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.

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
Triggers Scoops data breach Equifax

Inside Scoop: Learning from Equifax – How Sales Can Act on (and Anticipate) a Data Breach

With the right information in-hand, savvy sales and marketing pros might have seen it coming. Even now, we can find insights to better sell security products in a more timely and helpful way - both in response to Equifax, and in preparation for the next inevitable data security breach.

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 Plagued by incorrect, incomplete, and outdated information, these purchased lists typically led to a lot of time wasted calling

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
love lessons for sales development

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.

Read full post
Improve your click through rate

[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.

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
business to business sales and marketing

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.

Read full post
8 TED Talks All Sales People Should Watch

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.

Read full post
Boost response rates role-based messages

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?

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