More Data Intelligence = More Closed Won Opportunities
Each month our product development team releases new enhancements and functionality to improve the experience and results our customers have with DiscoverOrg. This week’s rollout added some great data intelligence around the growing list of companies profiled in our database. The newest capability in DiscoverOrg is the ability to search and graphically view a company’s year-over-year employee and revenue growth rate for the last 3-year period. As Q4 comes to an end, I wanted to remind you of a very simple use case designed around maximizing this type of intelligence.
What to Think About
Why is this type of data intelligence important to IT sales and marketing people? The answer is pretty straightforward, if their revenue is growing then growth in IT department budgets will quickly follow. Revenue growth means there is more demand on their infrastructure to get the goods and services out the door. This toll on their systems is much higher now than it was 3 years ago. The tools they needed, or had to make do with as the economy was rebounding, are likely not meeting their needs today.
As more customers come on and more product flows out their doors, they will need more than new equipment – they will need people. They are in the middle of trying to find the best IT industry talent available. With a shortage of talent and obviously time, they will need staff augmentation and a really good recruiter to help them continue on their growth path.
This Data Intelligence is Important
How you act on this type of buying trigger information identifies what kind of sales professional you are: GOOD IT sales professionals are having real conversations with prospects about their growth, what they’ve outgrown and how to solve current pain points. GREAT salespeople out there are helping prospects visualize what issues they are going to run into from an infrastructure, headcount, security and an applications perspective if they continue on their trajectory without planning for the growth. Notwithstanding, those AMAZING sales professionals truly differentiate themselves with their ability to share how they helped a similarly situated client navigate through the same issues successfully.
You can find DiscoverOrg’s Year over Year Growth Numbers on our main search screen as well as on our company search, Company Pages and Org Chart Pages.
Leverage this piece of intelligence to your advantage.