3 Ways Corporate Hierarchy Data Can Accelerate B2B Enterprise Sales
What is corporate hierarchy? It’s the business landscape upon which epic battles are fought. And there’s no question that B2B sales is a battlefield: Reputations, sales, and profits are lost...
Top 7 Sales Books for Sellers of SaaS - for Spring Break 2019
Spring break means vacation - and vacation means plenty of down time to catch up on reading! If you sell cloud technology or SaaS, these top 7 sales books are for you!
5 Keys Sales MUST Use to Get in the Door with B2B Buyers
I’m Caryn Kopp, Chief Door Opener. And today on DiscoverOrg’s Whiteboard series, we’re going to DISCOVER what I call the Five Planks of Door Opening Success. If you can hit these...
DiscoverOrg Certification: A Customer Love Story
Love is in the Air. What’s Love Got to Do With It? Can’t Get Enough of Your Love, Baby. Did you know there are over 1,200 songs with the word...
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.
A CEO Mind-shift for Scaling Growth: An Interview with Henry Schuck
Two years ago, I was meeting with CEOs of large companies, and they’d tell me that the stuff that they were focused on today wouldn't come to fruition for 12 to 24 months. And I remember thinking, "What a waste of time! I can’t imagine a world where I’m just thinking about the future." All that has changed.
The First of its Kind: Sales Intelligence for Legal & Compliance
The new Legal & Compliance dataset brings fresh sales and marketing intelligence to this untapped industry that can’t be found anywhere else. - a steep advantage for those selling legal technology and legal services.
Maslow's Hierarchy for Sales Development Teams
In the last year, we scaled our SDR team from 5 reps to over 20. As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well)...Here’s what I learned along the way.
What CIOs are Focused on in 2018: Predicting Top IT Initiatives and Spend
In Q3, we asked respondents to indicate which technology initiatives they’re focused on in the next 6-12 months. The clear priority for 2018? DATA SECURITY - by a mile.