DiscoverOrg Sales

AUGUST 29, 2017

For example, are we better at lead generation, but they’re better at data collection? Do they have a unique offering that their customers love, and that our customers will love? Are there mutual things that we do better than each other, that can fit together to accelerate our combined growth?

Competition 251

Competition Hiring Enterprise Enterprise 251

DiscoverOrg Sales

NOVEMBER 17, 2016

Check out the results of the 2015 B2B Lead Generation Trends Report, which was produced by Holger Schulze’s B2B Technology Marketing Community on LinkedIn. What are the top areas of focus within the industry? Long story short, we want to understand the pain points companies are trying to solve, and how they are solving them.

Scale 120

Scale B2B Trends Lead Rank 120

DiscoverOrg Sales

DECEMBER 20, 2016

Where will those leads come from? Successful organizations generate leads from a mix of inbound marketing leads and outbound cold calling. View yourself as a vital part of the lead generation engine and don’t abdicate that completely to marketing. Where do the rest come from? Your team.

Hiring 120

Hiring Inbound Engineering Cold Calling 120

DiscoverOrg Sales

AUGUST 17, 2016

This real-time data is key to identifying interest prospects have in a particular category (like cybersecurity, lead generation, big data, etc…), even if the company hasn’t released an RFP for that solution. OppAlerts delivers the actual content prospects are researching online.

Trade Show 120

Trade Show ROI Decision Maker Webinar Metrics 120

DiscoverOrg Sales

MAY 18, 2016

And don’t forget Marketing — how can this critical information help your front-line lead-generators in creating a narrative that resonates with the specific and solvable pain points uncovered?

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

DiscoverOrg Sales

MARCH 24, 2015

Fast forward a year – if you asked me TODAY what my biggest concern is, I would tell you Lead Generation and Lead Quality. These are common concerns.

Hiring 120

Hiring Lead Gen Salary Ideal Customer Profile 120

DiscoverOrg Sales

MAY 7, 2019

Lead generation. 3: Sales intelligence for lead generation. Here are a few ways marketing and sales intelligence contribute to lead generation at events: The trade show or conference itself may be the central hub of activity – but the demand-gen team uses it as an opportunity to drum up business.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

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. Let’s agree that the goal of your marketing team should be to help your sales team. Sound good?

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

DiscoverOrg Sales

JUNE 6, 2018

You already know how to recruit active candidates. They’re easy to find. They’re the ones with the ready-to-go resume and up-to-date website. They’re attending networking events, following your company on social media, and applying for your open positions.

Hiring 230

Hiring Networking Positioning Compensation 230

DiscoverOrg Sales

OCTOBER 3, 2018

They delete your emails. They decline your invitations. They cut your calls short. What does it TAKE to sell to the Chief Marketing Officer? A candid interview with Jill Konrath and Heidi Bullock, CMO of Engagio. We wanted to know, so we went straight to the source: a CMO.

Marketing 193

Marketing Intent Data Face-to-face Webinar Metrics 193

DiscoverOrg Sales

JULY 3, 2018

If you’re singing the Blues after Q2 , it’s time to change your tune. Even if you hit your sales goal, the new quarter is still a great time to take stock of wins and losses … AND start building your pipeline for a quota-crushing Q3. It starts today.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

DiscoverOrg Sales

MARCH 27, 2017

Q: What specific metrics can marketers track to prove the impact of ABE outside of leads generated? While leads and opportunities are important to note, it’s not enough for ABE. For more info on these specific terms, click on the thumbnails of these micrographics of the definitions created by Engagio.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

DiscoverOrg Sales

FEBRUARY 21, 2018

BLOG] How to Use Sales Intelligence for Event Lead Generation. Our Manager of Demand Generation, Nina Wooten, uses our own sales intelligence tool to prepare for DiscoverOrg’s attendance at about 30 events per year. BLOG] Pre-Show: 4 Steps to Maximize Trade Show Lead Generation. Step 2: Get on their schedule.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

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. Prioritize pre-event outreach.

Trade Show 227

Trade Show Marketing Qualified Lead Leads Lead Generation 227

DiscoverOrg Sales

SEPTEMBER 27, 2018

We do not want to “facilitate and enable lead generation functionality at scale.” We want to “give you good leads.”. We understand that despite the advances, this isn’t how humans speak, so we’re approaching it differently. We’re real, and want to communicate with our customers the way we would like to be communicated with.

Scale 24

Scale Data Intent Data B2C 24

DiscoverOrg Sales

SEPTEMBER 14, 2018

How to Leverage Prospect Insights for Lead Generation”. See how to DOUBLE Lead Generation at Your Next Dreamy Event Get more leads from events. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Best Dreamforce sessions for Marketing.

Account Based Marketing 202

Account Based Marketing SalesForce Top of Funnel Hotels 202

DiscoverOrg Sales

MARCH 20, 2018

“What prompts someone to make a purchase?”. It’s the ultimate sales and marketing question. All our tools, plugins, integrations, analysis, and predictions, all concentrated in a multi-billion-dollar effort to answer this question.

Ideal Customer Profile 69

Ideal Customer Profile Positioning Data Lead Rank 69

DiscoverOrg Sales

MAY 23, 2018

Agreement on what a “qualified lead” is. Hyper-focus on marketing-qualified leads. Kill lead generation channels that don’t convert. Retarget cold, dead leads. You’ll learn how to align your sales and marketing teams around data, to boost results in the following scenarios: Agree on “good fit” criteria.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

DiscoverOrg Sales

OCTOBER 17, 2017

For years, sales and marketing teams have been spending money to buy lead generation tools and contact data to grow their email marketing database. Unfortunately, the days of just filling your marketing system with the most names, emailing them indiscriminately, and seeing a flood of responses is long gone.

Case Study 145

Case Study Study Data Outbound 145

DiscoverOrg Sales

SEPTEMBER 17, 2018

How to Leverage Prospect Insights for Lead Generation”. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Best Dreamforce sessions for Marketing. Don’t worry, there’s something for everyone. Actionable” is the operative word for this session.

Account Based Marketing 120

Account Based Marketing SalesForce Top of Funnel Hotels 120

DiscoverOrg Sales

FEBRUARY 14, 2018

Once you are properly tracking leads and making deals from all your hard work, it is time to set the next sales campaign into motion and start planning for the next trade show. Trade shows can be a great way to generate a lot of warm leads in a short period of time. Grab our infographic for ideas !).

Trade Show 193

Trade Show Prospecting Face-to-face Decision Maker 193

DiscoverOrg Sales

AUGUST 2, 2017

Companies that still score success only by the number of leads generated aren’t benchmarking the right data. Marketing needs to work even harder to nurture leads once they’re in the funnel. The onus is on marketing – not sales – to develop content pieces that delve into the specifics that will make the sale.

Top of Funnel 175

Top of Funnel Marketing Lead Rank Hiring 175

DiscoverOrg Sales

MARCH 5, 2019

When asked why leadership changes matter, DiscoverOrg CRO Patrick Purvis likes to tell this story: “In 2012, Salesforce closed a legendary estimated $140 million deal with State Farm. At the time, it was one of the largest single sales in Salesforce history.

Hiring 218

Hiring Decision Maker How To SalesForce 218

DiscoverOrg Sales

NOVEMBER 29, 2016

DiscoverOrg’s buyers are either sales or marketing professionals all with different lead generation targets and objectives. While most of our clients are tech companies, their core offerings are very different: IT staffing, IT consulting, Information Security, ERP, Application Development, Big Data, Infrastructure, VAR, etc.

Hiring 120

Hiring Lead Rank Scale Outbound 120

DiscoverOrg Sales

APRIL 10, 2018

COIT developed and executed a robust ABM strategy, including a single Survey-Based Lead Generation play that generated $2.5 DiscoverOrg’s data helped us create our ideal client profile. We pulled a laser-focused set of 8,000 contacts at 1,500 target accounts.”.

Data 46

Data Ideal Customer Profile Cost per Lead Outbound 46

DiscoverOrg Sales

MAY 10, 2017

Business development & lead generation. PhillyTech’s core consulting services competencies include: Engineering / development staffing & recruiting. Website, app & software development. Project management & business analysis. Clinical trial & medical device services.

Hiring 120

Hiring Engineering Ideal Customer Profile Software 120

DiscoverOrg Sales

DECEMBER 15, 2016

Sales intelligence technologies, for example, will need to get better at helping customers identify the right leads across the right accounts while giving marketing greater visibility into those accounts and the ability to leverage those leads for improved content and campaign targeting.

Trends 120

Trends Marketing Lead Rank Lead Scoring 120

DiscoverOrg Sales

AUGUST 24, 2017

General miseducation (or lack of education) about buyer personas. Focused in other areas like lead generation (even though these are completely related). Resorting to quick and easy brand tricks (*cough* free stock photos *cough*). Muting a unique company voice. Being the hero of content, not the curator.

B2B 186

B2B B2C Buyer Persona Social Media 186

DiscoverOrg Sales

MAY 30, 2018

If you’re at a small company or startup, you were probably impressed and inspired by the highly sophisticated and advanced techniques that your peers at large companies with big teams are using to build lead pipeline. Sales and marketing event season just ended.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Demand Generation Targets 270