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
The Silent Killer: Your Garbage Sales & Marketing Data (Eeek!)
"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."
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?
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,...
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...
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”.
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.
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.
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
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.
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.
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.