In the old days we'd just buy a list, call top to bottom and call it good. That doesn't work anymore and you know it. Jake Shaffren is the Director of Sales Development at DiscoverOrg, and he's a master about thinking through how reps can find, identify, and quality their leads and target contacts. It's all about the leads. If reps are spending a lot of time trying to figure out who to pursue, they'll lose. Companies need human verified data to know that their target audience has the right information to contact and qualify them.