DiscoverOrg Sales

FEBRUARY 13, 2019

Exhibit B: Enterprise organizations have multiple similar job titles. Given that there are typically between 8-15 people involved in an enterprise sales cycle (and just 1-2 contacts tied to the average opportunity in a CRM) – leveraging the org charts is a must for shortening sales cycles and increasing win rates.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

Mereo

FEBRUARY 14, 2019

JD Edwards, then one of the top three or four providers of enterprise software, was reaching a critical juncture. The previous 18 months had seen investments in lead generation stop, all existing leads dry up and revenue drop by $200M. Market Segmentation and Past Sales Success Laid a Framework for Demand Generation.

Demand Generation 44

Demand Generation Demand Generation Targets Lead Rank Sales Qualified Lead 44

Emissary

JUNE 6, 2022

Tech marketers were some of the very first to adopt ABM as a strategy distinct from inbound and traditional lead generation. In the beginning, account-based marketing for enterprise tech marketers was simply an account list and a high-value direct mail campaign. Download the Guide.

Account Based Marketing 52

Account Based Marketing Enterprise Enterprise Demand Generation Targets 52

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. Big picture revenue growth and retention. Ownership of the entire revenue lifecycle.

Hiring 122

Hiring Retention B2C Demand Generation 122

Vengreso

JANUARY 22, 2025

By reading sales training blogs, sales professionals can gain valuable insights, learn new techniques, and develop the skills needed to succeed in todays competitive sales environment. The blog also emphasizes the importance of data-driven decision-making, offering insights on how to harness sales intelligence to gain a competitive edge.

Training 74

Training Top of Funnel Ideal Customer Profile SalesForce 74

Hubspot Sales

NOVEMBER 21, 2018

The field sales business model is when you have a full sales organization that closes large enterprise deals. Generate interest. This occurs through demand generation, which can happen with inbound and/or outbound strategies. Outbound demand generation is when a salesperson contacts a lead through cold outreach tactics.

Paid Content 145

Paid Content Top of Funnel Lead Rank Webinar Metrics 145

Vendor Neutral

JUNE 15, 2021

Give prospects the education, insight, and value they crave, and watch as your competition ends up in the rearview mirror! Learn How to: Gain a competitive advantage in your customers’ VUCA (volatile, uncertain, complex, and ambiguous) world. We help enterprise sales & service teams conquer their day.

Siebel 59

Siebel B2B Demand Generation Agencies Webinar Metrics 59

Sales Hacker

OCTOBER 8, 2018

Chris walks us through his habits, his principles, and his system for enterprise sales. They are now well past $100 million in ARR and one of the most successful enterprise technology businesses to come out of Silicon Valley and, in fact, out of the US in a long, long time. What You’ll Learn. Now, we have to thank our sponsors.

Hiring 82

Hiring Lead Rank Company Sales Qualified Lead 82

SBI

AUGUST 30, 2018

We all know how difficult demand generation is in the current status quo in which GDPR has put restrictions on email marketing, and email open rates have gone down significantly. We are also in the process of getting Soc 2 compliant, which allows us to meet enterprise-level standards for security, availability, and confidentiality.

Churn 95

Churn Loyalty Lead Rank Maximizer 95

Chorus.ai

JANUARY 10, 2020

Her previous roles in sales include Senior Manager of Inside Sales at Gong.io, a revenue intelligence company, and Regional Vice President of Business Development – Enterprise West at G2, the world’s largest B2B tech marketplace for software and services. But it’s also my competitive nature. In July 2019, Becc joined Chorus.ai

Scale 114

Scale Webinar Metrics Hiring Demand Generation Agencies 114

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). The answer is yes and yes! as outlined here. Could you dare to implement this within your organization?

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Allego

SEPTEMBER 24, 2020

Mary specializes in leveraging modern learning techniques and tools to enable and train global software sales teams to achieve revenue objectives in a fast-paced, competitive environment. George Donovan, our CRO, is a subject matter expert, so he delivered that in conjunction with me and the manager of our enterprise team.

Sales Enablement 71

Sales Enablement Unica Demand Generation Targets Demand Generation 71

Hubspot Sales

JULY 1, 2019

This hyper-personalized approach is typically too high-touch for B2C products, but it can be ideal for organizations selling to enterprises. No matter what you call it, this approach isn’t altogether new: Enterprise salespeople have used an account-level approach for a long time. Read on for a deep dive into account-based sales.

Ideal Customer Profile 100

Ideal Customer Profile Account Demand Generation Targets Top of Funnel 100

SugarCRM

JUNE 6, 2023

As a learning lesson of our ample collaboration with such enterprises, we have insights into the niche that might help companies in such verticals better implement CRM tools, which is why we put together this CRM playbook. This dynamic, above all, can be translated into a partnership between two (or more) enterprises.

Enterprise 26

Enterprise Enterprise CRM Territories 26

BuzzBoard

FEBRUARY 28, 2024

The narrative of a small enterprise soaring to industry stardom is highly compelling. Small businesses, in particular, have experienced profound shifts, as digital marketing strategies have leveled the competitive landscape, enabling them to rival large corporations.

Small Business 52

Small Business Small Business Demand Generation Agencies Case Study 52

Openview

OCTOBER 13, 2017

As part of our Go-to-Market Forum, Casey Cheshire of Cheshire Impact moderated a panel with Natasha Sekket , VP of Demand Generation at ClickSoftware; Frank Ernst , Vice President of Sales Development and Inside Sales at Zuora; and Brian Schwartz , Head of Sales at UserTesting. What was that difference like? .”And

Marketing 74

Marketing Top of Funnel Outbound Inbound 74

Product Management University

FEBRUARY 12, 2024

They custom developed one-off modules on a contract basis for customers that needed functionality not yet in demand by the broader market. At the time, this was a regular practice as all enterprise software was installed at the customer site. We decided to do something no other enterprise software company had ever done at the time.

Marketing 59

Marketing How To Segment Scale 59

The ROI Guy

JUNE 13, 2012

In partnership with EnterpriseGuide , the social buying community for Enterprise Technology, the Alinean Value Marketing Tools are used to fuel e-mail marketing campaigns to a member community of over 3.8 Leads can be added to any existing Alinean Value Marketing Tool campaign at an extremely competitive price.

Guarantee 65

Guarantee ROI Lead Rank Lead Scoring 65

Sales Hacker

NOVEMBER 15, 2017

Demand Generation. Enterprise. Enterprise (in the context of sales) is a relatively large organization typically composed of multiple levels, locations, and departments which need multi-layer software systems that support collaboration across a large corporate environment. Deal Closing. Decision Maker. Direct Mail.

Lead Rank 105

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 105

The ROI Guy

APRIL 21, 2010

Without personalized and quantified value proof points delivered via on-line interactive benchmarking, assessment, ROI and TCO tools, it is difficult to meet demand generation goals – attracting and capturing qualified prospects, and accelerating the sales cycle.

ROI 40

ROI Campaigns Lead Scoring Lead Rank 40

BuzzBoard

FEBRUARY 26, 2024

BuzzBoard has been empowering leading SMB-focused enterprises, including agencies and media houses with its AI-powered, human-verified SMB account intelligence and contact data for years now! BuzzBoard arms sellers with intelligence on prospect’s competition, that they can bring as a must-have insight to business owners. Christopher H.,

Ideal Customer Profile 52

Ideal Customer Profile Demand Generation Agencies Top of Funnel Customer 52

The ROI Guy

MAY 4, 2011

For example, the same white paper is often used to connect and engage a manufacturer and a financial services executive, or an enterprise and a medium sized business. The one-size-fits-all approach means that the content often has to be lengthier than today’s time pressed buyers want, and often contains irrelevant content.

Marketing 94

Marketing Case Study Survey Social Media 94

Sales Hacker

DECEMBER 1, 2020

Identifying prospects who are in the market for your solution and providing salespeople like you with the insight to create highly relevant messaging, generate more opportunities, increase deal size, and get into opportunities before your competition with 6sense. Learn how modern sales teams win deals now at 6sense.com/saleshacker.

Marketing 82

Marketing Scale Demand Generation Agencies Marketo 82

The ROI Guy

SEPTEMBER 17, 2010

This has resulted in a condition known as Frugalnomics, where buyers are now immune to empty product pitches and promises, instead demanding quantifiable proof that a proposed solution will drive bottom-line impact and represents more value versus the competition.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

BuzzBoard

MARCH 27, 2023

This inevitably leads us to a rising trend of investing in collaboration technologies, like video conferencing, instant messaging and chat apps, enterprise social networks, email, shared documents, phone, virtual whiteboards and so on. Interestingly, 70% of marketers believe investments in remote technologies are here to stay.

Data 52

Data Account Based Marketing Marketing SalesForce 52

BuzzBoard

MARCH 27, 2023

This inevitably leads us to a rising trend of investing in collaboration technologies, like video conferencing, instant messaging and chat apps, enterprise social networks, email, shared documents, phone, virtual whiteboards and so on. Interestingly, 70% of marketers believe investments in remote technologies are here to stay.

Data 52

Data Account Based Marketing Marketing SalesForce 52

SalesLoft

NOVEMBER 5, 2019

With over 700,000 new Lucidchart registrations a month, Tyler has a big task as Director of Demand Generation. Lucidchart’s PQL approach strategically aligns marketing and sales, essentially changing the customer experience within SaaS while taking competitive advantage of the landscape. We want to talk to sales leaders.

Sales Qualified Lead 45

Sales Qualified Lead Lead Scoring Lead Rank Marketing Qualified Lead 45

Highspot

FEBRUARY 29, 2024

It involves coordinated efforts to make the product available and appealing to customers in the most effective and competitive way. Demand Generation Specialist Responsibilities: Focuses on lead generation and creating demand for the product. A GTM team has a lot of moving parts.

Marketing Qualified Lead 52

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 52

The ROI Guy

MAY 4, 2006

However, as with the five prior years, increases in tech market spending are outpacing the overall growth in the IT marketplace, meaning that the landscape is becoming ever more competitive and customers are getting harder and harder to reach. How is IT spending changing for small and medium enterprises?

Marketing 40

Marketing Vendor Survey ROI 40

Highspot

SEPTEMBER 30, 2020

The goal is to position your product above the competition by focusing on product capabilities and benefits. Who should use it: This approach is best for complicated deals with protracted buying cycles and is an effective way to approach major enterprise buyers. Consultative Selling. The Challenger Sale.

Sales Methodology 85

Sales Methodology Sales Qualified Lead Scale Top of Funnel 85

Sales Hacker

JANUARY 24, 2018

What are your biggest demand generation challenges? Research competition. For more information on generating killer headlines, check out Buffer’s complete guide. But if you both target marketing directors in enterprise-level organizations, it makes perfect sense. Ask your audience. Find editors. Conclusion.

Lead Generation 100

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 100

The ROI Guy

JANUARY 17, 2011

Differentiate Example: ShoreTel TCO Tool The Unified Communications market is extremely competitive, and an emerging leader, ShoreTel, needed to demonstrate head-to-head cost advantages. view the tool A webinar on this topic can be found at: https://alinean.webex.com/alinean/lsr.php?

ROI 45

ROI Lead Scoring Lead Rank Tools 45

Sales Hacker Training

NOVEMBER 21, 2022

Some of their most useful features are campaigns for demand generation and sales acceleration. Sisense With massive heaps of information available to enterprises, having a team of data scientists and a powerful crunching tool on your side becomes imperative.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Zoominfo

SEPTEMBER 25, 2018

Matt covers the entire pipeline – demand generation, lead management, sales effectiveness, technology and more – all focused on helping you find, manage and win more business. Podcast host, Mark S A Smith puts it like this, “If you’ve got to sell something disruptive or just want to disrupt the competition, you’re in the right place.”.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Sales Hacker

FEBRUARY 14, 2025

Raising a fund, securing capital for a startup, or even selling into the enterprise all share a common foundation: relationship-driven sales. Another way to think of this is that we were moving from selling to SMBs to selling into the Enterprise. And with all humility, its a damn good product. But looking back, this actually hurt us.

Outsourcing Services 80

Outsourcing Services Scale Marketing How To 80

Sales Hacker

OCTOBER 7, 2021

Sales success has often been attributed to traditionally self-centric masculine attributes of competition and aggression. Adrienne has been in Enterprise Technology sales for over 6 years specifically focused on helping state and local governments utilize their data to drive better outcomes for our communities. Adrienne Greenberg.

Hiring 137

Hiring Ideal Customer Profile Top of Funnel Lead Rank 137

Hubspot Sales

FEBRUARY 21, 2025

After six months of targeting enterprise accounts, I developed a simple system to track progress and to know when to pivot. Using feedback, data points, and signals, such as lead scoring on HubSpot, allows us to focus tactics on demand generation behaviors rather than taking bets on accounts whose behavior might be very different.

Ideal Customer Profile 59

Ideal Customer Profile Demand Generation Targets Top of Funnel Account 59