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.”
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.
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...
[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...
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...
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...
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 –...
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.
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!
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...
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...
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.