[VIDEO] Whiteboard Wednesday: A Formula for ABM Resource Allocation (Katie Bullard)

Today we're going to walk through the four-step formula for deciding how you should allocate your marketing resources towards account-based marketing efforts. It's not the same for every company, and typically it doesn't mean abandoning inbound for ABM. Let's start with the first question: "Do you have a long and complex sales cycle?" This will affect your resource allocation.
August 22, 2018
Account-Based Marketing
3 min read

What Makes an Award-Winning Sales Organization?

If you’re going to work one of the most difficult jobs out there, you might as well do so while sharing those valuable hours of your life with a company...
August 1, 2018
Awards
5 min read

The Startup's 4-step Guide to Building Strong Sales Pipeline

“Where should I start when I have limited resources? With inbound? With outbound? With ABM?” As an emerging business, you need to find the quickest, most efficient, and most sustainable route to growth. Regardless of your industry, your deal size, your sales cycle, or your buyer, there are 4 simple steps that will get you to that next chapter - wherever you are in your growth journey.
May 30, 2018
Outbound
7 min read

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

Over 85% of respondents said Job title are effective or very effective at predicting a prospect’s likelihood of predicting a purchase. This is because Job title is a basic, fundamental part of the Ideal Customer Profile. The least predictive Fit data point? Age.
February 7, 2018
Best Practices
6 min read

The First of its Kind: Sales Intelligence for Legal & Compliance

The new Legal & Compliance dataset brings fresh sales and marketing intelligence to this untapped industry that can’t be found anywhere else. - a steep advantage for those selling legal technology and legal services.
January 18, 2018
DiscoverOrg
3 min read

[VIDEO] 7x more Demos & 2.5x bigger ACV: The Results of Our Account-Based Everything Experiment

Using the same data and fit criteria - with an ABM approach - we saw 7 TIMES more meetings set in our ABE target group even though both groups engaged with us at the same rate.
January 11, 2018
Account-Based Marketing
6 min read

The Power of Marketing and Sales Intelligence

Sales intelligence. Lead lists. Not sure where to start … or why you should care? You’re in the right place. For many years, sales and marketing teams turned to list...
October 24, 2017
Account-Based Marketing
4 min read

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

Even though SalesFolk used 3 times more leads from ZoomInfo, DiscoverOrg email addresses yielded almost 10 times more positive responses.
October 17, 2017
Account-Based Marketing
5 min read

An Inside Look Premiere: A True Story of Executing Account-Based Everything

“It’s not old wine in a new bottle,” says Dave Sill, our Senior VP of Sales. “It's an old idea that technology has just empowered - which is really cool.” Join DiscoverOrg as we step through the planning and execution of a true account-based everything strategy.
September 26, 2017
Account-Based Marketing
3 min read

Are You Trying to Complete the ABM Marathon - Before the ABM 5k?

You could easily spend months doing an in-depth statistical analysis of thousands of data points; but that might actually hamstring your efforts. In the fast-paced environment that surrounds sales and marketing, we must chart progress – not perfection.
September 19, 2017
Account-Based Marketing
4 min read

[PART 2] What Buyers Want: The B2B Vendor Advantage

Buyers aren’t necessarily fixated on the market leader and are more than willing to select second-tier competitors than one might expect. In fact, only 33% of participants prefer the best-known brand with the highest functionality and cost.
July 13, 2017
Research Reports
6 min read

[STUDY] What Do B2B Buyers Want?

A B2B buyers' higher negative rating of salespeople is inversely related to a department’s tolerance for risk; for example, IT buyers rated 37% of all salespeople as poor - higher than any other department - while their risk tolerance was a low 5 out of 10.
July 11, 2017
Research Reports
8 min read
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