4 Ways to Move the Sales Performance Needle: An Interview with CEO Henry Schuck

“It’s not impossible to grow 40% or more year-over-year, in the first few years of business. But to maintain that level of growth when your company is worth $1 million, $10 million, $100 million? That’s crazy. That’s a whole different game.”
March 11, 2020
Outbound Sales
7 min read

What is an Org Chart - and How Can You Use It for B2B Sales?

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 2, 2020
Outbound Sales
7 min read

DiscoverOrg's Tech Transformation: How a Data Company Became a Tech Company

The best way to prepare for the future is to understand the past: You have to know where you came from. And to direct future growth and change, you need...
December 6, 2019
DiscoverOrg
9 min read

[VIDEO] The Secret About Email Verification and Email Delivery

Welcome to another Whiteboard Wednesday! I’m Brad Owen, CEO and Owner of Neverbounce, an email verification and list-cleaning tool that was acquired by DiscoverOrg and ZoomInfo in February 2019. And I’m...
November 19, 2019
Marketing and Sales Email
5 min read

Pitch Perfect: Selling into Human Resources (HR)

Workplace services. Compensation. Recruitment. New employee orientation. Human Resources controls a growing piece of the budget. But how do you break in? HR leaders have one customer – and that’s...
October 29, 2019
Staffing and Recruiting
6 min read

5 Steps to Overcome Sales Objections

Remember that last sale that you made where you ran into an objection? It’s tough, right? Of course it is. We all know that selling doesn’t really start until we...
October 10, 2019
Outbound Sales
8 min read

7-Step DIY Data Segmentation for Account-Based Marketing

Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty gritty. When confronted with the details – database management, segmentation, and content creation –...
August 12, 2019
Account-Based Marketing
8 min read

How to Find Event Leads (Without Blowing Your Budget)

Events are expensive, even if you’re not a sponsor. But they’re still one of the best ways to get your product in front of a crowd of likely prospects: a captive audience already interested in a subject related to your product.
August 7, 2019
Outbound Sales
8 min read

Stay Golden, Pony Boy: 6 TED Talks All Marketers Should Watch to Stay Creative

Marketers must be creative. But how can you stay creative everyday without burning out (or selling out)? These 6 TED Talks will show you!
August 2, 2019
Inbound Marketing
7 min read

The Ideal Customer Profile: Why is “Fit Data” so Important?

All organizations, even global brands, are limited in some way: by size of their sales and marketing teams, by budget – and, of course, by the finite number of hours...
July 25, 2019
Business Contact Data
6 min read

The 5-Point Guide to Overcoming Sales Objections

If you’re dealing with a sales objection … congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly...
July 24, 2019
Outbound Sales
7 min read

How Data Proliferation Enables Growth and Disruption

Historically, business relationships revolved more around golf-course deals and long-standing relationships: Good for incumbents, bad for newcomers. That’s changing.
July 16, 2019
Business Contact Data
4 min read
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