[VIDEO] How Increase Sales Retention - Using Data

I think if you're asking for more from your sales team, you also have to give them the tools to achieve it without killing themselves - or your retention problem is going to go from bad to worse.
March 26, 2020
Sales and Marketing Data Quality
6 min read

Don't Push Your Luck: Guessing Email Addresses Just Ain't Worth It

Sales prospecting is tough (especially when you’re working from home, amirite?) But in uncertain times, data and processes are more important than ever. Success is never luck. This post will...
March 17, 2020
Marketing and Sales Email
6 min read

4 Ways to Move the Sales Performance Needle: An Interview with CEO Henry Schuck

“It’s not impossible to grow 40% or more year-over-year, in the first few years of business. But to maintain that level of growth when your company is worth $1 million, $10 million, $100 million? That’s crazy. That’s a whole different game.”
March 11, 2020
Outbound Sales
7 min read

How Corporate Recruiting Can Use Data Strategies Like Marketers: INFOGRAPHIC

Recruiters are going to realize that simply using LinkedIn isn’t enough. (If you’re a recruiter and you’re using LinkedIn - you're looking at the same candidates as 97% of other recruiters.) Successful recruiters incorporate strategies more often associated with sales and marketing, using data to build their books and meet their quota.
March 3, 2020
Staffing and Recruiting
2 min read

What is an Org Chart - and How Can You Use It for B2B Sales?

Org charts are a MAJOR competitive advantage - but they're seriously overlooked. They're a roadmap for sales to reach the real decision-maker. They help sales identify multiple points of entry into target accounts, reveal up-sell and cross-sell opportunities, enable multi-threaded relationships.
March 2, 2020
Outbound Sales
7 min read

Growth Begins with Data—and Your Competitors Already Know It

For those who prefer data-driven decisions, who don’t think “we’ve always done it this way” is a good answer to anything—this is your time. Armed with sales intelligence, no account is untouchable (and your competitors already know it).
February 26, 2020
Outbound Sales
5 min read

Cold Email, Warm Leads: Where Does Good Data Come From?

Are emails in DiscoverOrg really over 3.5 times cleaner than the typical email address used by sales professionals? The short answer is “Yes!” DiscoverOrg pumps over $15 million into our proprietary data gathering and cleansing process every year, with the sole purpose of providing our customers with quality data.
February 18, 2020
Outbound Sales
5 min read

Relationship Therapy with Sales and Marketing: Aligning with Data

Aligning sales and marketing is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Marketing has certain data needs. Sales has others....
February 13, 2020
Account-Based Marketing
7 min read

5 Mistakes Online Dating Can Teach Sales Prospecting

Prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads.
February 11, 2020
Marketing and Sales Email
5 min read

2 Truths and a Lie: High Email Bounce Rates and Sender Reputation

Email marketing is hard. Some might argue that B2B email marketing is harder today than it was 5 years ago or 10 years ago, but I would probably say “its...
February 6, 2020
Marketing and Sales Email
7 min read

Mission Impossible: First-time CMO Edition (Part 2)

Fear isn’t a luxury a first-time Chief Marketing Officer (CMO) can afford. Neither is hesitation. Today’s CMO position – “a minefield where many talented executives fail” (Harvard Business Review’s words)...
January 28, 2020
Marketing Strategies
3 min read

[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.
January 23, 2020
Account-Based Marketing
3 min read
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