McKenzie Ingram

McKenzie has a background in communications and non-profit sector.

Posts by McKenzie Ingram

DiscoverOrg Sales Intelligence | Using Triggers for Prospecting

Latest IT Leadership Changes & Projects

If you’re in the office during Thanksgiving week (we are too!) make sure that you’re spending your time connecting with prospects who are the most likely to buy your product or service.

DiscoverOrg Sales Intelligence | Targeted Opportunities

Latest IT Leadership Changes & Projects

We recommend spending a solid portion of your day fishing where the fish are. Spend one “chunk” of your day focusing on the opportunities that have the highest propensity to buy.

IT Industry Leadership Moves & Initiatives

Latest IT Leadership Changes & Projects

From major leadership changes to initiatives and pain points, we are intently focused on showing you where your best selling opportunities lie.

Best Practices for B2B Sales

Latest IT Leadership Changes & Projects

In order to deliver hyper personalized, targeted messaging to your prospects you must truly understand their needs and their business.

Real Time Projects & Initiatives on target prospect accounts

Latest IT Leadership Changes & Projects

In order to penetrate top accounts, the modern B2B salesman must be an expert on both the value of their product and the current state of their prospect’s organization.

Account-Based Sales Development with DiscoverOrg Sales Intelligence

Cloudera Sees Incredible Success with Account-Based Sales Development

With today’s busy buyer requiring an average of 22.5 dials to connect, Cloudera saw an immediate need to scrap the old sales process, and create their own.

DiscoverOrg Sales Intelligence | Triggers

Latest IT Leadership Changes & Projects (and how they can help your time management)

“83.4% of SDRs fail to consistently hit quota each month, in large part because they lack this critical skill [effective time management]."

DiscoverOrg Sales Intelligence | IT Projects & Initiatives

Latest IT Leadership Changes & Projects – The Home Stretch of 2015

In order to combat B2B inside sales challenges, you need to be able to anticipate your prospect’s needs and to act on opportunities quickly.

DiscoverOrg Sales Intelligence | Triggers Information Security

Top 6 Major Information Security Moves Happening Now

DiscoverOrg Sales Intelligence takes an inside look at major corporations who are putting Information Security on the top of their I.T. priority list.

DiscoverOrg Sales Intelligence | Real Time Trigger Events

Top 5 Major Information Security Initiatives Happening Now

With these security breaches happening more and more frequently, major corporations are becoming increasingly focused on security measures to prevent these attacks from happening.

Senior Vice President, Customer Success

Don’t Look Past Cold Leads: Words from DiscoverOrg’s New Senior Vice President, Customer Success

Redirecting your attention away from inbound leads, and towards “non-hand raisers” can be extremely beneficial for business.

DiscoverOrg Sales Intelligence

Latest IT Leadership Changes & Projects

Instead of wasting your time calling through lists of outdated prospects, you should be targeting those who are MOST likely to buy your product.

DiscoverOrg Sales Intelligence | Leadership Moves and IT Initiatives

Latest IT Industry Leadership Changes & Projects

Labor Day is over. Get back to work. It’s time to pack away your white clothes and get back to the grind.

Intel on your top prospect accounts

Latest IT Industry Leadership Changes & Projects

Our goal is to eliminate “cold calls” and give reps the opportunity to make these initial touches positive ones.

DiscoverOrg Sales Intelligence

Latest IT Industry Leadership Changes & Projects

With stocks continuing to plummet (and then rise again) and investors starting to panic, we think it’s a good time to invest your time and energy into something with proven ROI.

DiscoverOrg Triggers | Uncovering Sales Opportunities

Latest IT Industry Leadership Changes & Projects

From major leadership changes to new initiatives and pain points, DiscoverOrg works hard to show you right where the most prime selling opportunities are.

DiscoverOrg Sales Intelligence | Real-Time Triggers

Latest IT Industry Leadership Changes & Projects

New IT leaders are brought in to inspire positive growth in the company, lay the groundwork for departmental changes, improve efficiency, or fix a broken system.

DiscoverOrg Sales Intelligence | Outbound Sales

How Daniel Barber of ToutApp is Building an SDR Engine

ToutApp's Director of Sales Development and Operations, Daniel Barber, explains the decisions he's made that have made the biggest impact on his SDR team's success.

DiscoverOrg Sales Intelligence | Triggers

Latest IT Industry Leadership Changes & Projects

Let’s face it, B2B sales is tough. But we all know that selling is even tougher when you haven’t established a solid connection with your prospect company.

DiscoverOrg Triggers | Latest IT Industry Moves

Latest IT Industry Leadership Changes & Projects

The survey concluded that given access to solid sales intelligence, sales reps were able to have meaningful, and mutually beneficial, initial conversations with each and every one of their target prospects.

Triggers Happening in the IT Industry Now

Latest IT Industry Leadership Changes & Projects

In the modern sales game, a vendor must nail two things: 1) Timing (knowing when to reach out, and 2) Expertise (demonstrating their expert status on a prospect’s current environment, pain points, and initiatives).

DiscoverOrg Sales Intelligence | Company Growth

DiscoverOrg’s People & Culture: Where We’ve Been and Where We’re Going

From a 2,000 sq. ft. office to a 27,000 sq. ft. office in less than 7 years, we always knew that we were going to build a great company, but we’re all floored at how quickly it happened.

DiscoverOrg Sales Intelligence | New IT Initiatives

Latest IT Industry Leadership Changes & Projects

By leveraging Triggers, youre able to capitalize on timing and reach your ideal prospects at time where they are receptive to your call. Its safe to say that THIS can be your competitive advantage in the sales process.

DiscoverOrg | Perspective on Past, Present, & Future

DiscoverOrg’s Sales Intelligence: Where We’ve Been and Where We’re Going

In 2007, we began a data revolution. We saw a need for high-quality data intelligence in the IT sales market, and we delivered.

DiscoverOrg | Sales Intelligence with Opportunity Alerts

Latest IT Industry Leadership Changes & Projects

...the global coffee roasting giant will also be evaluating solutions, within the next six to 12 months, that support mobile applications and cloud-based IT projects.

Sales Timing DiscoverOrg

What’s Happening Now? Last Week’s Biggest IT Industry Moves

Each week we report on the biggest happenings in the IT industry. From major leadership changes to initiatives and pain points.

LinkedIn-blog DiscoverOrg

Six Reasons LinkedIn is Made Even Better with a Powerful Sales Intelligence Tool

LinkedIn, one of the largest and fastest growing social networking sites, is undoubtedly a great prospecting resource. But like many great social media tools, LinkedIn may not give you the complete picture.

NBA Sales Improvement DiscoverOrg

Get the Fast Break Points – Capitalize on NBA Sales Opportunities

With DiscoverOrg’s Triggers you’ve got the game stacked in your favor. Leveraging inside information about upcoming initiatives, current pain points, and leadership changes is the equivalent of having a triple double in your sales cycle.

Triggers for sales prospects DiscoverOrg

What’s Happening Now? Last Week’s Biggest IT Industry Moves

A recent survey conducted by DiscoverOrg of C-Level executives who had been in their new position for less than six months showed overwhelmingly that big changes happen within those first months of tenure.

Sales Intelligence Interview DiscoverOrg

What Is Sales Intelligence? An Interview With DiscoverOrg CEO, Henry Schuck

The phrase, “Sales Intelligence” is a popular, but still under-the-radar, term used in the sales and marketing field. To help uncover the true meaning behind the subject, we sat down with Henry Schuck, DiscoverOrg CEO and co-founder, to find out exactly what “Sales Intelligence” means and how it’s truly changing the game for sales and

IT Industry Moves DiscoverOrg

What’s Happening Now? Last Week’s Biggest IT Industry Moves

It’s the beginning of a new month, and the end of Q2 is getting closer and closer. How are your numbers? Are you on track to meet your Q2 quota? I know that this is the point in the quarter where some people start to panic. If your pipeline isn’t stacked full for the month,

IT Industry Moves DiscoverOrg

What’s Happening Now? Last Week’s Biggest IT Industry Moves

It may have been a holiday for some of us, but many companies were busy making massive changes over the last week! These changes are what we refer to as Triggers. Triggers are business activities, which signal that a prospect account is ready, willing and able to buy. These signal prime opportunities for when sales

Account Based Marketing DiscoverOrg

The Future of Sales & Marketing: The Rise of ABM

Recently there’s been a lot of buzz about Account-Based Marketing (ABM) and also a lot of confusion. “It sounds a lot like outbound sales”, is something we’re hearing often. In a recent post, Sangram Vajre from Terminus responds to the three main statements below, made by Craig Rosenberg from TOPO, about Account-Based Marketing and explores

IT Industry Moves DiscoverOrg

What’s Happening Now? Last Week’s Biggest IT Industry Moves

Each week we report on the biggest happenings in the IT industry. From major leadership changes to initiatives and pain points, DiscoverOrg is working to show you where the most prime selling opportunities are. With Forrester reporting that anywhere from 2/3 to 90% of the buyer’s journey is already complete by the time they speak

Change Ahead IT DiscoverOrg

What’s Happening Now? Last Week’s Biggest It Industry Moves

As you may have heard, people across the industry are discussing the Death of the B2B Salesman. While we couldn’t disagree more (B2B sales is not on the decline), we are finding that in order to be successful, sellers need to be more informed, more persistent, and must be able to speak to their prospect’s

IT Changes DiscoverOrg

What’s Happening Now? Last Week’s Biggest IT Industry Moves

Newly hired C-suite executives, who are under immense pressure to perform in their first few months of tenure, create a prime opportunity for selling.

IT Industry Timing DiscoverOrg

What’s Happening Now? Last Week’s Biggest IT Industry Moves

In the modern sales game, timing is everything.  Gone are the days when companies could afford to wait for buyers to contact them. Forrester reports that the average buyer is two-thirds to 90% of the way through the buying journey before they reach out to vendors. Furthermore, DiscoverOrg found in a recent study that the

Tradeshow Triggers DiscoverOrg

How to Leverage IT Industry News at Trade Shows

It is trade show season! Your booth is set up, your demos and collateral are all ready and you’re raring for the show to start. You’re likely to be meeting hundreds of people each day of the show – some prospects, some customers, and some folks who are just looking for a toy to bring

IT Industry Moves DiscoverOrg

What’s Happening Now? Last Week’s Biggest IT Industry Moves

Hearing a lot of “we don’t have the budget for that” recently? It may be true. A lot of companies have already maxed out their budget for the quarter and are unable to implement new solutions. However, many organizations are just ramping up for the year and are actively looking for IT solutions to help

IT Changes DiscoverOrg

What’s Happening Now? Last Week’s Biggest IT Industry Moves

Tick tock, tick tock. Time is of the essence. With each passing minute, following the discovery of a new IT initiative, your chances of winning the business diminish. It is not uncommon that by the time a company is able to announce a new initiative, it’s already too late for new vendors to even be

Selling Opportunities DiscoverOrg

6 Major Selling Opportunities Happening Right Now

Today’s the last day of Q1, and tomorrow we’ll all have the same thing on our mind: How am I going to fill my pipeline for Q2? The answer is: PAY ATTENTION. Opportunities present themselves all the time:  there are changes happening and new initiatives starting in the IT, Marketing and Finance departments of your

Opportunity DiscoverOrg

Recent Selling Opportunities From DiscoverOrg

Knock, knock. Who’s there? Opportunity. Right now, there are changes happening and new initiatives starting in the IT, Marketing and Finance departments of your targeted prospects. Are you aware of them? Sales Triggers are business activities that signal whether a target account is ready, willing and able to buy. These are prime opportunities for sales

echogravity DiscoverOrg

echogravity Highlights the Benefits of IT Staffers Using Sales Intelligence

echogravity discusses how going beyond the minimalist strategies of utilizing data can help maximize your sales intelligence investment.

IT Industry Alert: Cancer Treatment Centers of America Names Top CIO

This week, after more than three months of searching, Cancer Treatment Centers of America (CTCA) announced that IT industry leader Kristin Darby, CPA, MBA, will join the company as its Chief Information Officer. Darby is expected to architect the organization’s IS function including clinical and non-clinical functions. IT Industry Leading CIO In 2013, Darby was

IT Industry Alert: Quest Diagnostics Names New CIO in Series of Leadership Appointments

Lidia Fonseca was recently named as Quest Diagnostics’ newest Chief Information Officer as the company traverses through a series of senior leadership appointments aiming to strengthen the management team and execute the company’s five-point business strategy. The strategy is designed to: Refocus on its core diagnostic information services business Drive operational excellence Restore growth Simplify

NIU CIO DiscoverOrg

IT INDUSTRY ALERT: Northern Illinois University Names First Ever CIO

IT Industry Leader Brett Coryell joined Northern Illinois University on Monday as their first ever Chief Information Officer and Vice President of Information Technology. Corywell is now responsible for oversight of the University’s Information Technology infrastructure. He reports directly to NIU President Doug Baker, and also serves as a member of his cabinet. The announcement

IT Industry Alert: WellPoint Taps Coca-Cola Exec as New CIO

Last week WellPoint announced Thomas Miller, Senior Vice President and Chief Information Officer at Coca-Cola, will leave his post and join the company as CIO effective May 1st. Miller will replace Andrew Lang, who is now the CIO of Wolters Kluwer. Many view this leadership change as a response to a long standing history and

IT INDUSTRY ALERT: Pandora Shakes Things up With Two Huge Leadership Changes

Leading internet radio service provider Pandora Media announced two huge leadership changes last week as Tom Conrad, Pandora’s Chief Technology Officer, announced his resignation. Effective immediately, Chris Martin will serve as Chief Technology Officer and Steve Ginsberg as Chief Information Officer. Although Conrad is stepping down from his current position he is not leaving the

NIU CIO DiscoverOrg

IT Industry Alert: Lowe’s Names New CIO as Kevin Summers Exits the Company

Following last week’s departure of Chief Information Officer Kevin Summers, Mooresville-based Lowe’s announced the naming of Paul D. Ramsay as their new CIO. Ramsay has served as the company’s Senior Vice President of US Home Improvement since April 2013 where he was responsible for the execution of all technology services and omni channel platforms, and

IT Industry Alert: Yahoo! Appoints New CISO After Company’s Security Suffers

Yahoo! announced Monday that they have appointed veteran security executive Alex Stamos as its Chief Information Security Officer. Prior to joining Yahoo! Stamos served as Chief Technology Officer of Artemis. He is also the co-founder of iSEC Partners, an IT industry security services and consulting firm, and primary organizer of TrustyCon, a security conference, which

CBeyond Names New CIO In the Midst of Opening New Data Center

CBeyond, the Atlanta based telecommunications and information technology company, recently made two big announcements: naming Tim Myers as Chief Information Officer, and the opening of their newest regional data center, located in Las Vegas, Nevada. These IT system changes come in the wake of layoffs in the beginning of this year as part of the

Leadership DiscoverOrg

IT Industry Alert: Barclays Bank Loses Top CIO Anthony Watson to Nike

Last week Nike announced that Anthony Watson will replace Roland Paanakker, as Chief Information Officer. Paanakker retired in November after more than twenty years with the company. Watson joins Nike with a wealth of IT industry experience, and a reputation as one of the Top CIOs in the world. Watson, 38, is anticipated to start

IHS Inc. Names Mark Settle as CIO – Increase Your IT Sales by Calling Now

Last week IHS Inc., a leading global source of critical information and insight, named Mark F. Settle as Senior Vice President and Chief Information Officer. Settle brings more than 25 years of experience in managing technical innovation, global business unit performance and organizational change. In the next few months, Settle will be working to reconstruct

Increase Your Good Leads With the Most Recent IT Leadership Changes – Allianz Names New CISO

In 2014, focus in on the quality of your leads. As the New Year picks up steam, we know your team is looking to increase their sales by focusing on the good leads, and avoiding the bad ones. We’re on top of tracking the most important, and up-to-date, leadership moves happening throughout the IT industry

Sheila Jordan New Symantec CIO – Improve Your Sales Effectiveness- Get in Contact Now

Leading computer security, backup and availability solutions software corporation Symantec has named Sheila Jordan as Chief Information Officer, effective February 18th. The announcement comes alongside recent news of a management overhaul for the Fortune 500 Company, indicating a time of change and turbulence. Although some view Symantec’s upheaval as a reflection of hard economic times,

Leadership DiscoverOrg

IT Industry Leader – Qualys Names Yousuf Khan as CIO to Support Global Push Into Threat Prevention

Last week security software maker Qualys announced that Yousuf Khan will join the company as their first ever Chief Information Officer.  Prior to joining Qualys, Khan served as CIO of Hult International Business School where he helped educate and enhance global IT industry standards and strategies. Khan received his bachelor’s degree in Business Management from

Leadership DiscoverOrg

GoDaddy Recruits New CIO and Gears up for International IT Industry Expansion

Big Changes GoDaddy is causing some serious waves in the IT industry and we want to let you in on a little secret. Are you ready? They want to hear from you. In the last year GoDaddy has tripled the size of its San Francisco-area office, and expanded to a new space in Kirkland, Washington.

Leadership DiscoverOrg

IT Sales Leads Strengthen With New Leadership – Standard Register Announces Two Big IT Leadership Changes

This week Standard Register –a communications services firm for commercial, financial services, healthcare and industrial markets– announced Diana Tullio has been promoted to Chief Information Officer, and Terry Williams will join Standard Register as Vice President, Customer Facing Technology.  The leadership changes come with a great deal of opportunity and growth for Standard Register, and

Leadership DiscoverOrg

Double Alert to IT Sales Experts – ABC Supply Announces Leadership Changes

This week the largest distributor of roofing materials in the United States – ABC Supply – has made two significant announcements that will impact IT vendors.  First, ABC Supply announced that Kathy Hendricks has transitioned to the newly created position of Executive Director, Customer Connectivity.  Additionally, Tony Vaden has replaced Hendricks as Chief Information Officer. 

Leadership DiscoverOrg

Alert to IT Sales Experts – Latest IT Leadership Change Announced

ServiceMaster Announces New Chief Information Officer This alert goes out to all those savvy IT sales experts out there.  There has been significant management change at ServiceMaster.  This week, ServiceMaster announced that Tim Haynes has been promoted to Senior Vice President and Chief Information Officer, replacing Linda Goodspeed who served as CIO since 2011. The

Leadership DiscoverOrg

Alert to IT Sales Experts: IT Leadership Change

Monsanto’s New Chief Information Officer IT sales experts should be alerted to a key management change at Monsanto’s.  This month, James Swanson was named Monsanto’s Chief Information Officer. Swanson is responsible for leading the IT department and serving as a member of the strategy team. While Monsanto’s IT department supports all aspects of the business,

Leadership DiscoverOrg

Alert to IT Sales Experts: IT Leadership Change

IT sales experts should be alerted to a key management change at TE Connectivity where Joseph (Joe) F. Eckroth, Jr. has been named Chief Information Officer. Eckroth joins TE Connectivity from Hertz Holdings, where he served as CIO & VP, Global Customer Care. Eckroth will replace retiring 17-year CIO Ronald Vance at the end of

Leadership DiscoverOrg

New IT Industry Leadership Move

Goldman Sachs has named R. Martin Chavez as the new Chief Information Officer less than a month after Goldman Sachs suffered a high profile trading systems glitch, potentially costing the firm millions of dollars and prompting an internal review. Chavez will replace Steve Scopellite who has been with Goldman Sachs since 1986 and served as

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© 2017 DiscoverOrg, All Rights Reserved
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