The DiscoverOrg Blog

DYI Data Segmentation needs granular data

7-Step DIY Data Segmentation for Account-Based Marketing

Sometimes, the best thing for your marketing (and for your business in general) isn’t just “get cash now.” Sometimes, it’s better to look for the best relationships you have and use that as a benchmark. These relationships can yield network effects and up-sell opportunities that lead to greater revenue down the road.

intent data fit data opportunity data

What is Intent Data? The Predictive Sales Trifecta

With limited visibility to digital behavior, it’s hard to prioritize accounts. Marketing teams track digital behavior on their own corporate websites ... but prospective buyers leave digital footprints indicating purchase intent all over the web, long before they buy. Intent data is the new frontier of B2B sales.

selling power sales award winner 2018

What Makes an Award-Winning Sales Organization?

"If there's anything I've learned as an individual contributor on a successful sales team, it's that the magic happens in the 41st hour. That's probably the most difficult hour for some people, because it means missing a Friday happy hour. But some of the best conversations I've had happened outside of the 8 to 5."

opportunity data is good for prioritizing sales outreach

How to Time Your Sales Outreach with Opportunity Data

“Opportunity” data simply means favorable conditions. These action-based signals, like leadership changes and funding events, mean the time is right for a purchase. In fact, 95% of all respondents in our predictive data survey found positive revenue gains when predictive indicators were present.

Fit data ideal customer profile

The Ideal Customer Profile: Why is “Fit Data” so Important?

Four of the top 10 most predictive Fit data points involve the prospect’s tech stack. At the very least, consider your prospect’s installed technologies as part of your Ideal Customer Profile and account scoring process.


The New Purchasing Powerhouse: Operations

5 years ago, it was Marketing. 3 years ago, it was Sales. TODAY, the tech trend has breached another department: Operations. That translates to a sales opportunity ... and by “opportunity,” we’re talking about an industry worth $157 billion in 2016, anticipated to grow to $457 billion by 2020. Meet the new purchasing powerhouse: Operations.

5 ways to handle objections in sales

The Savvy Sales Pro’s 5-Point Guide to Overcoming Objections

If you’re dealing with an objection, congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly where you want to be. A study from shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is

construct a sales pipeline now for future growth

What You Can do TODAY to Build Sales Pipeline This Quarter

Even if you hit your sales goal, the new quarter is still a great time to take stock of wins and losses ... AND start building your pipeline for a quota-crushing Q3. Refresh cold leads with web form go-backs - Plus 5 more things you can do TODAY to boost your sales pipeline and crush your (next) end-of-quarter goals. Your future self will thank you!

Sales must know how to find leads at trade shows, conferences, and events

How to Find Leads at Events (without blowing your budget)

We've noticed a trend: People who aren’t able to identify good-fit attendees HAVE TO go for volume. They have to cast a wide net, usually with giveaways, prizes, and gift cards, because their next customer could be anyone. But giving away pricey swag increases the cost per lead: You’re basically paying every person who stops by your booth, even though most of them will never be (and could never become) customers. $.$.$.

3 ways sales can help marketing alignment

3 Ways Sales Can Help the Marketing Team (and Help Themselves)

Let’s agree that the goal of your marketing team should be to help your sales team. Sound good? Awesome! But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales?

© 2018 DiscoverOrg, All Rights Reserved
© 2018 DiscoverOrg, All Rights Reserved