How to Create a Sales Territory Plan with a Buyer-Centric Approach

Understanding your Total Addressable Market (TAM) will help determine if a new region or vertical needs to be part of your sales territory plan. New General Data Protection Regulations (GDPR) is a great example of a location-bounded sea change. Market shifts like this present new growth segments for your sales team to target.
April 19, 2018
Best Practices
5 min read

2017’s Top Sales & Marketing Superstars - and Their Secret to Success

More pipeline, bigger deals, massive wins … DiscoverOrg customers are total superstars! Our mission is simple: to accelerate the pipeline and revenue growth of sales and marketing teams every day...
December 26, 2017
Customer Success
8 min read

5 Ways to Supercharge Your Sales Enablement Efforts

... it was found that 9% of sales organizations had not considered customer journey alignment, while 35% had an informal alignment, but no real implementation. In total, 44% of businesses have not aligned their sales processes to the customer journey in any meaningful way.
December 5, 2017
Guest Blog
3 min read

Thanksgiving and Gratitude, in Our Own Words

We have much to be grateful for at DiscoverOrg. Before the rush of the holiday season, before the end-of-year hustle takes over completely, a few DiscoverOrg customers and employees have something to say. Here it is, in their own words.
November 21, 2017
DiscoverOrg
6 min read

How to Operationalize Account-Based Marketing

In short, the first rule of account-based marketing is: know your target accounts. The second rule is: know your target accounts.
November 7, 2017
Account-Based Marketing
6 min read

Adventures in Account-Based Marketing

I became interested in target account marketing, which I later learned to call ABM, while tying to efficiently grow a software business. The hypothesis was that if all of our time, energy, and money was spent on a focused sales and marketing effort to convert a list of target enterprise accounts, we could grow our average sales price (ASP) - without breaking the bank.
October 19, 2017
Account-Based Marketing
6 min read

4 Intelligence Styles of Successful Sales Professionals

It is essential that salespeople adapt quickly to working with machines. Salespeople can no longer afford to claim that they are “not computer savvy.” If you don’t get tech savvy - and quickly -, you will be left behind, and out of a job.
July 27, 2017
Guest Blog
4 min read

How to Improve Response Rates with Account-Based Content

In B2B marketing, when you improve response rates, you tend to see better downstream results including: more qualified leads, more pipeline, and more deals won. But how do you achieve higher levels of engagement?
June 29, 2017
Account-Based Marketing
6 min read

[5 IDEAS] How Data Fuels Closed-Loop Sales Communication

The manufacturing industry uses a concept, originating in Japan, called "kaizen": It refers to continually measuring and improving a process. As new ideas and processes are implemented, they, too, are measured; each iteration improves the product. Here's how that applies to sales:
June 26, 2017
Guest Blog
5 min read
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