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...
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:
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.
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?
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.
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.
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.
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.
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.
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.
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,...