How To Skype Film 186

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

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

MAY 4, 2017

We realized a few years ago that even if we provided our customers with the most accurate database of their prospective buyers with the deepest intelligence about what projects and initiatives they’re working on, what their technology stack looks like, and what triggers are coming down the pipe for them. Henry : Yep, a hundred percent.

Company 120

Company Conversion Outbound Video 120

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

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

APRIL 25, 2017

Premature investments, failure to understand customers’ needs, and overly optimistic revenue projections are all common business missteps with disastrous consequences. Human verification and emerging tech tools greatly improve the accuracy of predictive intelligence. Remember the Sony Betamax ? Us either.).

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

DiscoverOrg Sales

JANUARY 22, 2019

Size is also important because companies of certain sizes need certain tools. Our customers occasionally point out the number of employees on LinkedIn as a comparison point to our data. It is a crucial data point for many common sales and marketing activities: segmentation, lead routing, outbound outreach, territory planning, and more.

Social Media 179

Social Media Media LinkedIn Data 179

DiscoverOrg Sales

MAY 18, 2016

As discovery is a critical milestone, what role does an SDR play in the discovery process, and how is that discovery record shared with the AE and the Customer Success teams? Are we embracing an an old sales model with new high powered sales tools that accentuates the disconnect between buyer and seller? Bridge the Success Gap.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

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

SEPTEMBER 5, 2018

As sales leader Jeb Blout says about sales emotional intelligence : “Mastery of sales-specific emotional intelligence (Sales EQ) explains why one person becomes an ultra-high sales performer while another is just average – even though the intellectual ability, knowledge, and available sales tools and technology of the two people are equal.”.

Video 139

Video Marketing Qualified Lead Lead Rank Top of Funnel 139