How to Generate Leads at Trade Shows: The A-Z Guide for 2019
The average marketing department spends a LOT of money on trade shows and events – to the tune of 32% оf their entire budget. Even so, trade-show events are still...
How to Use Executive Leadership Changes to Time Sales Outreach
When asked why leadership changes matter, DiscoverOrg CRO Patrick Purvis likes to tell this story: “In 2012, Salesforce closed a legendary estimated $140 million deal with State Farm. At the time, it...
Pitch Perfect: Selling to the Chief Marketing Officer
They delete your emails. They decline your invitations. They cut your calls short. What does it TAKE to sell to the Chief Marketing Officer? A candid interview with Jill Konrath...
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...
Father's Day Advice from a Dad and CEO: Your Baby WILL Sleep & Your Outbound Sales Efforts WILL Work
I had my first Father’s Day two years ago. My wife and I had our first baby, a beautiful girl – Grace. At that same time in 2016, DiscoverOrg was...
What 15K Demos per Year Taught Us About Converting Inbound Sales Leads
The fastest way to find our lead-quality sweet spot is to agree on lead Fit. These are firmographic and demographic identifiers - like industry, company size, and individual title - that we know our sales team can convert effectively. Once we identified what makes a lead a “good fit,” we addressed lead qualification.
The Effect of Predictive Sales Data: 95% See Positive Gains
“What prompts someone to make a purchase?” It’s the ultimate sales and marketing question. All our tools, plugins, integrations, analysis, and predictions, all concentrated in a multi-billion-dollar effort to answer this question. We put the question to 207 sales and marketing professionals in a director position or above, and published our findings in a resulting study of 80+ individual data points and datapoint combinations.
What Is Sales Intelligence? An Interview With DiscoverOrg CEO Henry Schuck
Without sales intelligence, the growth of your universe of accounts (and revenue potential) is left to chance. It’s like spraying a hose with an open nozzle or spraying with a closed nozzle: You’re going to get wet either way, but one is much more efficient than the other.
Trade Show Prospecting Toolkit: The Ultimate Collection
A handful of business cards doesn't cut it. To see strong ROI from trade show events, sales reps must align with Marketing well in advance - and create a plan of attack. Check out our Ultimate Trade Show Prospecting Toolkit for the step-by-step techniques that our reps use to get 30-100 warm & hot leads from every event we walk.