How to Build a Sales and Marketing Database from Scratch

Do you need to build your marketing list, but don’t know where to start? If you’ve been given the task of setting up your company’s sales and marketing database, you’re...
February 27, 2019
Account-Based Marketing
6 min read

Employee Location Data and Sales Prospecting: VIDEO

Hi there! I’m Steve Waters, Sr. Director of Commercial Sales at DiscoverOrg, and in today’s Discover X video, I’m showing how to leverage employee location data for sales and marketing...
February 20, 2019
Sales and Marketing Data Quality
7 min read

[VIDEO] Discover Org Charts: 5 Ways to Leverage Organizational Intel

Hey everyone, welcome to the Discover Series! I’m Krystan Resch, DiscoverOrg’s Director of Partnerships. Today, we’re gonna be talking about the importance of organizational intelligence – AKA knowing how to...
February 6, 2019
Sales Strategy
6 min read

Beyond the Chatbot: Tips and Tricks for Sales Enablement Chat

We’ve all used chatbots. Sometimes they look like a pretty young receptionist named Kim, sometimes they look like robots … but sometimes chat is a different animal altogether. Sometimes, that...
February 1, 2019
DiscoverOrg
6 min read

How to Use the Tech Stack to Displace Competitors

More data = more noise, amirite? More stuff to comb through, more “analysis paralysis,” more time wasted. It’s a comment Brandon Battey hears all the time. “But actually that ‘noise’...
January 29, 2019
Sales and Marketing Operations
8 min read

Pitch Perfect: Selling to Legal Operations

A candid interview with Jill Konrath and Synchronoss’ Director of Legal Operations, Dana Huppert. Legal Operations might work behind the scenes of the General Counsel … but ops wears the...
December 4, 2018
Outbound Sales
4 min read

10 Essential Biz Dev Strategies for Staffing & Recruitment

Try this: "Hey, I understand you've got an open-rec for a VP of marketing. We have a large pool of people that we can pull from, including several who are Marketo-certified and have experience with Highspot. Can we set up a time to talk?"
September 13, 2018
Staffing and Recruiting
12 min read

9 B2B Sales Closing Techniques You Can Use Today

Don’t jump to discounts right away - then it becomes a price-based purchase, not value-based. We need to revert to value-based appeal. If you lead with price, you become a price-based purchase. So any discounts should be last.
September 4, 2018
Sales Strategy
8 min read

[VIDEO] Whiteboard Wednesday: 7 Cold Voicemail Do’s and Don’ts (Jake Shaffren)

Couple your voicemail with other touches. Send an email. Do social touches. Send more voicemails. Send a handwritten note. Within the voicemail itself, reference something else that you've done. For example, "Hey Susie, I sent you over a LinkedIn connection the other day, hope to have a live conversation. This is Jake with DiscoverOrg."
August 29, 2018
Cold Calling
5 min read
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