Maslow's Hierarchy of Needs (for Sales Development 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.
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...
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
The Silent Killer: Your Garbage Sales & Marketing Data (Eeek!)
"One vendor who uses a 600-person team in India, listed a CEO’s wife as the company’s ‘Head of IT,’ even though she had not worked for the company for more than 30 years. Other contacts they identified as corporate CIOs were, instead, dentists, actors, and aircraft maintenance technicians."
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...
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...