October 13th, 2015 | by
3 min read

Time management is everything in sales.

This week, we read an article by TOPO about time management for Sales Development Reps discussing a topic that we see many of our clients struggle with. One statistic in particular really stood out: “83.4% of SDRs fail to consistently hit quota each month, in large part because they lack this critical skill [effective time management]”. Further, the article outlined the following as the MAJOR challenges that SDRs face at high-growth companies:

  • Prioritizing high value activities
  • Consistently achieving activity goals
  • Staying focused/not wasting time
  • Maintaining process (e.g. following a touch pattern).

In order to prioritize opportunities and eliminate wasted time, it’s invaluable for SDRs to focus on nurturing prospects that have the highest likelihood to buy – a “high value” activity.

With DiscoverOrg’s Scoops, you’re able to zero in on companies who are actively looking for solutions just like yours. This gives SDRs an opportunity to streamline their daily outreach activities by reaching out to those who are MOST receptive to their call and avoid spending their day “smiling and dialing” through lists of unqualified leads. With DiscoverOrg’s sales intelligence platform you’re able to identify hot leads and get in touch with them directly using verified email address and direct-dial phone numbers.

DiscoverOrg is uncovering thousands of these opportunities weekly. Below is a sampling of the great opportunities our in-house research team was first to report on last week.


Chipotle Mexican Grill has appointed Curt Garner as the company’s first Chief Information Officer, effective November 23, 2015. Curt will report to Jack Hurtung, Chief Financial Officer. The organization has indicated an interest in the company’s expansion and investment of mobile and restaurant operations technology to support efficiency efforts. Sources indicate the company is investing in mobile technology and evaluating Apply Pay as a solution. Chipotle is also in the midst of expansion efforts related to the opening of up to 205 new restaurants locations this year.

Fernando Blanco has recently joined CHRISTUS Health as Chief Information Security Officer. Blanco previously served as Director, Global IT Controls at Pepsico. CHRISTUS is planning to expand its use of Wellcentive’s value-based population-health management solutions across its US operations. Sources have indicated that the company is planning to evaluate Cisco and AppNeta in support of networking and hosted voice initiatives within the next 3-6 months.

SUPERVALU has named Sandra (Sandy) Caravelli as Director, Security, Governance, and Risk & Compliance. Previously, Caravelli served as Senior Director, Information Security at MoneyGram. Sources have indicated increased interest towards the development and implementation of enterprise security solutions related to cyber security, threat intelligence, vulnerability management, and web content filtering. SUPERVALU is planning to assess server requirements to support a migration from Microsoft Windows Server 2003 to 2012.


Golden State Warriors is in the midst of expanding its Salesforce network for a new Salesforce sales center. The organization is in the midst of refreshing its arena network equipment, including the trunking of NBA vLANs to enable easy access of NBA systems across the team’s arena. The Warriors are also in the midst of an IT project to connect the Sana Crus D-League office with the team’s Oakland headquarters network via WAN to enable Santa Cruz to be included in the Golden State domain. The organization is also installing Cisco Meraki Access Points and ShoreTel phones to support this effort.

Flowserve is planning to migrate third party operational tools to SAP Hana. The organization is in the midst of self-service initiatives in an effort to better enable end-users to access business intelligence (BI) tools and dashboards. They are planning to leverage historical data trends to support maintenance efforts. Flowserve is planning Choose Your Own Device (CYOD) related initiatives including the evaluation of mobility solutions and development of mobile applications. The company is planning to spend upwards of $500,000 on these initiatives over the next 6-12 months.

Sources have indicated that Honeywell plans to evaluate options, including internal pricing waterfall solutions, in the next 1-3 months to support marketing initiatives related to business intelligence and analysis. The company is expected to spend up to $250,000 to support these efforts. Sources have also indicated plans for the company to invest up to a combined $750,000 towards marketing projects focused on mobile marketing solutions and demand generation software. Honeywell is planning to begin evaluating solutions over the next 3-6 months.

Once you’ve identified Triggers that fit your target market, we’ll help you identify all key decision makers (and how to get in touch with them) so that you can stop wasting time and become more efficient in your time management. We know SDRs at high-growth companies are under immense pressure to perform, and we’re here to help.

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About the author

McKenzie Ingram

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