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.
[VIDEO] Real People, Real Sales Intelligence
Our gracious host is determined to show two newcomers - from sales and marketing, respectively - how the DiscoverOrg platform powers a bigger pipeline, more appointments, and faster revenue growth.
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How to Avoid the Spam Trap
To make sure you never hit a spam trap, Hubspot suggests only sending to opt-in contacts and to avoid purchasing data from a data provider. That’s a great plan! … unless you want to generate new leads and increase sales:
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[VIDEO] 4 Steps to Create a Winning Value Proposition
Value: You're defining it wrong. In these 4 steps, Justin Withers shows how to frame a winning value prop to address a real need. Convey value, close the sale.
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How Data Proliferation Evolves Sales and Marketing
Historically, business relationships revolved more around golf-course deals and long-standing relationships: Good for incumbents, bad for newcomers. That’s changing.
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How Data is Democratizing Growth and Driving Disruption: 15 Lessons from High-Growth Leaders
Rapid growth is a natural expectation for tech start-ups at a time when data is widely available to all businesses, from startup to blue chip. But the availability of data isn't a universal promise of success.
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A State by State Review: Gender Diversity in the Executive Suite
One factor has been proven to impact KPIs positively across the board: gender diversity - especially at the executive level. Our latest research focused on gender diversity in the executive suite through a new filter: geography. How do the states stack up?
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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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Myth Busters: 3 Sales Intelligence Assumptions Dispelled
Sales and marketing teams who buy into myths about data providers miss out on serious business value. Most of these myths lump all data providers together, failing to distinguish between bargain contact lists and verified data intelligence: Think Netscape vs. Google Chrome. Or In ‘n’ Out Burger vs. … any other burger.
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A New Generation of Marketing Metrics & the ROI of Better Data
B2B marketers are used to making the business case to justify a budget request (and occasionally to justify existence). Forward-thinking metrics for augmented data offerings are an easier sell. Here's the new set of benchmarks that consider long-term consequences on demand generation, MQLs, and sales.
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The Real Cost of List-Building: Buy or Build Your Own?
The real benefit of accurate sales intelligence, regardless of source, is time. Whether you buy a list or create one using in-house resources, sales teams should spend their time selling - not hunting down a phone number because of a transposed number or missing field.
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