How to use Intent Data (Without Creeping Out Your Prospect)
“Hello, Kathy. It sounds like you’re struggling with email deliverability …” Stop. Put the phone down. How would you feel if your phone rang and the stranger at the other end said, “I know where you live, your dog’s name ... and what you’re doing right now. Should you be giving Fido more treats? He could lose a couple of pounds.”
7 Ways to Recruit Great Passive Candidates (You Haven't Tried Yet)
Once you’ve gotten a candidate on the phone, ask questions about the their career goals and interests. Be honest in what you have to offer. If it’s not a fit now, that’s okay. That’s what these early conversations are meant for. Inquire about their satisfaction with their current job. Ask what’s missing. Ask what would it take for them to consider new opportunities?
Direct-Dial Phone Numbers: More than Meets the Eye
Access to direct contact information can have a powerful impact on your sales team. DiscoverOrg Head of Sales Enablement David Sill learned this lesson early in his career and shares in this whiteboard session how direct-dials can save time, discourage call reluctance, and motivate your sales team.
Dirty Data: Spring Cleaning Data is for Suckers!
Ah, spring: The season that awakens the desire to clean and organize … in other words, to do your spring cleaning. Why do we have “spring cleaning” and not “fall...
Cat Meme Queen Strikes Again: Bad CRM Data Quality is Even Worse Than You Think
Cat Meme Queen, CEO at Catmom3.com: That’s a potential title and email domain that could be entered into your web form fill to get that ebook or whitepaper you promised. THEY get...
Size Matters: Digging in to Employee Counts and Social Media Discrepancies
If you’re trying to understand the overall size of a company, taking a company's employee count from LinkedIn as the sole source of truth for firmographic data is a flawed practice. Our VP of Data and Research offers several reasons why LinkedIn employee counts are rarely accurate - and how to get the number right.
7-Step DIY Data Segmentation for Account-Based Marketing
Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty gritty. When confronted with the details – database management, segmentation, and content creation –...
How to Time Your Sales Outreach with Opportunity Data
Opportunity data is an emerging type of sales intelligence that goes beyond the demographic and firmographic basics, to address the timing of outreach. Since so much of the sales process centers on improving the odds of getting in front of the right person at the right time - it’s easy to see how insight into key buying signals can improve your odds. A lot.
The Ideal Customer Profile: Why is “Fit Data” so Important?
All organizations, even global brands, are limited in some way: by size of their sales and marketing teams, by budget – and, of course, by the finite number of hours...