New Research from DiscoverOrg Identifies Key Sales & Marketing Drivers of the World’s Fastest Growing Companies

New Research from DiscoverOrg Identifies Key Sales & Marketing Drivers of the World’s Fastest Growing Companies. VANCOUVER, Wash., Jan. 11, 2017 (GLOBE NEWSWIRE) -- Global, high-growth companies are more likely to invest in account-based strategies, cold calling, rigorous sales training, and data quality initiatives than their lower growth counterparts according to a survey of 200 sales and marketing organizations conducted in November 2016 by DiscoverOrg, the world’s leading sales and marketing intelligence solution. Of the 200 respondents, companies characterized as “high growth” realized 40% or greater growth over the past 3 years.” The findings clearly demonstrate that the fastest growing companies spend more time “doing the hard things” when it comes to their sales and marketing efforts as compared to their lower growth peers: High growth companies are 2.5X as likely to have an account-based marketing strategy in place High growth companies are 2X as likely to see strong results from cold calling and are more likely to have a dedicated outbound prospecting team High growth companies use 2x as many sales technologies and 24% more marketing technologies and are more likely to hire sales reps that are “tech-savvy” than “experienced” The fastest growing companies provide three or more hours per week of coaching and training to their sales team High growth companies also identified a lack of quality account and contact data as their top growth inhibitor - indicating they could grow even faster if they had better data at their fingertips. “The findings clearly demonstrate that achieving fast growth is not as simple as having a great product and hiring experienced sales reps,” said Henry Schuck, CEO of DiscoverOrg. For a detailed discussion of the results, please register for the webinar to be held Thursday, January 12 at 10am PT. About DiscoverOrg DiscoverOrg is the leading global sales and marketing intelligence tool used by over 2,000 of the world's fastest growing companies to accelerate growth. About Smart Selling Tools Smart Selling Tools, Inc., is an analyst and consulting firm that specializes in sales productivity and sales performance solutions sometimes referred to as RevTech. The firm doesn’t sell sales software. The right tools can help your sales team spend more time with high-quality prospects that close, and less time on everything else. Join their weekly SalesTech Newsletter or sign-up for their free Webinar Series.

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VANCOUVER, Wash., Jan. 11, 2017 (GLOBE NEWSWIRE) — Global, high-growth companies are more likely to invest in account-based strategies, cold calling, rigorous sales training, and data quality initiatives than their lower growth counterparts according to a survey of 200 sales and marketing organizations conducted in November 2016 by DiscoverOrg, the world’s leading sales and marketing intelligence solution.

In partnership with Smart Selling Tools, the study is the first to identify the specific operational drivers of growth that enable companies to achieve top quartile growth rates. Of the 200 respondents, companies characterized as “high growth” realized 40% or greater growth over the past 3 years.”

The findings clearly demonstrate that the fastest growing companies spend more time “doing the hard things” when it comes to their sales and marketing efforts as compared to their lower growth peers:

  • High growth companies are 2.5X as likely to have an account-based marketing strategy in place
  • High growth companies are 2X as likely to see strong results from cold calling and are more likely to have a dedicated outbound prospecting team
  • High growth companies use 2x as many sales technologies and 24% more marketing technologies and are more likely to hire sales reps that are “tech-savvy” than “experienced”
  • The fastest growing companies provide three or more hours per week of coaching and training to their sales team

High growth companies also identified a lack of quality account and contact data as their top growth inhibitor – indicating they could grow even faster if they had better data at their fingertips.

“The findings clearly demonstrate…

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