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.
The Startup’s 4-step Guide to Building Strong Sales Pipeline
“Where should I start when I have limited resources? With inbound? With outbound? With ABM?” As an emerging business, you need to find the quickest, most efficient, and most sustainable route to growth. Regardless of your industry, your deal size, your sales cycle, or your buyer, there are 4 simple steps that will get you to that next chapter - wherever you are in your growth journey.
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7 Quick Wins for Sales and Marketing Alignment
Kill lead channels with low conversion. Kill ‘em dead. Even if they deliver tons of leads. That’s right: Marketers should drop the channels that deliver leads that don’t convert. If this sounds like a bad idea - your Marketing and Sales department are not aligned.
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How to use Intent Data (Without Creeping Out Your Prospect)
“Hello, Kathy. It sounds like you’re struggling with email deliverability …” Stop. Put the phone down. How would you feel if your phone rang and the stranger at the other end said, “I know where you live, your dog’s name ... and what you’re doing right now. Should you be giving Fido more treats? He could lose a couple of pounds.”
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An Interview with Henry Schuck: 4 Ways to Move the Sales Performance Needle
DiscoverOrg CEO and cofounder Henry Schuck knows a thing or two about growth. What started out as the clever idea of a college dorm-mate has grown, over the past 10 years, to an award-winning coast-to-coast operation. But as business grows, things change. The plays that work for a scrappy team of 10 don’t necessarily work
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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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