October 6th, 2015 | by
3 min read

We’ve officially rounded third base and are in the home stretch of 2015.

What does that mean for us as sales and marketing pros? It means that the pressure is on. Marketers are being pushed to drive as many qualified leads as possible, and as salespeople, you should be prioritizing your opportunities to focus on the ones that are most likely to close before years end.

In a recent B2B Lead Generation Report, researchers found two major obstacles that B2B sales and marketing professionals are dealing with:

  • 42% of B2B marketers say that the lack of high-quality data/lists to drive campaigns is their top challenge.
  • The average B2B buyer is 57% of the way through the purchase decision before engaging a supplier’s sales rep.

In order to combat these sales challenges, you need to be able to anticipate your prospect’s needs and to act on opportunities quickly. This is only possible if you have access to high quality sales intelligence data.

DiscoverOrg’s Scoops give you a competitive advantage by allowing you to have the first look at leadership changes, projects, and spending initiatives happening across the nation. These are PRIMED selling opportunities indicating that the buyer is ready, willing, and able to purchase your product or service.

Take a look at some of the hottest opportunities our in-house research team was first to report on this week.


Applied Materials has recently promoted Kannan Perumal from Senior Director, Information Security & Risk Management to Chief Information Security Officer. The organization recently completed initiatives to install and configure Apache Hadoop Distributed File System (HDFS), Hive and Hbase components to support the company’s Hadoop infrastructure. Applied Materials recently completed proof-of-concept (POC) and proof-of-technology evaluations across interoperable platforms in an effort to ensure the seamless migration of legacy applications to big data platform.

Bill Baumann has recently joined Total Wine & More as the Senior VP, Chief Information Officer following the recent retirement of Robert (Bob) Schoening. The organization has recently launched a new website to enhance user experience. Sources have indicated an increased focus on initiatives related to information management, data warehouse, data governance, and business intelligence. Total Wine recently completed the grand opening of the company’s new Bethesda, MD headquarters. The new 100,000 square foot space will support the company’s expansion initiatives.

James (Jim) R. Fowler has started in his new Chief Information Officer role at General Electric as of October 1st, 2015. Fowler will be tasked with helping GE build digitally connected industrial systems leveraging sensors and software. The company plans to relocate an engine plant from the United States to Canada, shifting manufacturing capacity from Waukesha, Wisconsin in an effort to access Canadian export credit financing. The company will invest $265 million and create 350 jobs.


Best Buy has indicated an increased interest in the evaluation and implementation of new technology solutions that will enable self-service and automation functions for the company’s call centers. The organization has also indicated an increased interest toward the use of virtualization and cloud technologies to enhance efficiencies and reduce costs. Best Buy recently completed the implementation of the Agilisys InfoGenesis POS system across approximately 1400 retail stores. They contracted talent to support these efforts.

Nature’s Sunshine Products is planning to invest about $5 million to support marketing projects related to business intelligence and analytics over the following 6 to 12 months. Sources have indicated plans for upcoming projects focused on predictive analytics and customer relationship management (CRM) systems over the following 12 months. The company is currently planning major cloud and virtualization projects.

Sources have indicated that World Wrestling Entertainment has expressed interest towards the development of web applications to support digital efforts. They are currently planning information security based projects focused on threat detection, risk mitigation, and network security. Sources indicate plans for upcoming IT projects focused on disaster recovery, virtualization, and network infrastructure.

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 get the conversation in motion and be on your way to finishing out a VERY successful 2015.


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About the author

McKenzie Ingram

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