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
Industry News
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
Leadership
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
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
5 min read

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?
May 24, 2017
Best Practices
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
Best Practices
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
Leadership
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

4 Steps to Expanding into Large Accounts

The technology field in particular is moving fast, meaning organizations that want to keep up are doing the same. That’s why IT staffing firms need to be agile and adaptive in their plans to expand into larger accounts.
December 11, 2015
Account-Based Marketing
3 min read

Three Ways to Turn Up the Heat on Cold Calling

Sales professionals need to know the types of technology their prospects use. It comes down to this – there’s no point trying to sell a business something that it can’t use.
July 2, 2015
Outbound
2 min read
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