How to Create an Ideal Customer Profile (ICP) to Target the Right Customers

The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects – but how do you create an accurate ICP in the first place? First, let’s...
November 14, 2018
Account-Based Marketing
4 min read

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:
March 8, 2017
Email
5 min read

Are You Mobile-Responsive or Mobile-Complacent?

Every digital interaction you have with a prospect needs to be optimized for mobile. If not, you and your sales team are living in the dark ages.
June 24, 2016
Best Practices
3 min read

Taking ATS to New Levels: A Bullhorn & DiscoverOrg Partnership

We’re guessing your current book of business is quite extensive, and who has the time (or energy) to make sure all those records are updated on a regular basis?
June 8, 2016
DiscoverOrg
4 min read

Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data

Predictive analytics is great, but the key missing piece is having the data to do something with it.
April 5, 2016
Best Practices
4 min read

Always Be Connecting: 5 Personalities to Prospect

Sales, at its core, is simply making connections and relating to other human beings who have a problem - one that they hope you can solve.
March 24, 2016
Marketing
5 min read

Does Outbound Marketing Still Fit in Today’s Landscape?

Last summer, we conducted a survey of B2B marketing professionals to glean exactly what value B2B marketers are seeing from their outbound efforts.
February 19, 2016
Outbound
3 min read

Why Sales Is Like a Taco

No matter where the idea originated, for several months the analogy of “sales is like a taco” has stuck in my head like a delicious kernel of elote.
February 12, 2016
Outbound
6 min read

New Year, New Version: The Ultimate Google Chrome Extension to Power-Up Your Prospecting

We are happy to announce that a new version of DiscoverOrg’s Google Chrome Extension was published to the Google Chrome App Store last week.
December 28, 2015
DiscoverOrg
2 min read

Why Your 4 Paragraph Email Sucks

In the same way that the 30-second elevator pitch is extremely useful and effective, a concise email helps provide high-level intrigue and presents the speaker as a knowledgeable, wise, and a modern problem-solver.
June 1, 2015
Outbound
3 min read

Turn Your Prospecting Email Into a Sales Super Hero

Do you send out emails as part of your B2B prospecting strategy? Do you aim to be the #saleshero of your team, filling your pipeline with highly targeted prospects? Well,...
May 15, 2015
Best Practices
3 min read