B2B Sales Insights

Blog posts focusing on the tips and tricks that alleviate challenges and provide a pathway to success for today’s B2B sales professional, SDRs, and teams focused on lead generation.

How to Create a Sales Territory Plan with a Buyer-Centric Approach

Understanding your Total Addressable Market (TAM) will help determine if a new region or vertical needs to be part of your sales territory plan. New General Data Protection Regulations (GDPR) is a great example of a location-bounded sea change. Market shifts like this present new growth segments for your sales team to target.

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Dirty Data Done Dirt Cheap

The problem is, sometimes things ARE too good to be true. It happens rarely, but just often enough that we think our turn is next, our number is sure to be next. And yet, businesses make risky investments every day in hopes of saving a few bucks. And when it fails to pay off, the cost of digging out of the hole usually far outweigh the more expensive option. That’s true of any investment, from cheap stocks, to cheap shoes, to cheap data.

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Redesigned integration for Outreach faster saales

Sales Acceleration on Demand: Outreach & DiscoverOrg

“Sales acceleration” is a good buzzword, but all it really means is “sell more, faster” … without saying anything about “How?” There are a lot of sales acceleration tools out there, but the redesigned DiscoverOrg’s Outreach connector solves some very specific problems: (1) a disjointed sales tech stack, (2) inaccurate, untrustworthy data, and (3) governance

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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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how to calculate total available market

2 Simple Ways to Calculate Total Addressable Market (and how it will impact sales!)

Total Addressable Market (TAM) is the total available opportunity for your product or services. It’s typically measured in terms of revenue, but can also be thought of as the total population of organizations that could become your customers. So how do you calculate Total Addressable Market? Our VP of Product Marketing demonstrates the two most popular methods: Bottom-Up and Top-Down.

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The Effect of Predictive Data: 95% See Positive Gains

“What prompts someone to make a purchase?” It’s the ultimate sales and marketing question. All our tools, plugins, integrations, analysis, and predictions, all concentrated in a multi-billion-dollar effort to answer this question. We put the question to 207 sales and marketing professionals in a director position or above, and published our findings in a resulting study of 80+ individual data points and datapoint combinations.

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cold email sales prospecting

Don’t Push Your Luck: Guessing Email Addresses Just Ain’t Worth It

Prospecting is tough. There are a handful of components of cold email outreach, and each one is absolutely necessary to be successful. It’s hard enough to write an eye-catching message. Sending that email at a time when the prospect will read it, and respond to it – that’s really hard, too. Not to mention there’s

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How to Leverage Competitive Intelligence to Win Deals

Intent and Opportunity data are hallmarks of sales intelligence, and they’re not part of a standard, raw data offering. Intent data is an interpretation of implied pain points, and it provides a stark advantage against a competitor: timing.

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Prospecting tradeshow discoverorg

Trade Show Prospecting Toolkit: The Ultimate Collection

A handful of business cards doesn't cut it. To see strong ROI from trade show events, sales reps must align with Marketing well in advance - and create a plan of attack. Check out our Ultimate Trade Show Prospecting Toolkit for the step-by-step techniques that our reps use to get 30-100 warm & hot leads from every event we walk.

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gdpr regulations compliance

Cold Email, Warm Leads: Where Does Good Data Come From?

Are emails in DiscoverOrg really over 3.5 times cleaner than the typical email address used by sales professionals? The short answer is “Yes!” DiscoverOrg pumps over $15 million into our proprietary data gathering and cleansing process every year, with the sole purpose of providing our customers with quality data.

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© 2018 DiscoverOrg, All Rights Reserved
© 2018 DiscoverOrg, All Rights Reserved
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