4 Ways to Move the Sales Performance Needle: An Interview with CEO Henry Schuck

“It’s not impossible to grow 40% or more year-over-year, in the first few years of business. But to maintain that level of growth when your company is worth $1 million, $10 million, $100 million? That’s crazy. That’s a whole different game.”
March 11, 2020
Outbound Sales
7 min read

Mission Impossible: First-time CMO Edition (Part 2)

Fear isn’t a luxury a first-time Chief Marketing Officer (CMO) can afford. Neither is hesitation. Today’s CMO position – “a minefield where many talented executives fail” (Harvard Business Review’s words)...
January 28, 2020
Marketing Strategies
3 min read

How to Use Executive Leadership Changes to Time Sales Outreach

When asked why leadership changes matter to the sales team, our Senior VP of Revenue, Patrick Purvis, likes to tell this story: “In 2012, Salesforce closed a legendary estimated $140 million...
January 21, 2020
Sales Intelligence
5 min read

4 Sales Team Weaknesses that Inhibit Revenue Growth

Evaluating and hiring a winning Sales Team is not unlike the process of evaluating character attributes in a video game.
January 16, 2020
Sales Development
5 min read

Selling to Marketing: How to Grab the Attention (and Wallet) of a CMO

Learn from our very own CMO what it takes to successfully sell to marketers, especially on the executive end.
January 14, 2020
Marketing Strategies
3 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
November 13, 2019
Outbound Sales
4 min read

So, It’s Your First Day as the Chief Marketing Officer...

First days can be stressful. Especially if you’ve just been promoted to Chief Marketing Officer. Extending far beyond traditional marketing tactics, today’s CMO shoulders vast and complex responsibilities that now...
September 18, 2019
Marketing Strategies
5 min read

Top 10 Do's and Don'ts for Selling to CIOs

Imagine your inbox on an average Monday morning. Now quintuple it. Yeah, CIOs get a lot of email. One CIO said that over 50% of his inbox was communication from vendors! How can a great solution stand out when the inbox is standing-room only?
July 1, 2019
Sales Leadership
6 min read

DiscoverOrg Mad Libs: Filling in the Blanks on CEO and Culture

Study after study cites culture as a real competitive advantage. Peter Drucker, the father of modern management, famously said “Culture eats strategy for breakfast.” But where does culture come from?...
October 22, 2018
DiscoverOrg
6 min read
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