How to Use the Tech Stack to Displace Competitors
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...
Selling to Operations: The New Purchasing Powerhouse
5 YEARS AGO: With the (abrupt) transition to digital media, marketing as a function became more sophisticated, more complicated, and just plain harder. Technological solutions emerged to make marketing more...
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...
How 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.
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.
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.