What Is Sales Intelligence? An Interview With DiscoverOrg CEO, Henry Schuck


The term “Sales Intelligence” is frequently thrown around in sales and marketing, but there’s a lot of confusion about what it actually refers to. What is sales intelligence? How is it different from a lead list?

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An Inside Look Premiere: A True Story of Executing Account-Based Everything


Account-based marketing (ABM) is a hot topic of conversation, and momentum is building to expand this person-first approach from Marketing to Sales and beyond, breaking down department barriers with shared goals: Enter account-based everything (ABE).

8 TED Talks All Salespeople Should Watch


At DiscoverOrg, we’re a bunch of self-proclaimed gluttons for learning. That’s why a while back, we presented our top five books and blogs for inside sales folks. While we love a good page-turner, we know that salespeople are busy.

[VIDEO] Real People, Real Sales Intelligence


We could spend all day telling you what DiscoverOrg actually does and how our customers use it – but we thought it would be more interesting to show you – with real people, in our funny new video showing off how sales intelligence is done.

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How a CMS Enables B2B Marketing Success

A CMS lies at the heart of a B2B marketing framework

12 Memorable Memes for Salespeople


Sales is hard. Not hard in the standard sense — sales requires emotional fortitude to survive the daily barrage of objections and quotas. We have a soft spot for sales reps at DiscoverOrg because we sell too.

[VIDEO] How to Get 30% Response Rates with Prospecting Emails


Whether you’re in sales or marketing , you’ve probably spent a lot of time thinking about your email messaging.

Data-Agnostic? See How Data Quality Affects ROI in This A/B Test


If you consider various levels of quality—cars with lots of speed and no torque, or kitchen appliances with cheap motors—it’s easy to agree that quality affects user experience, good or bad, in a big way.

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Get Ready for the TilLT Sales Development Challenge


Sales development is now the need-to-know skill set for growth and enterprise companies. Teams focused in this area are tasked with the front-line communication required to open the eyes of prospects to the pain-point solving their product offers.

2018 B2B Marketing Mix Report

B2B marketers like you contributed their insights to Sagefrog’s annual B2B Marketing Mix Report, a valuable asset in planning your marketing strategy for the year ahead.

Maslow’s Hierarchy for SDR Teams


In the last year, DiscoverOrg scaled our SDR team from 5 reps to over 20. As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well), how to keep those reps fed with leads, how to keep them motivated, and how to optimize their process and results.

Blast Off of the Sales Tech Stack: An Interview with Holger Schulze


Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors.

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Fast Track Your Sales with New Tools


The idea of supercharging your sales is nothing new. We are all racing toward our quotas, wanting to find a better way to get a rolling start at the beginning of the quarter. Our payout depends on it.

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Putting the Human Back in Sales Conversations


This is second installment detailing DiscoverOrg’s TiLT Sales Development Challenge and it’s 10 core learning modules. Read the first one here. Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects?

The Hiring Process’s Impact on Business Growth


“If you get the wrong people, they have the ability to put growth at a standstill.” ” – Henry Schuck. In an ongoing interview series by Crain’s , executives, entrepreneurs, and business leaders are asked about mistakes that have shaped their individual business philosophy.

Developing a Conversational Approach

Speaker: Carlos Hidalgo, CEO & Founder of VisumCx

B2B buyers are self-guiding their purchase journey, consuming more content along their purchase path and involving more stakeholders in the final decision. Therefore, it is necessary for B2B marketing teams to align to this purchase path and to the buying committees. This is not accomplished by creating more content or sending more communication, the key to success is establishing a conversation with your buyers that engages them in a meaningful dialogue and ultimately converts them to a customer.

A New Generation of Marketing Metrics & the ROI of Better Data


Revenue growth is only possible with a solid understanding of our prospects – and no one knows that better than B2B marketers. When it comes measuring the health of our prospect data, we’re used to showing raw growth in the number of contacts and accounts, or a coverage percentage for target accounts or personas. And we’ve historically used these types of metrics to justify budget requests for investing in more data purchases.

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Why Recruiting is Like Marketing


Five years ago, I was asked to lead a recruiting department for the first time ever – and to double the size of the company within 6 months!

B2B is Dead – Long Live B2P


B2B vs B2C vs B2P. The terms B2C (business-to-consumer) and B2B (business-to-business) are essential, elementary for a person beginning the journey into the professional world.

Myth Busters: 3 Sales Intelligence Assumptions Dispelled


Some information is so sensational that it gets passed around regardless of the truth: The amount of tryptophan in a Thanksgiving turkey is enough to make people sleepy. Humans only use 10% of their brains. Jimmy Hoffa is buried under Giants Stadium. Sadly, all of these dramatic statements are false, but people love to repeat them anyway. When false assumptions are the basis for business decisions, the fallout can be sudden and steep.

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7 Common Marketing Mistakes and strategies to avoid them

This white paper addresses the 7 most common challenges marketers hit when marketing products, solutions, or services and offers proven advice on how to avoid these missteps and improve the success of your marketing efforts.

[VIDEO] The Cost of Bad Data


Welcome to the first of our DiscoverOrg Whiteboard Wednesday series! Today, let’s talk money. Right – that’s what motivates sales guys? You know what motivates me almost As much as making money? Finding out I’m wasting money!

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Why That Bargain Contact List You Bought is a Sales Dead End


If a salesman wanted to sell you a bridge in Brooklyn, you’d recognize the racket almost immediately. Today, it’s a punchline, but once upon a time, people took the offer seriously: Two people a week for 30 years bought a worthless deed to the Brooklyn Bridge thinking the document would change their fortunes with the toll fares they could charge. Turns out all they had bought was an expensive piece of parchment.

2016’s Most Prospected Companies By State


No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Some of the messages we receive are well-crafted, on the mark, and personalized to our issues, and others….well, well, they just aren’t.

3 Tips to Overcome Cold Call Objections


“Every battle is won before it’s ever fought.” – Sun Tzu. Here’s the thing: Cold-calling prospects gets a bad rap. Today, buzzwords like “social selling” drown out the importance of actually calling prospects.

Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

If you are a marketer who needs to generate more high-quality leads that will turn into sales opportunities and revenue, register now for this special event that will show you how to get started and moving in a profitable direction.

The Real Cost of List-Building: Buy or Build Your Own?


Your sales team is doing double duty: They’re selling to the leads delivered by your marketing department—and they’re de facto researchers. Very, very expensive researchers. Even if you’re already purchasing sales intelligence data (most of us are), sales teams still spend over half of their day scouring LinkedIn, Twitter accounts, and forging through forests of phone trees for correct phone numbers and email addresses.

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A Practical Playbook for Account Based Marketing


Looking to give a your sales a boost? There is a renewed interest in Account-Based Marketing (ABM) and it currently has two definitions: 1) a strategy for marketing to existing clients for the purpose of cross-selling or expanding presence within an account, and.

A State by State Review: Gender Diversity in the Executive Suite


I’d confidently say that most CEOs and Boards would be happy if they could point to these results consistently at quarterly board meetings: – Better financial performance. – Higher return on sales. – Higher return on equity. – Higher operating results. – Lower corporate fraud. – Increased collective intelligence. – Increased innovation. – Reduced conflict.

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The Formula for Account-Based Marketing


Whether you’re already doing it – or thinking about doing it – you’re probably one of an increasing number of B2B companies transitioning to an account-based approach to sales and marketing. The effectiveness of this data-driven, “flipped funnel” approach has been proven many times over, but many professionals struggle with this transition.

9 Experts Rethinking Demand Generation

How to strategically target your content and lead generation campaigns to disrupt the status quo and facilitate the sale.

3 Email Deliverability Mistakes You’re Making Right Now


We guess that if you spend any significant effort on email marketing, then you’ve seen these recent trends in the last 12-18 months: plummeting open rates, dwindling click rates, and skyrocketing bounce rates. One glance at your inbox – personal or work – probably confirms what you secretly don’t want to admit: Email marketing is dead. It’s an overcrowded space with increasingly complex technical components blocking success. And yet… we disagree.

An Independent Review of DiscoverOrg’s Data Accuracy Claims


When sales intelligence data is inaccurate, incomplete, or outdated, the rabbit hole for a sales person can be very deep —and no one knows better than Steve W. Martin. A lifelong sales trainer, Steve has consulted for and trained sales teams for hundreds technology companies. Contact data is a very important priority to my clients,” he says.

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How to Operationalize Account-Based Marketing


If prospects don’t fit your Ideal Customer Profile, they shouldn’t become leads. You already know this. But that doesn’t stop a lot of sales and marketing professionals from pursuing any and all hand-raisers, regardless how poorly suited they are. If you’re having trouble converting leads – or getting leads at all – here’s your simple, three-step process to keep your eye on the ball.

Marketing Survey Results Reveal 3 Main Impact Areas for Success


Preliminary findings from a survey conducted on behalf of DiscoverOrg and Campaign Stars have revealed some surprising and illuminating results.

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Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales.

2016’s Top 5 Sales Focused Blogs


Sales is a crucible, burning away excuses and bad habits. Didn’t hit your quota? Go back to the phones and meet sales goals by providing prospects with solutions. Staying on fire requires constant honing of skills, studying the competition, and doing the hard work.

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The Power of Marketing and Sales Intelligence


Sales intelligence. Lead lists. Not sure what the difference is? 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 bad phone numbers and prospecting to invalid contacts. People change jobs, after all.

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Selling to Sales – Like Cooking for Chefs


At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. What a stupid realization given that we are solving this exact issue for 2,000+ customers.

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The Truth about Cold Email


What is spam? What is a cold email? And when is my email against the law? I have gathered from speaking with our sales team here at DiscoverOrg that there is a lot of confusion surrounding these questions. Many people seem to carry the misconception that any cold, or unsolicited, email is spam and that spam is illegal.

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Stop Killing Your Content: 3 Reasons Your Content Falls Flat

Each year B2B organizations spend more than $5.2 billion on content creation.