More pipeline, bigger deals, massive wins … DiscoverOrg customers are total superstars! Our mission is simple: to accelerate the pipeline and revenue growth of sales and marketing teams every day they come to work. Nothing makes us more proud than to put the spotlight on successful rockstars that are crushing it because of hard work, great skills, and awesome data. As 2017 draws to a close, we want to put the spotlight on the sales and marketing superstars who have been using their exceptional skills + DiscoverOrg to win more deals than ever before. 1. I landed 185 more opportunities – and ..read more

Launching and growing a business has never been easy, but it used to be a lot harder. Not long ago, large enterprises—with deeply entrenched incumbent business relationships, rolodexes, and enormous advertising budgets—wined, dined, and golfed with their customers more than any small business could ever afford or imagine. Startups and challengers—even those with disruptive offerings—faced a significant uphill battle to win new business at scale and steal market share from industry leaders, because they had limited visibility and access to buyers. Rapid growth is a natural expectation for tech ..read more

An IT Staffing Firm’s Step by Step Guide to Expanding into Large Accounts Most staffing firms understand the common principle that it’s easier and more cost-effective to focus on expanding current accounts rather than acquiring new ones. We all know that established and repeat customers have an existing rapport, which builds highly valuable customer loyalty. Having said that, few companies seem to take advantage of this. Account managers and sales teams often become overly preoccupied in managing their existing business relationships rather than using those relationships to penetrate deeper i ..read more

First things first: People buy from people first, product second, according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good. As they negotiate, they want to feel like they won. So how can you make sure your customer-to-be wins – and feels like they won – while winning business yourself? Here’s how to manage so much winning, with nine tips from our top sales closers. 1. The Rule of Three Wernke likes to use the Rule of 3. To make customers feel good about the sale, throw in three pieces of value, in this order: ad ..read more

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? First, let’s level-set on why you should go through this exercise in the first place. Two words: finite resources. It takes time, money, and people to attract, convert, and delight new customers! And as a savvy business professional, you want to ensure that your resources are allocated to those prospects who will deliver the best return. You can’t market to everyone. Besides ensuring that your existing customers are a long-term fit, the I ..read more

Everyone collects data these days. This poses a conundrum for some buyers, who now have to choose between privacy and relevance – but the data democracy is a boon for sales and marketing. The availability of account, contact, and buyer  sales intelligence information, such as phone numbers for C-suite execs, funding event details, and personnel insights such as departures, hires, and promotions, has enabled forward-thinking companies to disrupt traditional markets like never before. Historically, business relationships revolved more around golf-course deals and long-standing relationships: Go ..read more

We’re grateful for a lot of things this season – the incredible teammates around us, the opportunities we’ve had to grow, and our warm local community – and especially our customers. “Nothing is more gratifying than seeing our customers win – whether its landing a big deal, crushing a competitor, or achieving a growth goal,” says Jenny Campbell, our Interim Vice President of Customer Experience. “It’s so cool when that happens. It feels like we’re making a difference, and we’re so thankful for the chance to do that. Jenny Campbell, Interim Vice President of Customer Experience It might be a ..read more

For years, sales and marketing teams have been spending money to buy lead generation tools and contact data to grow their email marketing database. Unfortunately, the days of just filling your marketing system with the most names, emailing them indiscriminately, and seeing a flood of responses is long gone. Today, there are so many choices and tools that promise to accelerate growth and build your pipeline, it can be overwhelming. What’s the tradeoff between going with a tool that promises the most names versus another that promises the most accurate intelligence? When many data providers cl ..read more

I come to the Account Based Everything movement as a long-time proponent. I had a special opportunity to learn Sales early on from a mentor that practiced many of the non-technology tenets of ABE – accounting for multiple stakeholders, personalizing messages by function and role, coordinating multi-modal follow-up as an integrated account plan, all against a named list of target – ideal – accounts. These things have always made sense. The fast innovation taking place in sales enablement technology has served as rocket fuel and turned this into the movement it’s become, adding both efficiency ..read more