B2B Insights
Blog posts and thought leadership from DiscoverOrg on topics relevant to the modern B2B professional in sales, marketing, customer success, staffing and more.
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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5 Mistakes Online Dating Can Teach Sales Prospecting
Prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads.
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[VIDEO] How to Get 30% Response Rates with Prospecting Emails
The second prospecting email is even shorter, but I added a new value prop. We find these follow-up messages get 3-4 times the click-through rate that the first message does.
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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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B2B is Dead – Long Live B2P
B2P removes the barriers created by the B2B mentality by placing the emphasis back on what people really care about and the stories that drive us.
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8 TED Talks All Salespeople Should Watch
We love the power of video to quench our thirst for knowledge and enlighten us in the field of sales. We’ve come across 8 TED talks that can do just that.
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How to Improve 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?
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[VIDEO] Real People, Real Sales Intelligence
Our gracious host is determined to show two newcomers - from sales and marketing, respectively - how the DiscoverOrg platform powers a bigger pipeline, more appointments, and faster revenue growth.
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How to Avoid the Spam Trap
To make sure you never hit a spam trap, Hubspot suggests only sending to opt-in contacts and to avoid purchasing data from a data provider. That’s a great plan! … unless you want to generate new leads and increase sales:
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[VIDEO] 4 Steps to Create a Winning Value Proposition
Value: You're defining it wrong. In these 4 steps, Justin Withers shows how to frame a winning value prop to address a real need. Convey value, close the sale.
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