What is Intent Data? The Predictive Sales Trifecta

Your prospects are out there right now, hunting for a solution to a problem you can solve. They’re searching online, consuming content, learning about options to relieve their pain, and...
August 7, 2018
Contact Data
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

An Agile Process 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....
November 10, 2017
Sales
7 min read

[SURVEY] The 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
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
DiscoverOrg
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
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
7 min read

[VIDEO] 4 Steps to Create a Value Prop Your Prospect Will Love

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.
May 30, 2017
Sales
7 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

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.
March 3, 2017
Leadership
5 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

Three Words that Will Fuel Growth for Your Company and Your People: Do Hard Things

What sets high-growth companies apart from the rest of the crowd? We dig into one of the key components. Hint: It's not as complicated as you think.
January 20, 2017
Best Practices
8 min read