How to Create an Ideal Customer Profile (ICP) to Target the Right Customers
The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects - but how do you create an accurate ICP in the first place?
Whiteboard Wednesday: 3 Ways to Scale Your Inbound Sales Team (Chaz Knauft)
Welcome to another Whiteboard Wednesday! I’m Chaz Knauft, Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team –...
The Startup's 4-step Guide to Building Strong Sales Pipeline
“Where should I start when I have limited resources? With inbound? With outbound? With ABM?” As an emerging business, you need to find the quickest, most efficient, and most sustainable route to growth. Regardless of your industry, your deal size, your sales cycle, or your buyer, there are 4 simple steps that will get you to that next chapter - wherever you are in your growth journey.
7 Quick Wins for Sales and Marketing Alignment
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.
5 Cold Email Plays for Account-Based Sales
Account based sales development is a sales process specifically designed for selling to enterprise companies. The process for selling into enterprise accounts differs from selling to small and mid-sized businesses:...
2 Simple Ways to Calculate Total Addressable Market (and how it will impact sales!)
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.
The Effect of Predictive 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.
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.
Breaking Open the Predictive Black Box: What Data Points Actually Predict a Purchase?
Over 85% of respondents said Job title are effective or very effective at predicting a prospect’s likelihood of predicting a purchase. This is because Job title is a basic, fundamental part of the Ideal Customer Profile. The least predictive Fit data point? Age.