DiscoverOrg Sales

JUNE 6, 2017

When your prospect is a decision maker. It’s hard to get decision makers, department heads, and people of influence – the people you really want to reach – on the phone. Although Josiah wasn’t the right decision maker, he was persuaded enough to refer me directly to the person who was: Josh, Solid email.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Crunchbase

APRIL 3, 2020

In this approach, marketing and sales teams work hand in hand to identify target accounts and develop an integrated and personalized plan that thoughtfully leads each account through the sales cycle. Source: Reachforce & Marketo . Why is account-based selling more effective than other sales strategies in a fluctuating market?

Ideal Customer Profile 136

Ideal Customer Profile Decision Maker Reachforce Lead Rank 136

Zoominfo

MAY 9, 2022

These solutions don’t just enable sales teams to use their time more effectively by automating routine tasks, they help you connect with decision-makers at the time when they have demonstrated an interest in your product or service. Sales professionals are expensive,” says Christy Green, a senior product marketing manager at ZoomInfo.

Scale 130

Scale Sales Automation Hiring ROI 130

SBI

MARCH 18, 2014

Every two weeks, I’ll interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations ? Henry: We solve the number one problem facing sales and marketing organizations today – Bad Data. This week I interview Henry Schuck of DiscoverOrg.

Up-Sell 139

Up-Sell Revenue Closing Marketo 139

Sales Hacker Training

MARCH 14, 2023

Here’s a list of the best lead generation tools on the market today. These solutions range from CRM tools to exit-intentlead capture to sales management tools to marketing software and beyond. Drift chatbots come in three flavors — marketing, sales or service. Visit their pricing page to learn more.

Lead Rank 52

Lead Rank Lead Scoring Lead Generation Sales Qualified Lead 52

MarketJoy

MAY 30, 2018

The terms inbound and outbound embody a type of cultural shift in the entire way of how marketing works, particularly across different channels. To accelerate the sales and get qualified leads, companies are required to function hand in hand with outbound and inbound marketing while building a strong strategy to power it all.

Outbound 53

Outbound Inbound Marketing Webinar Metrics 53

SBI Growth

AUGUST 26, 2012

I hear from sales and marketing leaders on a regular basis that they need more leads. The most common marketing efforts to drive leads include paid search, SEO, social media, outbound email, teleprospecting and trade shows. In other words, content marketing is communicating with your customers and prospects without selling.

Lead Rank 306

Lead Rank Lead Scoring Leads Marketing Qualified Lead 306

DiscoverOrg Sales

APRIL 5, 2016

In conjunction with the DiscoverOrg/HG Data partnership announcement, we sat down with DiscoverOrg co-founder and CEO, Henry Schuck, and HG Data’s Chief Revenue Officer, Mark Godley, to get their perspectives on the role of data and SaaS tools on both the trends and future direction for sales and marketing.

Ideal Customer Profile 120

Ideal Customer Profile Data Account Based Marketing Marketo 120

DocSend

JUNE 21, 2022

Imagine this scenario: your prospect says they’re the main decision-maker, but then forwards your collateral to their boss, the real decision-maker. Use DocSend Mail Merge links directly in your message templates within your marketing automation tool of choice. Mail Merge links. Campaign links.

Scale 88

Scale Closing Collateral Top of Funnel 88

Zoominfo

MAY 21, 2020

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. When You’re Using an Account-Based Strategy Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing , or ABM). Interested in more?]

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. Many sales and marketing leaders try to get cute and overthink their targeting, messaging, content creation, etc. How Customer Success Drives Predictive Sales and Marketing.

Ideal Customer Profile 75

Ideal Customer Profile Top of Funnel Customer Lead Rank 75

SBI

MARCH 19, 2013

They would ask, “What good is a prospect research tool if reps don’t know how to get a decision maker to engage?” ” I would ask, “What good is it to know how to engage a decision maker if you don’t have the tools to quickly learn who the decision maker is?”

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

SalesHandy

MAY 1, 2020

These resources can be gained by doing market research of your product, gathering your competitor’s ICP (ideal customer profile) records, and checking other resources like survey studies or case studies. Finding the right decision maker. You need to find the decision-maker who is going to make the buying decision.

Ideal Customer Profile 87

Ideal Customer Profile Prospecting Top of Funnel Decision Maker 87

OutboundView

FEBRUARY 28, 2019

The inbound marketing for B2B landscape of 2018 is a brave new world for business – one virtually unrecognizable from years past. Go back to the start of the decade – concepts like content marketing, social media marketing, influencer marketing, and inbound marketing were years away from conception.

Inbound 28

Inbound Ideal Customer Profile Top of Funnel B2B 28

Pointclear

AUGUST 30, 2012

My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. Their ideology is pervasive.

Software 187

Software Software B2B Top of Funnel 187

SalesLoft

OCTOBER 29, 2019

You may know Jon Miller as the founder of Marketo, but he has since made strides as Engagio’s CEO and Co-Founder. According to Jon, the relationship between marketing and sales should be less of a lead handoff and more of a soccer game. Marketing I would presume would actually do that, right? Marketing is guiding sales.

Account 40

Account Demand Generation Targets Ideal Customer Profile Direct Mail 40

Pipeliner

FEBRUARY 27, 2018

The idea that product or service insights—and thereby subjective value—could be created in the minds of prospects or customers has resulted in enormous ventures such as HubSpot, Marketo and other marketing automation solutions. Marketing automation solutions provide a consistent flow of information to prospects and customers.

Banking 40

Banking Decision Maker Marketo Hotels 40

Sales Hacker

JULY 11, 2018

We’ve gathered a list of the best lead generation tools on the market today. Referral Marketing. With NextOS, Nextiva has the top solution on the market for uncovering customer insights. Best of all, you can get a list that includes multiple decision makers at each business to improve your odds of getting a response.

Lead Generation 63

Lead Generation Lead Rank Lead Scoring Leads 63

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.] Tag-team at events.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

Zoominfo

APRIL 23, 2020

Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. But a lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! Time to plan your next marketing campaign or start prospecting into your top accounts! JUST KIDDING.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

DiscoverOrg Sales

MAY 7, 2019

Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. A lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! This is an introduction to the use and impact of marketing and sales intelligence data on business decisions.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

Sales Overdrive

JUNE 22, 2012

Following are the first two of several simple steps designed to assist in the development or improvement of your sales and marketing process. There are many cost effective resources available today for B2B marketing such as Hoovers, Jigsaw and D&B. A few we like include Marketo, Acton and Eloqua.

Conversion 20

Conversion Decision Maker Lead Rank Lead Scoring 20

DiscoverOrg Sales

SEPTEMBER 14, 2018

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Sales and marketing alignment.

Account Based Marketing 202

Account Based Marketing SalesForce Top of Funnel Hotels 202

SalesHandy

MARCH 23, 2020

With this list of sales engagement platforms, we’ll explore the most popular ones in the market and how they might fit different teams. PersistIQ Marketo Sales Connect Olono Outplay RollWorks Datananas OneMob FunnelFLARE FunnelFly Xant.ai SalesHandy is a freemium Sales Engagement Platform for Sales and Marketing teams of all sizes.

Top of Funnel 95

Top of Funnel Maximizer Conversion VanillaSoft 95

DiscoverOrg Sales

SEPTEMBER 17, 2018

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Sales and marketing alignment.

Account Based Marketing 120

Account Based Marketing SalesForce Top of Funnel Hotels 120

Bigtincan

SEPTEMBER 8, 2021

The first and most common issue we see is that well-intentioned sales enablement process improvements fail when the content that marketing and other departments create for sales is scattered across a bunch of different places and is hard to find and keep track of. Training should be accessible online and offline.

Sales Enablement 111

Sales Enablement Strategy Enterprise Enterprise 111

Sales Hacker

JANUARY 9, 2019

As an enterprise account consultant, I’ve consulted with hundreds of small and midsize companies (most in the range of $10m to $150 annual revenue) and trained thousands in how to grow fast by selling big deals into the enterprise market. It’s a decision process driven by human emotions, and the primary emotion is fear.

Outsourcing Services 75

Outsourcing Services Harvest Face-to-face Enterprise 75

Sales Hacker

SEPTEMBER 2, 2021

It’s a go-to-market strategy that leads with the product, so you can experience its value firsthand. As a result, they experienced a 66% surge in marketing and sales expenses from 2018 to 2019. In a classic blog post , Christoph Janzexplains the number of potential customers in your total addressable market.

Lead Rank 93

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 93

LeadFuze

OCTOBER 6, 2021

Outbound sales, as defined by the American Marketing Association, is the process by which the sales representatives make outbound sales calls or use other sales channels to contact prospects. . In online marketing, it’s critical to understand how to attract the proper audience. Step 2: Build prospect profiles. Analyze your data.

Outbound 52

Outbound Ideal Customer Profile Strategy Consumer 52

Vengreso

APRIL 4, 2019

Most execs or decision makers are very busy early in the day. Dave suggests that this finding can vary between industry and niche, so even though you just learned the general best practices, you need to apply it in a way that is informed by your knowledge of your own audience and your market. Hortonworks. Salesforce. On Twitter.

InsideSales 94

InsideSales Prospecting Google Marketo 94

Nudge.ai

DECEMBER 8, 2017

Nimble: The #1 Rated Social Sales & Marketing CRM. Salesforce.com: Sell, service, and market smarter with the world’s #1 CRM platform. FindThatEmail: Find the email address of decision makers in millions of companies worldwide. Drift: Conversational marketing platform that qualifies leads for you.

Lead Rank 51

Lead Rank Lead Scoring Sales Tools B2B 51

Lessonly

JUNE 21, 2018

Jill Rowley, Chief Growth Advisor, Marketo. So the next step is for sales and marketing teams to engage with buyers based on their behavior.”. Jill Rowley, Chief Growth Advisor, Marketo. It’s essential to identify the ideal, high-value target profiles and decision-makers then communicate with tailored messages and content.”.

Lead Rank 22

Lead Rank Marketo Lead Scoring Top of Funnel 22

Markempa - Inside Sales

OCTOBER 31, 2016

In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less. To keep valuable field sales resources productive, many of the more innovative sales and marketing departments build “sales development” teams. Salesforce.com.

Revenue 45

Revenue B2B Lead Rank Buyer Persona 45

DiscoverOrg Sales

APRIL 10, 2018

You’re trying to ramp up, fast, and nothing brings in leads quicker than an outbound email campaign – so you drop those contacts into your CRM, and maybe a marketing automation tool (MAT) like Marketo, Outreach, or Constant Contact. …and the bounces start to roll in. Bad data can become an organizational cancer.

Data 46

Data Ideal Customer Profile Cost per Lead Outbound 46

Sales Hacker

OCTOBER 7, 2021

A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. Melissa Murillo is an award-winning and highly skilled sales leader with over a decade of experience in marketing and business development specializing in the IT channel.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

OnePageCRM

MARCH 2, 2017

Companies with dynamic, adaptable sales and marketing processes report an average 10% more of their salespeople meet their quotas compared to other companies. A loose analogy perhaps, for the age old battle that is sales versus marketing. Benefits of sales and marketing alignment. CSO Insight. Increased revenue. CSO Insights.

Top of Funnel 48

Top of Funnel Lead Rank Marketing Qualified Lead Lead Scoring 48

DiscoverOrg Sales

AUGUST 22, 2017

Today, the average organization has upwards of 20+ marketing and sales tools in their tech stack and many thousands more exist, all promising to boost ROI in their own way. Nearly every sales and marketing technology boasts integration with the CRM and most commonly they integrate with Salesforce.com first.

SalesForce 120

SalesForce CRM Lead Rank Lead Scoring 120