eBooks

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Moving the Sales Performance Bell Curve

Experts from Ambition, Gong, and DiscoverOrg teamed up to develop a scalable action plan to improve the middle 70% of performers, once and for all.

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Breaking Open the Predictive Black Box

Effectively zero’ing in on the target prospects that are most likely to buy from you requires 3 types of data: fit, intent, and opportunity. This report shows the results of a survey of 207 sales and marketing professionals about the “secret sauce” of predictive data.

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How To Devise A Marketing Plan

Create a complete marketing plan to deliver leads that become opportunities by learning how to Identify the right buyers to drive engagement.

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Research & Reports

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The Impact of Data Quality on Email Marketing Success

Salesfolk tests contact data from DiscoverOrg and ZoomInfo to discover what matters most when it comes to email performance: quality or quantity.

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30 Ways To Get Inside The Mind of Your Target Buyer

Trust, support, and transparency: that’s what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

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Why Didn’t They Buy? A Deep Dive Into Buyer Preferences – And The Implications For Salespeople

Past experiences with salespeople affect buyers a lot - as does the industry and department they work in. DiscoverOrg partnered with sales researcher Steve W. Martin to do a comprehensive study of 230 business decision-makers and got their candid thoughts about how they made their decisions - and why they select the vendors they do.

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Sales Tech 2017 | Crowd Research Report

To provide deeper insight into the market dynamics for sales technology, Crowd Research Partners conducted an online survey in partnership with the 100,000-member B2B Technology Marketing Community on LinkedIn to reveal the key challenges, solutions, technology choices, and investment priorities of today’s sales organizations.

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Whitepaper

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The Power of Outbound Sales

Stop Waiting. Start Selling. It's time for outbound sales and marketing. It's fast, targeted, social, and - if done right - effective.

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Infographics

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The Definitive Guide to Trade Show Prospecting

Headed to a trade show in the upcoming months? Don't miss this definitive guide for successful trade show and event prospecting for before, during, and after the event.

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Quick Start Guide To A Successful Marketing Plan

Developing a marketing plan is essential to marketing success. As you head into 2018 here's a few tips to start you of successfully.

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Recruiting and the Importance of Good Data

Passive recruiting is on the rise as the data shows they make up 75% of the people you want to hire. Where will you get the right contact data?

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Outbound Marketing Study Infographic

Does Outbound Marketing still fit in today's marketing mix? How are today's modern marketers splitting the mix between inbound and outbound marketing?

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Toolkits

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Staffing Tool Kit

From building a successful staffing/recruiting strategy to getting you on the approved vendor list - DiscoverOrg has got you covered.

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Sales Effectiveness Tool Kit

Our ultimate Sales Effectiveness tool kit includes the top content downloaded from DiscoverOrg followers around this topic.

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Tradeshow Prospecting Tool Kit

DiscoverOrg has a collection of curated and original content that will ensure you and your team are ready to make the best connections, generate qualified leads, and follow-up with effective strategies for standing out.

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Featured Blog Posts

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Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

Meet Salesforce’s own inside sales team, and see how they use … Salesforce. Hey, they single-handedly created the Burning Man of sales events, so it’s fair to say they’ve seen results. DO NOT miss this Dreamforce session!

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10 Must-Have Business Development Strategies for Staffing & Recruitment

Try this: "Hey, I understand you've got an open-rec for a VP of marketing. We have a large pool of people that we can pull from, including several who are Marketo-certified and have experience with Highspot. Can we set up a time to talk?"

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[VIDEO] Whiteboard Wednesday: Increase Retention in Sales – with Data (Steve Waters)

I think if you're asking for more from your sales team, you also have to give them the tools to achieve it without killing themselves - or your retention problem is going to go from bad to worse.

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Webinars

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ABM Top Account Gut Check in 3 Easy Steps

ABM requires monitoring, evaluating, and reprioritizing throughout the program lifecycle. Join Nina Wooten, Sr. Manager of Outbound Demand Generation at DiscoverOrg, and Carlyn Manly, Head of Marketing at Folloze, as they walk through a 3-step process to evaluating the health of your account-based efforts.

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6 Steps to Double Lead Generation at Your Next Trade Show

It’s no small investment to exhibit at trade shows: Booth cost, logistics, and swag are just a few expenses – in addition to a lot of time spent preparing reps. All exhibitors expect to see a return on that investment: leads. Lots of warm leads. Steve will guide you through how to overcome the most common trade show challenges for sales and marketers:

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Beyond the Meeting Matters: Get the ROI out of the Sales Funnel

QualifiedMeetings' CEO & Founder Matt Wheeler, and Chief Revenue Officer, Thomas Lafayette, along with DiscoverOrg Head of Sales Enablement, Dave Sill, as they lay out the number one reason deals stall after the initial meeting and what you can do to empower your team to get the maximum ROI out of your sales funnel.

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Datasheets

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DiscoverOrg Connector Outreach Edition Enhancements

The revamped DiscoverOrg Connector Outreach Edition provides the ability to find and upload new accounts and prospects directly to Outreach, so data can be enriched and cleansed on the fly.

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DiscoverOrg-Marketo Append & Clean Connector

Our rebuilt DiscoverOrg-Marketo Connector automatically syncs industry-leading predictive marketing and sales intelligence. Marketers can chose among 70+ data points with Marketo, to sync at any cadence - or opt to populate blank fields only; compare emails against DiscoverOrg's known bounced email log; and more. 

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DiscoverOrg SMB

Selling to startups and small to mid-sized businesses (SMB) is often challenging. Sometimes the data is hard to find and keeping track of the constantly evolving company landscape is even more difficult. Insight into these companies gives sales & marketing teams the ability to make timely connections with the right people and the right message.

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DiscoverOrg ABSD

SDR teams have become an integral part of the modern revenue growth engine. To achieve results in this high-pressure role, SDR teams need tools that support account-based sales development in order to identify and prioritize target accounts, expand their reach, and engage with the right people at the right time.

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DiscoverOrg ABM

By providing a stream of accurate account, contact, and buyer intelligence - including scoops, technographics, org charts, intent data, and firmographics - DiscoverOrg customers can identify top accounts, expand insights into key decision-makers, and orchestrate account-based marketing plays.

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DiscoverOrg HR

Developed to address the growing competitiveness in the trillion dollar global HR marketplace, the HR Dataset provides a leg up on your competition at a time when it is increasingly difficult to differentiate yourself. HR has become one of the most highly demanded datasets from our customers who are already realizing the benefits of our IT, Sales, Marketing and Finance Datasets.

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DiscoverOrg CXO

Today's sales reps rarely find a unilateral decision maker, no matter the company size or industry. The authority to make decisions lies within overlapping groups of senior individuals and getting cross-functional consensus is more difficult than ever because the average number of “Chief” titles reporting to the CEO has doubled from 5 to 10 in the last 20 years.

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DiscoverOrg Sales

Marketing and selling to sales decision-makers is tough! Under constant pressure to hit revenue targets and boost rep productivity, sales leaders have little bandwidth for evaluating new solutions.

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Case Studies

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Vectra: Case Study

Vectra needed more accurate data to confidently power its prospecting activities and drive planned growth into new territories, without wasting hours each day slogging through manual, time-consuming research and unreliable information.   Client: Vectra Location: San Jose, California Industry: Cybersecurity The Challenge Vectra needed more accurate data to confidently power its prospecting activities and drive planned

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Global Shares: Case Study

“The unique nature of our offerings mean we’re targeting businesses that check very specific boxes,” Donegan says. “Things like employee totals, revenue growth numbers, technology stacks used – now we can search, filter, and save by these parameters and truly identify our targets and territories.”

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Allegis Partners: Case Study

“Searching data is all about effectiveness and efficiency. We get both with DiscoverOrg.” -Brian Lamendola, Senior Research & Knowledge Management Lead

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Folloze: Case Study

“DiscoverOrg’s data lets us see our accounts from an organizational hierarchy level,” explains Fang-Fang Fei, Account Development Manager at Folloze. “Who are the key decision makers we need to talk to, and where do they sit in the organization? Now, we can map our outreach.”

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Bonfyre: Case Study

Since partnering with DiscoverOrg, marketing-qualified leads (MQLs) grew 30% the quarter after fulling implementing DiscoverOrg. And the Bonfyre sales team has slashed their account research and selection time by 50%, while drastically improving prospect quality.

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Mendix: Case Study

DiscoverOrg was able to help Mendix improve their MQL-to-Opportunity rate by 14x, boosting it from barely 2% to well over 28%. This has allowed Mendix to not only win more deals, but to shorten its sales cycles and win more often.

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© 2018 DiscoverOrg, All Rights Reserved
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