April 28th, 2015 | by
4 min read

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 first vendor to contact a buyer wins the business over 70% of the time. Sales reps that consistently make their numbers and grow the business are the ones that capitalize on advantageous timing and take action.

Prospects expect more from sellers than ever before. Being familiar with the current state of their organization is not only a bonus, it’s an imperative. Would you try and sell microwave dinners to a fine dining restaurant?

Scoops reveal current and existing sales opportunities. These are indicators that an organization is willing, able and ready to purchase. DiscoverOrg uncovers thousands of these scoops (leadership moves, pain points and spending initiatives) every week, giving subscribers the ability to know where they should be focusing their efforts.

Check out some of the major opportunities that DiscoverOrg’s in-house research team uncovered last week:

These Companies All Had Huge Leadership Changes:

DiscoverOrg Scoops | Neustar New Leadership MovesNeuStar has announced the appointment of Mark Tonnesen as Chief Information & Security Officer. In this role, Tonnesen will be responsible for leading the development, delivery, and security of technology infrastructure. The company is also currently seeking a Vice President of Information Security to lead and define an IT environment that delivers reliable and secure applications. Sources have indicated that the company is planning evaluations of solutions that can help to improve business operations and customer experiences. NeuStar has recently indicated an interest toward big data initiatives to drive company marketing efforts, and has recently undergone a major telecom system migration initiative. They are planning to implement a server upgrade initiative in the near future.

DiscoverOrg Scoops | Community Health System Leadership ChangeChris Lewis has joined Community Health Systems as Chief Technology Officer, filling the role that was previously held by Mike O’Shea. Sources have indicated that the organization is planning to implement new training plans to support the organization’s adoption of the electronic medical record (EMR). Community Health Systems has indicated interest in the development of network infrastructures including LAN & WAN to support the organization’s voice systems, data communications systems, and Citrix farms. The organization has indicated plans to develop online analytical processing (OLAP) to support the analysis of multidimensional data, as well as interest in the implementation of business intelligence data warehousing solutions to support the data integration from multiple sources.

DiscoverOrg Scoops | BB&T New Leadership MoveBB&T has named Steve Scott as Chief Information Security Officer, filling the role that was previously held by Kenneth Kilby. Sources within BB&T have indicated an increased investment to the corporation’s IT risk management program, and are currently seeking a Manager, IT Disaster Recovery to develop efficient IT disaster recover solutions, policies, and requirements to support optimized business recovery. The company is planning to upgrade IMB DB2 version 9.7 to Version 10.1. The company recently acquired Susquehanna Bancshares Inc. for an undisclosed amount.

These Companies All Started Big Initiatives:

DiscoverOrg Scoops | AmTrust Financial Services New Leadership MoveSources at AmTrust Financial have indicated an interest in the development and implementation of new solutions that will enhance the company’s current virtual environments. The company has shown interest in the use of a web-based front-end for the company’s EDI systems to support the simplification of testing efforts. The company is planning IT initiatives that will drive the integration of the company’s electronic data interchange (EDI) functionality into existing systems.

DiscoverOrg Scoops | Netflix New Leadership ChangeNetflix recently implemented the ServiceNow IT service management (ITSM) solution to provide an improved ticket management system. Sources have indicated an increase interest towards IT initiatives related to the implementation of a laptop refresh program for all employees to promote the use of cloud services within the company using the cloud services as storage would also improve information security. The company has shown an interest toward deploying an identity as a service (IDaaS) solution throughout the entire corporation.

DiscoverOrg Scoops | Newell Rubbermaid New IT InitiativesNewell Rubbermaid is in the midst of a global IT initiative that includes the migration of legacy systems to a common SAP ERP platform. Sources have indicated interest toward SAP-based initiatives that will support the delivery of business intelligence solutions. The company plans to invest $27 million toward expansions to the company’s Winfield, KS manufacturing facility. Efforts are expected to materialize of the next three years and will enable the facility to increase food storage production as well as add select commercial products to its pipeline. Newell Rubbermaid announced the acquisition of Baby Jogger Holdings, Inc. for a purchase price of $210 million at the end of February.

Armed with the information you need to make the sale, take a moment to learn more about how you can leverage scoops to create more sales opportunities.  Now is the time to pick up the phone and reach out to these organizations. Use DiscoverOrg’s verified contact information to reach out to the decision maker’s directly, and be confident that you will be reaching out to the right contact, with the right solution, at the right time – every time.

About the author

McKenzie Ingram

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