Size Matters: Digging in to Employee Counts and Social Media Discrepancies

If you work in sales and marketing, I’ll bet you think a company’s employee count on LinkedIn is the absolute best way to determine how many employees work at that...
January 22, 2019
Company Updates
6 min read

Yes, Gender is a Factor in B2B Buying Decisions: Selling to Men and to Women

Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which...
January 15, 2019
Best Practices
3 min read

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.
December 18, 2018
Business Intelligence
9 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
How-to
4 min read

Pitch Perfect: Selling into Human Resources (HR)

A candid interview with Jill Konrath and L. David Kingsley, Chief People Officer at Vlocity (via Salesforce and Mulesoft) Workplace services. Compensation. Recruitment. New employee orientation. Human Resources owns a...
November 6, 2018
Recruiting
7 min read

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 –...
October 31, 2018
Sales and Marketing Alignment
7 min read

Whiteboard Wednesday: 5 Steps to Overcome Sales Objections (Steve Bryerton)

Remember that last sale that you made where you ran into an objection? It’s tough, right? Of course it is. We all know that selling doesn’t really start until we...
September 26, 2018
Outbound Selling
8 min read

Swag for Days: 13 Don’t-Miss Dreamforce Events 2018

Meet Salesforce’s own inside sales team, and see how they use … Salesforce. Hey, they single-handedly created the Burning Man of sales events, so it’s fair to say they’ve seen results. DO NOT miss this Dreamforce session!
September 17, 2018
Marketing
6 min read

[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?"
September 5, 2018
Sales
7 min read
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