Top 10 Do's and Don'ts for Selling to CIOs

Imagine your inbox on an average Monday morning. Now quintuple it. Yeah, CIOs get a lot of email. One CIO said that over 50% of his inbox was communication from vendors! How can a great solution stand out when the inbox is standing-room only?
July 1, 2019
Sales Leadership
6 min read

The College Admissions Cheating Scandal and the American Dream

It’s a Friday night, February, 2019, and I’m in the back of an Uber with my wife on the way to dinner in Boston. I turn to her and say,...
March 28, 2019
DiscoverOrg
7 min read

A Look Back and Ahead at the Evolution of B2B Data: Year in Review

I hate the word AI. But I love the concept of data-driven customer engagement. As CEO of DiscoverOrg, I have some strong opinions about data. Here’s what shook up the B2B...
January 8, 2019
Outbound Sales
4 min read

A Primer on GDPR and Marketing Data Protection Best Practices

Assuming GDPR applies to you, in order to process personal data, you need a lawful basis to do so. There are six different lawful ways to process personal data under the GDPR: (a) consent of the data subject; (b) performance of a contract; (c) compliance with a legal obligation; (d) protection of vital interests; (e) performance of a task in the public interest; (f) “legitimate interests”.
January 30, 2018
GDPR and Data Privacy
10 min read

You’re the New VP of Sales ... Now What?

A great VP of Sales views his role as the mechanic that ensures that each piece of the engine is working properly and in harmony
December 7, 2017
Outbound Sales
4 min read

The Scariest Thing is What You Don’t See: Your Garbage Sales & Marketing Data is Killing You

"One vendor who uses a 600-person team in India, listed a CEO’s wife as the company’s ‘Head of IT,’ even though she had not worked for the company for more than 30 years. Other contacts they identified as corporate CIOs were, instead, dentists, actors, and aircraft maintenance technicians."
October 31, 2017
Sales and Marketing Operations
5 min read

10 Years of Competition: The Story and Future of RainKing and DiscoverOrg

The first time I heard of RainKing, I was in my law school apartment and stumbled upon their website. I was 23 years old, under $130,000 of college and law school debt - and I had just launched DiscoverOrg: a company with no brand recognition, no financing, no real experience behind it. But RainKing was a REAL company.
August 29, 2017
Industry News & Scoops
5 min read

Selling to Sales - Like Cooking for Chefs

At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. What a stupid realization given that we are solving this exact issue for 2,000+ customers.
September 2, 2016
Account-Based Marketing
3 min read

5 Books & Blogs That Will Make You Better at Inside Sales

Yes, best performing salespeople learn from experience and develop “grit”... But a commitment to lifelong learning is just as important
May 12, 2016
Sales Development
4 min read

3 Notable Women CIOs Transforming their IT Departments

In honor of Women' History Month, we highlighted a few of the most innovative Women CIOs in the United States today.
March 31, 2016
Sales Strategy
5 min read

You Have a Board of Directors, Now What?

Running a company is hard enough as a CEO… Bringing in a board structure requires you to gain consensus and build relationships with strategic, motivated people who also have skin in the game.
March 2, 2016
DiscoverOrg
4 min read

The Keys to Building a Winning Culture

The meaningful work we do energizes and fulfills us. We don’t need to play video games in the middle of the day. We can always go to the arcade later.
December 18, 2015
DiscoverOrg
3 min read
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