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Trade Show Prospecting Toolkit: The Ultimate Collection

It’s no small investment to send salespeople to trade shows: Airfare, hotels, meals, transportation, and swag are just a few expenses – in addition to a lot of time. All attendants expect to see a return on that investment: leads. Lots of warm leads. And collecting a handful business cards doesn’t cut it. We have

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.

how to prospect at trade shows

How to Prospect at Trade Shows: The Ultimate 10-Step Checklist

Trade shows are an exciting opportunity for sales professionals to develop relationships with prospects and show off the latest products and services. People can check out different demonstrations, network, and even enjoy the occasional sponsored concert or hosted bar. Yet through all the excitement, how do you connect with new contacts? We asked Jake Shaffren,

data dating advice valentines day

True Love or Bad Data? (Database Dating Advice for the Brokenhearted)

Dear DiscoverOrg, I’m ashamed to admit it, but my database is very small. I don’t use it very often because I know the information I’m looking for probably won’t be there. Everyone talks about “data integrity” and “data health” ... but I don’t even have enough data to worry about problems like that! Searching my database is not a satisfying experience. I don’t know how to grow my database. Is it too late for me?

A Formula for Predictive Intelligence: Fit + Intent + Opportunity Data

The most important takeaway here is not the individual data point; rather, it’s that Intent data is meaningless unless it's informed by Fit data. Companies can “compare the products of other vendors in your category” all day long ... but without the proper Fit criteria such as Industry, Department budget, or complimentary technologies - a sale will never happen.

predictive data points black box

Breaking Open the Predictive Black Box: What Data Points Actually Predict a Purchase?

Over 85% of respondents said Job title are effective or very effective at predicting a prospect’s likelihood of predicting a purchase. This is because Job title is a basic, fundamental part of the Ideal Customer Profile. The least predictive Fit data point? Age.

4 Blunders That Make Social Selling Feel Like a Cold Call

You can learn a lot about your prospect from Twitter. However, publicly asking @prospect anything on Twitter out of the blue risks being #tacky. Twitter is an outward-facing medium for sharing information designed for engagement in return. Use Twitter for contests, informal surveys, or to spark conversation. Just don't expect to book a meeting over DM.

A Primer on GDPR and Marketing Data Protection Best Practices

Assuming GDPR applies to you, in order to process personal data, you need a lawful basis to do so. There are six different lawful ways to process personal data under the GDPR: (a) consent of the data subject; (b) performance of a contract; (c) compliance with a legal obligation; (d) protection of vital interests; (e) performance of a task in the public interest; (f) “legitimate interests”.

A CEO Mind-shift for Scaling Growth: An Interview with Henry Schuck

Two years ago, I was meeting with CEOs of large companies, and they’d tell me that the stuff that they were focused on today wouldn't come to fruition for 12 to 24 months. And I remember thinking, "What a waste of time! I can’t imagine a world where I’m just thinking about the future." All that has changed.

cold emails that work

A Winning Game Plan for Writing Cold Prospecting Emails That Sell

My love of all things sports (professional & collegiate) and outdoors comes in handy – even when it’s not in season. As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects. It works. I consistently get a response rate of 60% – and an engagement rate of

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