Sales Intelligence: What to Expect When You're Prospecting

Sales intelligence is much more than contact data. It also includes powerful predictive algorithms that can streamline your sales cycle. And it gets more intelligent by the day! Yet a lot of marketing, sales, and recruiting professionals don’t know how much data has changed. Read on to see how data has evolved to drive specific business functions and drive revenue in four main areas.
May 7, 2019
DiscoverOrg
13 min read

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Marketing has certain data needs....
February 13, 2019
Account-Based Marketing
7 min read

How to Create an Ideal Customer Profile (ICP) to Target the Right Customers

The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects - but how do you create an accurate ICP in the first place?
November 14, 2018
Account-Based Marketing
4 min read

Whiteboard Wednesday: 3 Ways to Scale Your Inbound Sales Team (Chaz Knauft)

Welcome to another Whiteboard Wednesday! I’m Chaz Knauft, Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team –...
October 31, 2018
Sales and Marketing Alignment
7 min read

3 Ways Sales Can Help Marketing Team (and Help Themselves)

Let’s agree that the goal of your marketing team should be to help your sales team. Sound good? Awesome. But as sales professionals, how can you feed your sales intelligence...
June 19, 2018
Marketing Strategies
4 min read

The Startup's 4-step Guide to Building Strong Sales Pipeline

“Where should I start when I have limited resources? With inbound? With outbound? With ABM?” As an emerging business, you need to find the quickest, most efficient, and most sustainable route to growth. Regardless of your industry, your deal size, your sales cycle, or your buyer, there are 4 simple steps that will get you to that next chapter - wherever you are in your growth journey.
May 30, 2018
Outbound Sales
7 min read

7 Quick Wins for Sales and Marketing Alignment

Kill lead channels with low conversion. Kill ‘em dead. Even if they deliver tons of leads. That’s right: Marketers should drop the channels that deliver leads that don’t convert. If this sounds like a bad idea - your Marketing and Sales department are not aligned.
May 23, 2018
Sales and Marketing Alignment
8 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

[VIDEO] 7x more Demos & 2.5x bigger ACV: The Results of Our Account-Based Everything Experiment

Using the same data and fit criteria - with an ABM approach - we saw 7 TIMES more meetings set in our ABE target group even though both groups engaged with us at the same rate.
January 11, 2018
Account-Based Marketing
6 min read
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