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Redesigned integration for Outreach faster saales

Sales Acceleration on Demand: Outreach & DiscoverOrg

“Sales acceleration” is a good buzzword, but all it really means is “sell more, faster” … without saying anything about “How?” There are a lot of sales acceleration tools out there, but the redesigned DiscoverOrg’s Outreach connector solves some very specific problems: (1) a disjointed sales tech stack, (2) inaccurate, untrustworthy data, and (3) governance

The Effect of Predictive Data: 95% See Positive Gains

“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. We put the question to 207 sales and marketing professionals in a director position or above, and published our findings in a resulting study of 80+ individual data points and datapoint combinations.

DiscoverOrg CEO Henry Schuck

What Is Sales Intelligence? An Interview With DiscoverOrg CEO Henry Schuck

Without sales intelligence, the growth of your universe of accounts (and revenue potential) is left to chance. It’s like spraying a hose with an open nozzle or spraying with a closed nozzle: You’re going to get wet either way, but one is much more efficient than the other.

Data vs. Sales Intelligence: The Sales and Marketing Transformation You Need to Know About

Data and intelligence.   Too often, in an increasingly complex landscape of sales and marketing data providers, these terms are used interchangeably.   They are most certainly related – quality data sets the foundation for valuable intelligence.  In this piece, we will: Define data vs. intelligence Understand how data is transformed into intelligence Learn how the right

Q2 2017 Technology Pain & Spending Trends: Storage

With half of the year already behind us, many companies who purchased technologies in Q1 have been able to evaluate the return on those spends as well as better understand where business pains still lie. Right now, there is time for companies to purchase products and services that can still impact their 2017 numbers. As

Q2 2017 Technology Pain & Spending Trends: Enterprise Applications

With half of the year already behind us, many companies who purchased technologies in Q1 have been able to evaluate the return on those spends as well as better understand where business pains still lie. Right now, there is time for companies to purchase products and services that can still impact their 2017 numbers. As

Q2 2017 Technology Pain & Spending Trends: Network

With half of the year already behind us, many companies who purchased technologies in Q1 have been able to evaluate the return on those spends as well as better understand where business pains still lie. Right now, there is time for companies to purchase products and services that can still impact their 2017 numbers. As

How to Plan Ahead to Win Last Minute Q4 Sales

Conversations about fourth quarter sales trends usually gravitate towards holiday spending and retail. While the final months of the calendar year associate with B2C consumer behavior at first glance, B2B patterns suggest quite a bit of revenue is still up for grabs even when work purchasing is on the back burner for many buyers. Winning

what is spam? what is cold email?

How to Create a Paid Marketing Campaign Using ABM

Account-based marketing (ABM) is an effective strategy when trying to win sales. Companies that implement an ABM approach generally see more qualified leads, a higher close ratio, better collaboration between Marketing and Sales teams, and an increased ability to measure marketing ROI. As a quick recap, ABM essentially flips the sales funnel upside down and,

Nearly 40% of Businesses Affected by the General Data Protection Regulation (GDPR) Aren’t Compliant

Organizations Worldwide Race to Meet GDPR Security Standards before 2018 Deadline The General Data Protection Regulation (GDPR) has been causing angst amongst IT compliance, data protection, and security professionals ever since its approval on April 14th, 2016. The GDPR has served as a catalyst for millions of dollars of investment to reach compliance by the

Federal vs. State Tech Spending Trends

While government IT often has a reputation of lagging behind the times and spending valuable budget dollars on maintaining old legacy systems, it may finally be time to bring federal technology into the modern era. A push for IT modernization along with hefty IT budgets could mean incredible opportunities for technology vendors in the upcoming

Walmart vs. Amazon Web Services (AWS): DiscoverOrg uncovers what companies are affected

The opening shot was fired in 1995. When the first suburban shopper bypassed the Best Seller shelf at a friendly neighborhood box store to fire up a 56K modem and order the latest John Grisham novel delivered direct to their cul-de-sac, the implication was clear. Upstart online book seller Amazon.com was declaring war on the

Q1 2017 Technology Pain & Spending Trends: Security

Q1 means a new year, a new start. Many budgets have been replenished and the strategic business spending has commenced and DiscoverOrg wanted a better understanding of the tech landscape in Q1 2017. We conducted multiple technology sector-themed surveys in Marketing, Business Intelligence, Enterprise Applications, Network, Storage, and Security. We asked business professionals who work

Q1 2017 Technology Pain & Spending Trends: Enterprise Applications

Q1 means a new year, a new start. Many budgets have been replenished and the strategic business spending has commenced and DiscoverOrg wanted a better understanding of the tech landscape in Q1 2017. So, our Research Department conducted multiple technology sector-themed surveys in Marketing, Business Intelligence, Enterprise Applications, Network, Storage, and Security. We asked business

Q1 2017 Technology Pain & Spending Trends: Marketing

Q1 means a new year, a new start. Many budgets have been replenished and the strategic business spending has commenced and DiscoverOrg wanted a better understanding of the tech landscape in Q1 2017. We conducted multiple technology sector-themed surveys in Marketing, Business Intelligence, Enterprise Applications, Network, Storage, and Security. We asked business professionals who work

8 Ways a Staffing Agency Can Stand Out

Breaking through the “noise” successfully requires a more personalized, relationship-based selling approach, and the staffing sector is no exception. Additionally, staffing companies are facing a threat to what used to be their most valuable asset—their proprietary “database” of candidates. This is also the way that staffing companies traditionally differentiated themselves from the competition. With the

Increase Your Sales Call Conversion Rate With The Power of Three

Statistics tell us that B2B buyers connect on the internet more than ever. However, as you likely know from experience, closing business over the phone remains a core skill for anyone selling products and services to other companies. In the digital age, sales professionals walk a fine line with the phone. The difference between landing

Which Cities Are Most Focused on Technology? The Top 27 U.S. Markets for per Capita IT/Tech Spending

Our Top 10 Cities by Technology Spend blog post was so popular, we decided to go back into the DiscoverOrg system and now find the top 27 cities with the highest per capita IT spend. This post highlights which cities are really technology focused. We found a great mix of cities from around country, with some

Intelligence is to Sales as Google is to Websites…

I love analogies. Analogies help people understand complex ideas, especially ones where they have low familiarity. Marketing and sales intelligence is a concept that could benefit from an analogy. Even if it isn’t perfect, a comparison that works on multiple levels is with Google’s search engine. Google Transformed Search Engines I remember being blown away

DiscoverOrg Survey Finds Less Panic, More Planning After WannaCry Attack

With organizations the world over still reeling from the effects of this month’s WannaCry ransomware attack, and cyber security experts already warning of more potent threats to come, technology and business leaders are scrambling to make sense of an increasingly treacherous digital landscape. In the wake of the WannaCry crisis, DiscoverOrg surveyed 258 decision makers,

Don’t Spam: How to Engage Before the First Touch

Earlier we covered English-language spam rules, a diligent observation of laws regulating the mass sends of unsolicited marketing materials to prospects. The good news for marketers is that there are dozens of perfectly legal, non-spam ways to make first touch engagements happen. Here’s a real life illustration that showed up in my Facebook feed the

Reference Guide to Bulk Email Rules: CAN-SPAM, EC Directive, CASL and Beyond

With email usage worldwide projected to reach 3 billion users by 2020, businesses simply have to continue using email marketing to reach their target audiences. But it’s not as simple as quickly drafting a messages and hitting “send.” Read it: What is Spam? The Truth About Cold Email With laws and regulations surrounding this marketing

Ransomware Attacks Take the World Hostage

As the workweek wound down last Friday, the digital world was hijacked for ransom. The attack was unleashed across the globe through a potent new ransomware called WannaCry, which infects Windows systems when users either click an email link or download malicious files. Once installed, WannaCry effectively locks the infected computer until a bitcoin payment

Google Docs Phishing Scam – IT Leaders React to Another Data Security Scare

On May 3rd, 2017 a phishing scam targeting Google account users swept across personal and professional email accounts, hoodwinking people into giving out their account information. In response to the recent Google Docs Phishing Scam, we reached out to several high level IT leaders regarding the impact of the scam on their organizations. The majority

Top 10 U.S. Markets for IT/Tech Spending

Which cities are home to companies that have the most budget dollars to readily invest in technology? We pulled the data to reveal the places where pockets run deep for businesses spending on IT purchases. Here are the top ten:  #1  New York City Total IT/Technology Budget: $145.5B % of Revenue allocated to IT/Tech Spend:

7 Signs Your Sales and Marketing Teams are Aligned

Are your sales and marketing teams aligned? Let’s see. The 7 Signs of Aligned Teams 1. They are working toward the same goals A cornerstone of aligned teams is the fact that they are working towards the same shared goals. Aligned teams don’t define success as just bringing in inbound leads or closing outbound deals,

Summary Report: Q1 2017 Technology Trends

And we’re off in 2017. A new year. A new start. Many budgets have been replenished and the strategic business spending has commenced. With one quarter already behind us, DiscoverOrg wanted a better understanding of the tech landscape in Q1 2017. So we conducted multiple technology sector-themed surveys in Marketing, Business Intelligence, Enterprise Applications, Network,

Turning a Customer into Your Marketing Hero

In today’s fast-paced B2B space, a lot of companies put most of their focus on acquiring new customers. Of course it’s very important to grow your business, but remember the old adage: 80% of your business comes from 20% of your customers. It’s easy to forget about your existing customers outside of an occasional touch-base

Deep Dive Into ABM and Client Success

Take a moment to think about your customers. How did they first find out about your company? How did they start doing business with you? Marketing and Sales teams try to push contacts through the sales funnel, but ultimately, the buyer creates and dictates their own path. There is no way around the fact that

Eight Sales Rules to Succeed as an Account Manager

There must be a thousand job titles for a sales professional. Account executive, account manager, representatives of all shapes and sizes, procurement support specialist, etc.—organizations tailor sales titles to the nuanced role of their personnel. At the end of the day, no matter what sales-related variant appends the job title, selling products and closing deals

Where should a B2B start-up spend its marketing dollars for fastest growth?

I have heard the story repeated many times, a young start-up receives Series A funding and excitement is running through the company. Their ideas and hard work have been validated, but now the pressure is on to do two things; improve the product and grow. Fast. The founders have clear ideas on how to the

Launching ABM: 5 Principles to Adopt and 5 Pitfalls to Avoid

Account-based marketing (ABM)is a hot topic … still. ABM ‒ a strategy in which an organization considers individual prospects or customer accounts as markets of one and targets them with highly personalized campaigns ‒ retains the substantial industry buzz that has surrounded it in the past few years. But does ABM actually live up to

How to Use Your Tools to Track the Success of Your Campaigns

Tangible results should attach to key performance indicators (KPIs) by which you judge the effectiveness of your tools and your team. This requires understanding the metrics by which success should be measured as it relates to whatever the department pays for—usually on a campaign-by-campaign basis. Professional marketing automation platforms (MAPS) give marketers built-in analytics features

The 5 Biggest Mistakes Marketing Makes for B2B Sales Teams

At DiscoverOrg, our experience in sales intelligence has allowed us to develop an expertise in marketing for B2B sales. This expertise is derived from: Product Position – By both generating leads and helping convert those leads to sales, our product is uniquely positioned at the intersection of sales and marketing Industry Research – Through our research

How Great Marketers Show TRUE ROI as Earned Revenue

How much budget should you allot for marketing tools? There isn’t one right answer for this question. At the end of the day, though (rather, at the end of the year) the budget allocated for these tools weighs against the new customers and revenue your marketing efforts attract. The cost of acquisition struggle is real

DiscoverOrg Survey Reveals 40% Of Companies Affected by the Amazon Web Services Outage Looking for Another Solution

On February 28th, 2017, Amazon’s Amazon Web Services (AWS) felt a healthy dose of reality as its simple storage service, or S3, went down for roughly 4-5 hours.  The outage took out a substantial portion of the Internet.  This isn’t the first-time AWS has had significant issues (in 2013 the same Northern Virginia datacenter caused

19 Must-Have Sales & Marketing KPIs for Working the Sales Funnel

Key performance indicators (KPIs) set expectations for Marketing and Sales teams, and provide metrics for success. So, what KPIs should Marketing and Sales departments track? What metrics should be assigned to each? There are a lot of KPIs that can be tracked, which is why the word ‘key’ in key performance indicators is so important.

ROI Tracking – Justify Your Spending in 2017 (January 2017 – Q1 Series: Quick Start Guide to a Successful Marketing Plan in 2017)

It’s now the New Year and you have a whole whiteboard of marketing campaigns to implement, great content to distribute, and new initiatives to take on. But first you have to face your CFO to get the marketing budget you require. How do you gain his confidence in your marketing activities? Justify your spending in

Target Marketing by Persona: Shed Light on Your Shot in the Dark (January 2017 – Q1 Series: Quick Start Guide to a Successful Marketing Plan in 2017)

Marketing–with its vast tools for email blasts, twitter posts and paid ads–has made it easy to reach thousands of people with the click of a button. But this method can quickly become more like a shot in the dark than messaging likely to reach a potential customer. Do you know who is receiving your emails?

The Great Sales and Marketing Divide… And How to Solve It (January 2017 – Q1 Series: Quick Start Guide to a Successful Marketing Plan in 2017)

If you’re in Sales or Marketing, chances are you’ve experienced the love-hate relationship, the sibling rivalry that plagues most Sales and Marketing teams within an organization. Despite both departments having the same end goal of driving revenue and contributing to the overall success of the organization, they just can’t seem to do it together. It’s

Sales receives an inbound lead from Marketing…Now what?

You’ve worked hard creating content that prospects find interesting, are downloading, and now they are hitting your lead scoring threshold. You did it! But what now? Once you hand these Marketing Qualified Leads (MQLs) over to Sales what happens to them? In previous blogs, we’ve discussed how Marketing should involve Sales in the process of

Building a Progressive Profiling Strategy

As a Marketing team, you spend countless hours strategizing who your target audience is and how to nurture them through the buyer journey, ultimately to make a purchase. Then you spend even more time creating content that provides your targets with some introductory information with the intention of driving them to your website to learn

The Cloud: A Disruptive Force That’s Here to Stay

Cloud-based solutions are a disruptive force, poised to drive substantial sales in many different areas within the IT landscape.   But are companies moving toward using the private cloud or the public cloud?  We asked over 350+ IT decision makers about their current cloud budget and how they expect it to change in the next

The Changing Landscape of Cloud and Mobility Spending

The IT industry’s dissatisfaction toward localized data storage dominated the latter part of this decade. It’s a traditional type of infrastructure that doesn’t have the direct benefits of the internet.  The “cloud”—a blanket term referring to computing that runs on the internet—provides a modern solution for businesses around the globe. Cloud Solution Spending Trends Year

How DiscoverOrg Can Be Used to Achieve Account-Based Marketing

Account-based marketing (ABM) is a marketing approach that can be extremely beneficial for B2B sales organizations. ABM essentially flips the traditional sales funnel, starting with identifying a target account then nurturing and marketing to that account through the funnel. In a recent blog, we spoke about the challenges of implementing ABM, one being a lack

Is Account-Based Marketing for me?

In recent blogs we’ve discussed account-based marketing (ABM) and highlighted its benefits to sales organizations. As a quick recap, account-based marketing flips the traditional sales funnel by identifying specific prospects who fit your buyer persona, then marketing directly to those accounts. Organizations that successfully implement an ABM program see many benefits, including more qualified leads,

Why Companies are Struggling to Adopt Account-Based Marketing

Account-based marketing (ABM) has become one of the latest buzzwords in B2B marketing circles. Executed correctly, ABM is more than just the latest tech trend—it has the power to transform your sales process and increase your win rate. More B2B organizations are beginning to implement account-based marketing, but we’re seeing many struggle in those early adoption

What is ABM and can it help you close more deals?

The traditional sales funnel is familiar to marketers and salespeople: the marketing team creates content, attracts leads with that content, nurtures those leads and then hands qualified leads off to sales. Some companies find success with this approach, but it is labor intensive at the front end and hard to measure a return on that

It’s Not Too Late—There is Still IT Budget to Be Spent in Q4

For many organizations, Q4 can be taxing as departments concentrate on meeting year-end goals while simultaneously planning and budgeting for the year ahead. And every salesperson is wondering one thing: can I make this sale by the end of the year? RainKing Solutions, the world’s leading sales intelligence platform, wanted to know more about budgeting across

What Security Threats Should Your Company be on the Lookout For?

Cybersecurity: A Top Investment Area for 2017   Studies conducted by DiscoverOrg, the industry’s leading sales intelligence platform, show that more than 20% of companies across multiple industries have IT budget remaining for 2016 that has yet to be allocated. As it is common practice for departments to use all of their annual budget (or

Challenges of Achieving Operational Efficiency

There are numerous challenges facing organizations that can impede operational efficiency in its truest sense. For many, changing the way in which they approach—and think about—operational efficiency is the biggest challenge. Operational excellence and efficiency should be approached as a philosophy of leadership, teamwork, and problem solving. This is an ever-evolving practice requiring dedication and

What Areas of Technology/IT Solutions are Businesses Investing in

In the blog we published a few weeks back, we briefly went over some of the IT areas that businesses invested in the most, something we will expand upon today. It is important to look at these findings in order to gain more insight into where you should be investing, and what changes may need to

Why Annual Budget Management is Important for Your Business

Effective budget management is absolutely imperative to the overall operation of your organization. From smart IT spending habits to finding the right data solutions for your organization, there are numerous areas that require research and attention. However, many organizations have improperly conceived budgeting procedures and strategies, which only leads to trouble. This is why it

The Numbers Don’t Lie: A Look at Trends in IT Spending

Today’s businesses are faced with numerous tough decisions when it comes to where to spend their budget, specifically in the IT realm. IT (information technology) is more important than ever before, in large part because of all the advancements in technology over the last several years. It can be quite challenging for businesses to develop

calculate total addressable market

Planning a marketing or sales event? Invite the right people and watch your ROI skyrocket!

Here’s a micro-targeting technique that some of RainKing’s most savvy customers are using to get more from their events.

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© 2018 DiscoverOrg, All Rights Reserved
© 2018 DiscoverOrg, All Rights Reserved
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