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

Selling to Small Business and Startups: More Data Isn't Better

There are only 1.5 million companies in the U.S. with more than 100 employees - far fewer than most people think. So if your CRM has 1 million or more accounts, you have a bad data problem. Our client’s sales reps had been making 5 out of 6 calls to companies that were literally impossible to sell to. Talk about hunting for needles in a haystack!
May 23, 2017
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

How to Use Executive Leadership Changes to Time Sales Outreach

When asked why leadership changes matter to the sales team, our Senior VP of Revenue, Patrick Purvis, likes to tell this story: “In 2012, Salesforce closed a legendary estimated $140 million...
January 21, 2020
Sales Intelligence
5 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.
January 16, 2020
Sales Development
5 min read

Selling to Marketing: How to Grab the Attention (and Wallet) of a CMO

Learn from our very own CMO what it takes to successfully sell to marketers, especially on the executive end.
January 14, 2020
Marketing Strategies
3 min read
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