Specializing Inbound and Outbound Sales Teams: AJ's Story

There’s a reason that the average lifespan of an SDR is two years. Sales is hard. Anthony Johnson began his career with a lot of enthusiasm. But over the next two years, as one of just three SDRs, his enthusiasm faded. As a husband and father of infant twins, Johnson had a lot on the line - but he was burned out, and mentally checked out. And it showed.
June 10, 2019
Outbound Sales
6 min read

7 Sales Demo Tips for Selling Software

Your SaaS product is new! Exciting! It will save future customers time and money! So why doesn’t anyone want a demo? “It’s like trying to schedule a meeting for buying...
May 29, 2019
Outbound Sales
8 min read

Beyond the Resume: Next-gen Recruiting Data Identifies More Quality Candidates

A decree signed by Julius Caesar in 55 B.C., housed in the collections of the British Museum, promised to reward soldiers with 300 sestertii (a third of their annual pay)...
May 10, 2019
Staffing and Recruiting
4 min read

Gender in Senior Management: F1000 Diversity Creeps Up From 2016 to 2019

In 2016, DiscoverOrg compiled a benchmark report that asked: How is gender distributed among C-suite and senior management roles at Fortune 1000 companies? The answer then: Not much. Overall in...
May 2, 2019
DiscoverOrg
5 min read

Direct-Dial Phone Numbers: More than Meets the Eye

Access to direct contact information can have a powerful impact on your sales team. DiscoverOrg Head of Sales Enablement David Sill learned this lesson early in his career and shares in this whiteboard session how direct-dials can save time, discourage call reluctance, and motivate your sales team.
May 1, 2019
Business Contact Data
5 min read

Top 7 Sales Books for Sellers of SaaS - for Spring Break 2019

Spring break means vacation - and vacation means plenty of down time to catch up on reading! If you sell cloud technology or SaaS, these top 7 sales books are for you!
April 11, 2019
Learning and Development
6 min read

How Salespeople Can Use and Navigate an Org Chart

Org charts are a MAJOR competitive advantage - but they're seriously overlooked. They're a roadmap for sales to reach the real decision-maker. They help sales identify multiple points of entry into target accounts, reveal up-sell and cross-sell opportunities, enable multi-threaded relationships.
March 27, 2019
DiscoverOrg
7 min read

Cat Meme Queen Strikes Again: Bad CRM Data Quality is Even Worse Than You Think

Cat Meme Queen, CEO at Catmom3.com: That’s a potential title and email domain that could be entered into your web form fill to get that ebook or whitepaper you promised. THEY get...
February 26, 2019
Business Contact Data
6 min read

How to Use the Tech Stack to Displace Competitors

More data = more noise, amirite? More stuff to comb through, more “analysis paralysis,” more time wasted. It’s a comment Brandon Battey hears all the time. “But actually that ‘noise’...
January 29, 2019
Sales and Marketing Operations
8 min read

[VIDEO] 360-Degree ABM: Uncover Your Buyers, Leverage Intent, and Engage Accounts

Hello! Todd McCormick here, CRO of Terminus. I’m excited to join our partners at DiscoverOrg in beautiful Vancouver, Washington, for a whiteboard session. I’ll be talking about one of the...
January 23, 2019
Account-Based Marketing
3 min read

Year-end Blog Roundup: Most Popular Blogs of 2018

2018, you’ve been good to us. In spite of GDPR, in the face of market turmoil, and despite an increasingly complicated tech stack, this year has shown us that high...
December 26, 2018
DiscoverOrg
5 min read

[VIDEO] Whiteboard Wednesday: Email Verification and Email Delivery

Welcome to another Whiteboard Wednesday! I’m Brad Owen, CEO and Owner of Neverbounce – and I’m happy to be here today with DiscoverOrg, to talk about email deliverability! Let’s jump...
December 12, 2018
Marketing and Sales Email
5 min read
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