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...
June 21, 2019
Outbound Sales
6 min read

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!
February 27, 2019
Account-Based Marketing
6 min read

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’...
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

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

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.
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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