eBooks

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How Marketing and Sales Intelligence is Democratizing Growth and Driving Disruption

Not long ago, large enterprises— with deeply entrenched incumbent business relationships, rolodexes, and enormous advertising budgets—wined, dined, and golfed with their customers more than any small business could ever afford or imagine.

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The Marketing Landscape: Where Data and Content Merge

Targeting the "wrong people” is a larger category than most unsuccessful marketers realize, and it’s the reason that data – not just more, but better data – is so crucial.

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What the #$@%! Has Happened to Email Deliverability?

While many marketers would have you believe that email marketing is moments away from receiving its last rites, data indicates it's still strong despite deliverability issues.

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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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3 Alternatives to Building Out Account-Based Intelligence

To effectively execute an account-based selling, a deep understanding of the company and organizational structure is required. This infographic presents 3 different options to help those evaluating routes for building out their account intelligence.

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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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The Real Costs of Bad Data

When data goes “bad,” it can result in not only a loss of revenue but a waste of sales and marketing initiatives.

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Toolkits

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Account-Based Marketing (ABM) Tool Kit

An informative & interactive tool kit for those new to ABM and those looking to refine their skills. This resource includes assets such as videos, blogs, case studies, and more - all included to help support your effective implementation of ABM.

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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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Featured Blog Posts

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Adventures in Account-Based Marketing

I became interested in target account marketing, which I later learned to call ABM, while tying to efficiently grow a software business. The hypothesis was that if all of our time, energy, and money was spent on a focused sales and marketing effort to convert a list of target enterprise accounts, we could grow our average sales price (ASP) - without breaking the bank.

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All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity

Even though SalesFolk used 3 times more leads from ZoomInfo, DiscoverOrg email addresses yielded almost 10 times more positive responses.

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5 Mistakes Online Dating Can Teach Sales Prospecting

Prospecting is a lot like online dating, the mistakes online daters make provide great illustrations to help get more leads.

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Webinars

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Benchmarking Growth: Sales and Marketing Secrets for the Fastest Growing Companies!

What does it take to be a high growth company? We surveyed 200 sales and marketing leaders about growth at their companies. We asked about their teams, budgets, personnel, strategies, mindsets, technologies used, and more…all for the sake of determining the profile of a high growth company.

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Why Didn’t They Buy? A deep dive into buyer preferences and the implications for salespeople

Influencing buyer behavior has always been a complex topic at the forefront in the minds of sales professionals. DiscoverOrg partnered with noted sales researcher and author, Steve W. Martin to complete a detailed study on buyer perceptions, assumptions and motivations. The results were compelling!

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Scaling Your B2B Marketing Engine for Hyper-Growth

The first step in any go-to-market strategy is to identify your target market and key buyer personas, and develop a strategy to reach them. A smart outbound marketing initiative needs to include lead nurturing. The goal is to have a ongoing, repeatable marketing revenue engine, capable of going big.

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Datasheets

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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 triggers, 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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DiscoverOrg TEDD

The TEDD (Technology, Engineering, Design, & Development) dataset is a brand new, untapped market that's never been profiled deeply by ANY data provider, DiscoverOrg included, until now.

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Case Studies

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Birst, MongoDB, Cloudera & Actifio: Case study

This quartet of IT case studies demonstrate how sudden, ubiquitous access to sales intelligence makes it easier than ever for start-ups and mid-sized companies to disrupt established industries and displace legacy vendor relationships.

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Coit Group: Case study

The Coit Group builds client dream teams, but as it transitioned from inbound referrals to targeting select prospecting accounts, it was having trouble building out its own Account-Based Marketing (ABM) strategy.

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Zenoss: Case Study

Zenoss relied heavily on DiscoverOrg to append their targeted 2,000 accounts as they embarked on ABM and found DiscoverOrg operated more as a partner than provider.

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AVI-SPL: Case Study

AVI-SPL increased revenue 5%, filled their pipeline with leads worth $2.9 million, and enabled an effective ABM strategy with DiscoverOrg...

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Box: Case Study

Box's team saw a significant uptick in the amount of business and new recurring revenue generated using DiscoverOrg data...

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Ayehu: Case Study

Ayehu's prospecting velocity soared with DiscoverOrg by slashing the time reps spent manually researching potential accounts...

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© 2017 DiscoverOrg, All Rights Reserved
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