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.
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....
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?
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 –...
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...
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.
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.
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.
[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.