[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...
100 Most Prospected-to Companies of 2018
You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names - but that’s not why savvy sales and marketing professionals have been pitching to them.
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...
8 Ways to Use BASHO Emails in Cold Email Outreach - With Examples
Basho emails aren’t just alive and well – they’re thriving. They’re a critical part of personalized prospecting and account-based strategy. But to crush cold email outreach, you have to do...
How to Create an Ideal Customer Profile (ICP) to Target the Right Customers
The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects - but how do you create an accurate ICP in the first place?
Whiteboard Wednesday: 3 Ways to Scale Your Inbound Sales Team (Chaz Knauft)
Welcome to another Whiteboard Wednesday! I’m Chaz Knauft, Manager of Sales Development at DiscoverOrg, and I’m going to walk you through how to scale your inbound sales development team –...
Growthbound: DiscoverOrg's Rebrand Story
Growth. By definition, it means increasing – in size, in maturity, in experience. It means that not only are you better than you were yesterday, you’re taking the future head-on....
[VIDEO] Whiteboard Wednesday: Increase Retention in Sales - with Data (Steve Waters)
I think if you're asking for more from your sales team, you also have to give them the tools to achieve it without killing themselves - or your retention problem is going to go from bad to worse.
[VIDEO] Whiteboard Wednesday: Sales Emotional Intelligence (Dave Sill)
If I think about social awareness, one of the disciplines there is the idea of transparency in sales. By transparency, I mean that as a seller you gain terrific credibility by just being just straight up and throwing your cards on the table. It’s a key advantage. Your time is valuable too, and it's fair play to ask the prospect: "Hey, what budget has been set aside for this?"