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? First, let’s...
November 14, 2018
Account-Based Marketing
4 min read

Pitch Perfect: Selling into Human Resources (HR)

A candid interview with Jill Konrath and L. David Kingsley, Chief People Officer at Vlocity (via Salesforce and Mulesoft) Workplace services. Compensation. Recruitment. New employee orientation. Human Resources owns a...
November 6, 2018
Recruiting
7 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

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

Where Politics & Business Collide: Political Donations of B2B Decision Makers

As the 2018 midterm election cycle heats up, demographic research and new insights about American voters has never been more in demand. We’ve taken DiscoverOrg’s available data on political donations...
October 15, 2018
DiscoverOrg
3 min read

Pitch Perfect: Selling to the Chief Marketing Officer

As the 2018 midterm election cycle heats up, demographic research and new insights about American voters has never been more in demand. We’ve taken DiscoverOrg’s available data on political donations...
October 3, 2018
DiscoverOrg
3 min read

Whiteboard Wednesday: 5 Steps to a Killer Sales Demo

Hey, everyone! I’m Monica Stewart from Skaled: A modern sales-consulting firm that helps increase the efficiency and effectiveness of sales organizations through the use of sales technology. Welcome to another...
October 10, 2018
Best Practices
6 min read

Pitch Perfect: Selling to the Chief Marketing Officer

They delete your emails. They decline your invitations. They cut your calls short. What does it TAKE to sell to the Chief Marketing Officer? A candid interview with Jill Konrath...
October 3, 2018
Lead Generation
6 min read

Introducing the New DiscoverOrg

If you’ve noticed more bright colors and a lot less B.S. lately, there’s a reason: DiscoverOrg has a whole new look and feel! Goodbye, snoring-boring business-speak. Hello, straight talk (with...
September 27, 2018
DiscoverOrg
4 min read

Whiteboard Wednesday: 5 Steps to Overcome Sales Objections (Steve Bryerton)

Remember that last sale that you made where you ran into an objection? It’s tough, right? Of course it is. We all know that selling doesn’t really start until we...
September 26, 2018
Outbound Selling
8 min read
Load More