Account-Based Marketing

Marketers re-target leads for better MQLs

Low MQLs? 7 Digital Marketing Tricks to Keep Leads Coming Back for More

Coupons might feel like a B2C move, but the same idea works as a re-marketing tactic for B2B companies as well. How about a free month of service, a free sample, or a limited-time discount? You can add urgency (“This offer expires in 24 hours!”) social proof (“Check out all these 5-star reviews!”), or a time-based discount.

Read full post

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.

Read full post
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.

Read full post

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.

Read full post

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 Plagued by incorrect, incomplete, and outdated information, these purchased lists typically led to a lot of time wasted calling

Read full post

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.

Read full post
Independent case study comparing apples to oranges

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.

Read full post
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.

Read full post
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!

Read full post
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.

Read full post
logo
© 2017 DiscoverOrg, All Rights Reserved
© 2017 DiscoverOrg, All Rights Reserved
logo