VIDEO: 3 Ways to Scale Your Inbound Sales Team

Welcome to another Whiteboard Wednesday! I’m Chaz Knauft, Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team –...
October 1, 2019
Sales and Marketing Alignment
7 min read

How to Create an Ideal Customer Profile (ICP) to Target the Right Prospects

The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects - but how do you create an accurate ICP in the first place?
September 26, 2019
Account-Based Marketing
4 min read

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.
September 25, 2019
Account-Based Marketing
6 min read

The ABM Cookbook: 5 "Recipes" to Keep Sales 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!
August 28, 2019
Outbound Sales
6 min read

How to Create a Customer Insight Report Your Whole 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.
July 30, 2019
Sales and Marketing Alignment
6 min read

Account-Based Sales Development: 8 Steps to Global Success

What is global account-based sales development? In short, it is an outbound sales campaign for a well-defined portion of a multinational account. It could be a target account you’re already prospecting,...
July 18, 2019
Account-Based Marketing
6 min read

Want Better Lead Generation? Get Marketing & Sales in Line

Sales enablement really boils down to how marketing can help make sales more successful, and this can be accomplished through a range of program areas including technology, intelligence, content, analytics, training, and demand generation.
July 8, 2019
Sales and Marketing Alignment
4 min read

How to Boost Email Response Rates with Account-Based Content

In B2B marketing, when you improve response rates, you tend to see better downstream results including: more qualified leads, more pipeline, and more deals won. But how do you achieve higher levels of engagement?
July 1, 2019
Account-Based Marketing
6 min read

3 Ways Sales Can Help Marketing (and Help Themselves)

The goal of your marketing team is to help your sales team. Agreed? OK – great. But marketers need the insights only salespeople can provide. Since sales is so much...
June 11, 2019
Marketing Strategies
5 min read
Load More