Account-Based Everything

account based marketing ideal customer profile

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

Marketers, what kind of leads did you earn with your last whitepaper or e-book? Were they the warm leads you needed? Were you lucky enough to reel in brand champions? Such success is rare.

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fit, intent, and engagement data is ABM

How to Operationalize Account-Based Marketing

In short, the first rule of account-based marketing is: know your target accounts. The second rule is: know your target accounts.

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power of sales intelligence ebook

The Power of Sales Intelligence #1: Data quality and management

Marketing and sales intelligence is more than just data. Think of it like a college textbook: They are are constantly being updated. Why? Because time has an effect on data. Marketing and sales data is no different; it also needs to be constantly refreshed to be accurate.

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power of sales intelligence vs. raw data

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 providers for prospecting and lead generation. Plagued by incorrect, incomplete, and outdated information, these purchased lists typically led to a lot of time wasted calling

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Adventures in Account-Based Marketing

I became interested in target account marketing, which I later learned to call ABM, while tying to efficiently grow a software business. The hypothesis was that if all of our time, energy, and money was spent on a focused sales and marketing effort to convert a list of target enterprise accounts, we could grow our average sales price (ASP) - without breaking the bank.

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Selling to CXO - prospect insight report

How to Build a Prospect Insight Report Your Entire Team Can Use

Include the customer's business strategy in your prospect insight report. I’ve seen a customer meeting end because sales couldn’t answer this opening question: “Can anyone here tell me what our business strategy is?” Not a pleasant memory.

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account based marketing cookbook

The ABM Cookbook for Sales Teams: 5 recipes to keep Sales 100% focused on target accounts

If you want to distribute 30 key accounts to each, provide a list of 40 candidate companies. Ask the Account Executives to weed out poor prospects, and let them propose a few alternative names of their own. Now the AE owns the list!

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account-based-marketing-episode-1-Inside-look

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.

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DiscoverOrg features for sales development

Alert Subscriptions – A Magic 8 Ball for Outbound Sales Development

If the subscription alert revealed a plan to hire 15 new sales reps, I know my target company wants to grow. That’s a significant investment, and management will want to see ROI right away. I’d call first, then put the prospect in a very specific nurture email campaign.

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5 things sales wishes marketing knew

5 Tips for Sales and Marketing Collaboration

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.

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© 2017 DiscoverOrg, All Rights Reserved
© 2017 DiscoverOrg, All Rights Reserved
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