Charity Heller

Charity Heller

Charity Heller is a content strategist at DiscoverOrg. She has 15+ years' experience in publishing, retail, and marketing; and previously founded and operated an editing company. Charity's B.A. is in English, and she received Professional Editing Certification from U.C. Berkeley.

Posts by Charity Heller

A Formula for Predictive Intelligence: Fit + Intent + Opportunity Data

The most important takeaway here is not the individual data point; rather, it’s that Intent data is meaningless unless it's informed by Fit data. Companies can “compare the products of other vendors in your category” all day long ... but without the proper Fit criteria such as Industry, Department budget, or complimentary technologies - a sale will never happen.

4 Blunders That Make Social Selling Feel Like a Cold Call

You can learn a lot about your prospect from Twitter. However, publicly asking @prospect anything on Twitter out of the blue risks being #tacky. Twitter is an outward-facing medium for sharing information designed for engagement in return. Use Twitter for contests, informal surveys, or to spark conversation. Just don't expect to book a meeting over DM.

A CEO Mind-shift for Scaling Growth: An Interview with Henry Schuck

Two years ago, I was meeting with CEOs of large companies, and they’d tell me that the stuff that they were focused on today wouldn't come to fruition for 12 to 24 months. And I remember thinking, "What a waste of time! I can’t imagine a world where I’m just thinking about the future." All that has changed.

most popular discoverorg blogs of 2017

Year-End Roundup: Top 10 Most Popular Blogs of 2017

If you spend a lot of time thinking about how to give that prospecting email a fresh spin, we’re right there with you. We’ve got the prospecting email down to a science. Try this email template, courtesy of Patrick Purvis, our Chief Revenue Officer: It’s short, sweet, and consistently gets a response rate of OVER 30%.

discoverorgsuccess success stories

2017’s Top Sales & Marketing Superstars – and Their Secret to Success

More pipeline, bigger deals, massive wins … DiscoverOrg customers are total superstars! Our mission is simple: to accelerate the pipeline and revenue growth of sales and marketing teams every day they come to work. Nothing makes us more proud than to put the spotlight on successful rockstars that are crushing it because of hard work,

customer retention and success

Matt, Kyle, and the Less-Traveled Road to Customer Retention

Meet Matt Shephard and Kyle Ziegler, whose unique approach to customer retention and service has become a revenue-generating machine.

buyer and vendor personalities

[STUDY] Bridging the Great B2B Vendor-Buyer Divide

"Salespeople are too pushy." Well, yes, PUSHY is the name of the game. You have to be pushy just to get in the door. But the fact that most buyers still identified this as the primary reason they don’t connect with salespeople (and there’s a lot of supporting evidence) means it's a problem.

salespeople should personalize sales pitch

3 Ways NOT to Sell B2B [NEW REPORT]

Exhibit A: The internet. Assume buyers use it. Furthermore, assume that they use it at least as much as you do - to research options, product features and specs, and, yes, product and business reviews. So where does that leave salespeople?

Which B2B buyers like salespeople

What do B2B Buyers Want (and Why Don’t They Like Salespeople)?

The study found an interesting correlation between the buyers’ perception of salespeople and their risk aversion: Those buyers in departments that do have a positive opinion of salespeople are more willing to take a chance.

Splitting outbound inbound sales Anthony Johnson

AJ’s story – and the Split of Outbound and Inbound Sales Development

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.

The secret weapon in this sales competition is DiscoverOrg

[VIDEO] A Not-so-Friendly Cold Call Competition

What’s a little friendly cold call competition? It was an ordinary Tuesday morning for two salesmen … except that Robert is feeling a little extra competitive with his cold call skills. “Smell that?” he asks. “It smells like sales.” In fact, it smells like selling five deals by happy hour. The gauntlet is thrown down. Dan

A boy benefits from data proliferation

How Data Proliferation Evolves Sales and Marketing

Historically, business relationships revolved more around golf-course deals and long-standing relationships: Good for incumbents, bad for newcomers. That’s changing.

LeadMD partner DiscoverOrg ebook, the ultimate ABE catch

The Ultimate Catch eBook

We know sales and marketing are more effective when they work together, but account-based everything requires even broader involvement, alignment, and all hands on deck. The Ultimate Catch, an ebook from LeadMD, charts your course.

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© 2018 DiscoverOrg, All Rights Reserved
© 2018 DiscoverOrg, All Rights Reserved
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