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...
Why You Missed Your Sales Quota Last Quarter
So you missed your sales goal last quarter. It seems like such a huge, complex problem with no right answers. What’s broken? How can you fix it, without messing up...
What 15,000 Demos/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.
Sales and Marketing Alignment: 6 Quick Wins
Kill lead channels with low conversion. Kill ‘em dead. Even if they deliver tons of leads. That’s right: Marketers should drop the channels that deliver leads that don’t convert. If this sounds like a bad idea - your Marketing and Sales department are not aligned.
Sales Intelligence: What to Expect When You're Prospecting
Sales intelligence is much more than contact data. It also includes powerful predictive algorithms that can streamline your sales cycle. And it gets more intelligent by the day! Yet a lot of marketing, sales, and recruiting professionals don’t know how much data has changed. Read on to see how data has evolved to drive specific business functions and drive revenue in four main areas.
Generating Trade Show Leads: 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...
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?
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...
How to Calculate Total Addressable Market Size and Perform TAM Analysis
Total Addressable Market (TAM) is the total available opportunity for your product or services. It’s typically measured in terms of revenue, but can also be thought of as the total population of organizations that could become your customers. So how do you calculate Total Addressable Market? Our VP of Product Marketing demonstrates the two most popular methods: Bottom-Up and Top-Down.