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’...
January 29, 2019
Sales and Marketing Operations
8 min read

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...
January 8, 2019
Outbound Sales
4 min read

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...
December 11, 2018
DiscoverOrg
9 min read

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...
July 17, 2018
Sales and Marketing Operations
5 min read

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...
April 3, 2018
Outbound Sales
5 min read

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.
March 27, 2018
Sales and Marketing Alignment
7 min read

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.
January 9, 2018
Sales and Marketing Operations
9 min read

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
December 7, 2017
Outbound Sales
4 min read

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.
November 7, 2017
Account-Based Marketing
6 min read
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