[VIDEO] How to Use Storytelling in Account-Based Marketing
Storytelling permeates our lives on multiple levels, but is often overlooked as a useful approach to account-based marketing. Great storytelling is essential and effective.
How to Use Executive Leadership Changes to Time Sales Outreach
When asked why leadership changes matter to the sales team, our Senior VP of Revenue, Patrick Purvis, likes to tell this story: “In 2012, Salesforce closed a legendary estimated $140 million...
4 Sales Team Weaknesses that Inhibit Revenue Growth
Evaluating and hiring a winning Sales Team is not unlike the process of evaluating character attributes in a video game.
Selling to Marketing: How to Grab the Attention (and Wallet) of a CMO
Learn from our very own CMO what it takes to successfully sell to marketers, especially on the executive end.
Pitch Perfect: Selling to Legal Operations
Legal Operations might work behind the scenes of the General Counsel … but ops wears the pants on tech purchase decisions. And we’ve got an insider’s look at how capture...
[VIDEO] Org Charts: 5 Ways to Leverage Organizational Intel
Hey everyone, welcome to the Discover Series! I’m Krystan Resch, DiscoverOrg’s Director of Partnerships, and we’re talking about the importance of organizational intelligence – AKA, knowing how to leverage the...
Maslow's Hierarchy of Needs (for Sales Development Structure)
In the last year, we scaled our SDR team from 5 reps to over 20. As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well)...Here’s what I learned along the way.
Selling to Men and to Women (Yes, Gender is a Factor)
Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which...
The Real Cost of Bad Data [VIDEO]
In this video, Katie Bullard will discuss how many sales organizations waste time and money through ineffective lead generation and list buying.
DiscoverOrg's Tech Transformation: How a Data Company Became a Tech Company
The best way to prepare for the future is to understand the past: You have to know where you came from. And to direct future growth and change, you need...
What is Spam? The Truth about Cold Email and Unsolicited Email
Sending unsolicited email to a commercial recipient in the United States is not illegal. However, email senders must follow rules when sending commercial email to recipients in the United States, starting with the CAN-SPAM Act.
Not Fake News: 4 Ways to Double-Check Your Sales Data
The accusation of “fake news” has risen to the forefront of American consciousness, thanks to the 2016 U.S. presidential election and ensuing claims about what information is factual, and what...