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Adapting an ABM Approach for Account-Based EVERYTHING

DiscoverOrg Sales

This post is an original piece from guest author, Brandon Redlinger, and first published on DiscoverOrg’s blog on 3/27/2017. Brandon is the Director of Growth at Engagio, the Account-Based Everything platform that orchestrates human connections.

[VIDEO] How to Get 30% Response Rates with Prospecting Emails

DiscoverOrg Sales

Whether you’re in sales or marketing , you’ve probably spent a lot of time thinking about your email messaging.

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[VIDEO] 40% more Demos & 2.5x bigger ACV: The Results of Our Account-Based Everything Experiment

DiscoverOrg Sales

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.

Matt, Kyle, and the Less-Traveled Road to Customer Retention

DiscoverOrg Sales

Some know this time of year as holiday season. Sales professionals know it better as renewal season. December 2016: A troubled client account initially said they would renew their DiscoverOrg contract.

Battle of the Sales Strategies: ABM vs Traditional Sales

Understanding the following 5 core differences between traditional sales and ABM goes a long way in motivating, inspiring, and informing the often necessary shift to ABM.

The Inside Scoop: Chipotle’s Big Burrito Breach – Malware with a Side of Chips

DiscoverOrg Sales

It’s been a rough year for Chipotle. With rats literally falling from the ceiling in Dallas, Texas and norovirus outbreaks in Sterling, Virginia, it seems like things couldn’t get much worse for the fast-casual Mexican restaurant.

Why That Bargain Contact List You Bought is a Sales Dead End

DiscoverOrg Sales

If a salesman wanted to sell you a bridge in Brooklyn, you’d recognize the racket almost immediately. Today, it’s a punchline, but once upon a time, people took the offer seriously: Two people a week for 30 years bought a worthless deed to the Brooklyn Bridge thinking the document would change their fortunes with the toll fares they could charge. Turns out all they had bought was an expensive piece of parchment.

All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity

DiscoverOrg Sales

For years, sales and marketing teams have been spending money to buy lead generation tools and contact data to grow their email marketing database.

Year-End Roundup: Top 10 Most Popular Blogs of 2017

DiscoverOrg Sales

An acquisition, sales and marketing tips, and thought leadership that often bucks the trend. Check out our most-read and most-shared blogs from 2017! 10 Years of Competition: The Story and Future of RainKing and DiscoverOrg. The story of how DiscoverOrg acquired RainKing, our biggest competitor (who once showed our CEO and co-founder the door), was definitely the year’s biggest headline at our offices. Read the emotional, much-shared story , by our CEO Henry Schuck.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

A Primer on GDPR and Marketing Data Protection Best Practices

DiscoverOrg Sales

Notice: This is for discussion purposes only. DiscoverOrg is not qualified to provide legal advice of any kind and is not an authority on the interpretation of the GDPR or any other rule or regulation. To understand how the GDPR or any other law impacts you or your business, you should seek independent advice of qualified legal counsel. May 25, 2018 is a date on the minds of many sales and marketing professionals: the day the new General Data Protection Regulation (GDPR) goes into effect.

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2018 Top MarTech Trends: Top Pain Points and Spending Priorities for CMOs

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What pain points keep CMOs up at night? And what are the existing and emerging technologies that marketing teams will be spending more on in 2018?

2017’s Top Sales & Marketing Superstars – and Their Secret to Success

DiscoverOrg Sales

More pipeline, bigger deals, massive wins … DiscoverOrg customers are total superstars! Our mission is simple: to accelerate the pipeline and revenue growth of sales and marketing teams every day they come to work. Nothing makes us more proud than to put the spotlight on successful rockstars that are crushing it because of hard work, great skills, and awesome data.

The Power of Sales Intelligence #2: Creating an Ideal Customer Profile

DiscoverOrg Sales

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.

A 10-Step Plan for Global Account-Based Sales Development

DiscoverOrg Sales

If you have one or more global accounts—large companies with a global footprint—it’s important to approach them globally – but this is a tall order for a busy sales department, especially among newer companies where any account-based approach has a learning curve. As described in my new book, Whale Hunting with Global Accounts , global account-based sales development (ABSD) requires a smart, comprehensive development plan. Here’s how to get started.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

DiscoverOrg Sales

First, the bad news: Most B2B buyers don’t trust salespeople. They don’t think salespeople do a good job of explaining how a product helps their business specifically. And they don’t think salespeople can converse with the senior executives who sign off on major purchases. The good news?

10 Years of Competition: The Story and Future of RainKing and DiscoverOrg

DiscoverOrg Sales

Yesterday, we announced to our employees and customers that DiscoverOrg has acquired RainKing. This blog is more personal than business – it’s the story of how two companies pushed each other to be better, how that competition changed me as a leader, and why I couldn’t be more excited about our future. I remember the first time I heard of RainKing. I was in my law school apartment and stumbled upon their website.

[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

DiscoverOrg Sales

Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email. This simple, 5-step cold email technique works especially well for sales development reps who regularly email: CEOs. Marketing VPs. Industry influencers. HR directors. Elon Musk. Your favorite podcast host. Anyone else who’s inbox is a total magnet for “traditional” cold emails. Skeptical?

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Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

DiscoverOrg Sales

It’s easy to give up after a few tries. You run ads, bring in leads, and then follow up. But if the person doesn’t seem interested, many sales and marketers turn their attention toward existing customers. That’s not necessarily a bad practice.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

8 TED Talks All Salespeople Should Watch

DiscoverOrg Sales

At DiscoverOrg, we’re a bunch of self-proclaimed gluttons for learning. That’s why a while back, we presented our top five books and blogs for inside sales folks. While we love a good page-turner, we know that salespeople are busy.

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

In which departments are B2B buyers more likely to give upstart products a chance? Which selling style do B2B buyers prefer? When should a salesperson challenge a buyer’s assumptions about a product, and which industries don’t like to be challenged? In the retail space, the answers to these questions are well known.

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A CEO Mind-shift for Scaling Growth: An Interview with Henry Schuck

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As a business grows, the role of the CEO changes. Leaders who are able to evolve their mindset from survival to strategy are a lot more likely to find themselves among those 20% of businesses who survive beyond the first 18 months. It’s a transition Henry Schuck knows well.

12 Memorable Memes for Salespeople

DiscoverOrg Sales

Sales is hard. Not hard in the standard sense — sales requires emotional fortitude to survive the daily barrage of objections and quotas. We have a soft spot for sales reps at DiscoverOrg because we sell too.

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Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

Top 10 Do’s and Don’ts for Selling to CIOs

DiscoverOrg Sales

When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. What we didn’t expect were all the insights on how NOT to sell to CIOs. If you are already working from DiscoverOrg’s powerful organizational charts and company profiles, you have the names and contact information of the CIOs and their direct reports.

How to Heat Up Cold Emails with Personalization

DiscoverOrg Sales

The debate within sales right now is whether cold-calling works. Evidence shows that it does: Cold-calling distinguishes high-growth companies (see our report). As a Senior Sales Development Representative (Sr. SDR), the phone is a lot like the late ‘90s Pontiac Grand-Am I drove back in high school. Sure, it got me from point A to point B, but it wasn’t flashy enough to catch the attention of my peers.

Data-Agnostic? See How Data Quality Affects ROI in This A/B Test

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If you consider various levels of quality—cars with lots of speed and no torque, or kitchen appliances with cheap motors—it’s easy to agree that quality affects user experience, good or bad, in a big way.

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Cold Voicemails Work … Just Not How You Expected

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How many emails hit your inbox every day? A lot, right? I’m the type of person who likes to keep a fairly clean inbox, but I still find that it can quickly become cluttered, and inevitably something falls through the cracks. But how many emails do you get that are paired up with a voicemail?

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

Breaking Open the Predictive Black Box: What Data Points Actually Predict a Purchase?

DiscoverOrg Sales

B2B sales pros and marketers swim in an ocean of information. A large part of our day is spent trying to find data that is relevant to our jobs, and what we can ignore – because we don’t have time to digest it all. Most businesses agree that data-driven decision making is important, and the vast majority of companies collect data in some form. But in this sea of data, which individual data points predict purchase intent? What data matters?

5 Inspirational Sales Quotes to Light a Fire Under Your Ass

DiscoverOrg Sales

Motivation and inspiration can be fleeting especially when you’re a B2B sales professional grinding it out on the phones EVERY DAY.

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The Most Untapped Leverage Point For B2B Growth

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In the race to grow your company, defeat your competition, and dominate the marketplace, it can sometimes feel like the most important parts of the SWOT analysis lie in the externally-focused quadrants: Opportunities and Threats.

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Alert Subscriptions – A Magic 8 Ball for Outbound Sales Development

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If only you’d invested in Bitcoin six years ago. If only you had known where Amazon stock was headed. There’s no Magic 8 Ball for investing, but new tools are making the world of B2B sales development a whole lot more predictable. There’s something very sexy under the hood of DiscoverOrg, and it’s solving a quintessential outbound sales development problem: Knowing when to act. It’s one thing to recognize buying signals from a customer.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

[VIDEO] 3 B2B Sales Techniques to Close Cold Leads

DiscoverOrg Sales

What we do in sales at DiscoverOrg is regularly run plays and campaigns that have immediate boosts on our pipeline. Three of those plays we run involve some form of going back to leads that went dead on us and bringing them back to life. The really interesting thing is, we find re-livened leads actually outperform our regular leads. In this video we’ll explain how to use a few techniques in your B2B sales efforts. Let me explain these three plays. I think you can use them, too: 1.

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The Secrets to Scalable Growth: How DiscoverOrg Crushed 2016

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I remember it so vividly that it’s crystal clear.

How to Building a Data-Driven Marketing Plan for 2018

DiscoverOrg Sales

The road to landing your product or service in customers’ hands is not a direct route. There is much twisting and turning along the way to close-won. At first glance, it might seem random, but every account won has a rhyme and a reason – if you dig into it.

6 Common Cold Calling Misconceptions

DiscoverOrg Sales

Working in Sales isn’t exactly a cakewalk.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.