Selling to Operations: The New Purchasing Powerhouse
The Operations department is emerging as a major buying center. If you’re not considering Operations when you identify target accounts and contacts, you’re missing out on 21% of a company’s annual...
How to Build a Sales and Marketing Database from Scratch
Do you need to build your marketing list, but don’t know where to start? We're here to show you how to build a B2B sales and marketing database—from scratch. It's not as difficult as you may think!
How to Use Prospect's Tech Stack Data to Target Competitors and Boost Sales
More data = more noise, amirite? More stuff to comb through, more “analysis paralysis,” more time wasted. It’s a comment Brandon Battey hears all the time. “But actually that ‘noise’...
A Look Back and Ahead at the Evolution of B2B Data: Year in Review
I hate the word AI. But I love the concept of data-driven customer engagement. As CEO of DiscoverOrg, I have some strong opinions about data. Here’s what shook up the B2B...
DiscoverOrg's Tech Transformation: How a Data Company Became a Tech Company
The best way to prepare for the future is to understand the past: You have to know where you came from. And to direct future growth and change, you need...
Sales Acceleration on Demand: Outreach & DiscoverOrg
“Sales acceleration” is a good buzzword, but all it really means is “sell more, faster” … without saying anything about “How?” There are a lot of sales acceleration tools out...
Maslow's Hierarchy for Sales Development Team Structure
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.
You’re the New VP of Sales ... Now What?
A great VP of Sales views his role as the mechanic that ensures that each piece of the engine is working properly and in harmony
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.