B2B Insights
Blog posts and thought leadership from DiscoverOrg on topics relevant to the modern B2B professional in sales, marketing, customer success, staffing and more.
Keep Calm and GDPR On: How Marketers Can Comply with GDPR
This post if for informational purposes only and not for the purpose of providing legal advice. You should contact your attorney to obtain advice with respect to any particular issue or problem. The views expressed are based solely upon DiscoverOrg’s interpretation of these regulations, do not purport to constitute official guidance, and may not be
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[INFOGRAPHIC] How to Use Data to Recruit Like a Marketer
Recruiters are going to realize that simply using LinkedIn isn’t enough. (If you’re a recruiter and you’re using LinkedIn - you're looking at the same candidates as 97% of other recruiters.) Successful recruiters incorporate strategies more often associated with sales and marketing, using data to build their books and meet their quota.
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What Is Sales Intelligence? An Interview With DiscoverOrg CEO Henry Schuck
Without sales intelligence, the growth of your universe of accounts (and revenue potential) is left to chance. It’s like spraying a hose with an open nozzle or spraying with a closed nozzle: You’re going to get wet either way, but one is much more efficient than the other.
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What is Spam: The Truth about Cold Email
Sending unsolicited email to a commercial recipient in the United States is not illegal. However, email senders must follow rules when sending commercial email to recipients in the United States, starting with the CAN-SPAM Act.
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Maslow’s Hierarchy for Sales Development Teams
In the last year, we scaled our SDR team from 5 reps to over 20. As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well)...Here’s what I learned along the way.
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How to Operationalize Account-Based Marketing
In short, the first rule of account-based marketing is: know your target accounts. The second rule is: know your target accounts.
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Inside Scoop: Learning from Equifax – How Sales Can Act on (and Anticipate) a Data Breach
With the right information in-hand, savvy sales and marketing pros might have seen it coming. Even now, we can find insights to better sell security products in a more timely and helpful way - both in response to Equifax, and in preparation for the next inevitable data security breach.
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The Power of Marketing and Sales Intelligence
Sales intelligence. Lead lists. Not sure where to start … or why you should care? You’re in the right place. For many years, sales and marketing teams turned to list providers for prospecting and lead generation. Plagued by incorrect, incomplete, and outdated information, these purchased lists typically led to a lot of time wasted calling
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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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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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