Agile Project Management for Sales Development

Software development might not be the first place sales professionals look to improve their win rate, but it wouldn’t be the first time that blending expertise has produced positive results....
August 20, 2019
Sales Development
7 min read

4 Steps for Creating a Value Proposition and Connecting With Your Prospect

Value: You're defining it wrong. In these 4 steps, Justin Withers shows how to frame a winning value prop to address a real need. Convey value, close the sale.
June 3, 2019
Outbound Sales
7 min read

What is Buyer Intent Data? A Guide for 2019

Intent data is online behavior-based activity across the internet (not just on your website) that links buyers and accounts to a topic. It helps predict purchase intent for timing marketing and sales outreach - and it's the hottest sales and marketing tool of 2019.
March 18, 2019
Sales Intelligence
7 min read

The Power of Sales Intelligence #2: Creating an Ideal Customer Profile

Marketers, what kind of leads did you earn with your last whitepaper or e-book? Were they the warm leads you needed? Were you lucky enough to reel in brand champions? Such success is rare.
November 14, 2017
Account-Based Marketing
5 min read

B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

Obviously, a trusted advisor enjoys significant advantages over the competing salespeople. However, only 18% of the salespeople they met over the past year would be classified as trusted advisors whom they respect.
September 12, 2017
Outbound Sales
6 min read

Why is Everyone Talking About Integration? Introducing Enhancements to Our CRM Application - Salesforce® Edition

Remember when the “sales tech stack” was just a CRM? I do. It wasn’t long ago. Things have changed a lot in a decade. Today, the average organization has upwards...
August 22, 2017
CRM Integration
6 min read

[STUDY: PART 3] What Buyers Want from Salespeople

The survey shows 40% of study participants prefer a salesperson who listens, understands, then matches their solution to solve a specific problem. Another 30% prefer a salesperson who earns their trust by making them feel comfortable.
July 25, 2017
Outbound Sales
10 min read

Marketo Connector: Big Changes for a Favorite Data Management Tool

Our enhanced Marketo Append & Clean integration is about one thing: simplicity. You know that time you would have spent building and maintaining your database? Here’s your formal invitation to spend your time actually marketing instead.
July 19, 2017
Account-Based Marketing
6 min read

How Data is Democratizing Growth and Driving Disruption: 15 Lessons from High-Growth Leaders

Rapid growth is a natural expectation for tech start-ups at a time when data is widely available to all businesses, from startup to blue chip. But the availability of data isn't a universal promise of success.
May 17, 2017
Customer Success
4 min read

Introducing AccountView by DiscoverOrg

AccountView is an interactive dashboard that enables sales and marketing teams to identify new prospects based on attributes of their best customers.
February 9, 2017
Account-Based Marketing
5 min read