January 6th, 2014 | by
2 min read

Accelerate the “Getting to Know You” Phase for Information Technology Sales Success

Selling into the information technology market can feel a lot like trying to find your perfect mate at a bar. Similarly, sales people are often making calls that feel a lot like those awkward first advances– you see that the prospect has attributes you find appealing, but do they share common goals, do they find you appealing, are they even looking?  A lot of cycles are wasted on prospects in which there is no real hope for a match. Given that there are better options, does anyone really want to stick with this approach?

Information technology sales success is better found by a different strategy. Armed with intelligence from DiscoverOrg, your sales people approach prospects in a whole new way. It is like being introduced at an intimate dinner party – you already know that they are looking, and your host has let you in on the fact that they are seeking what you offer. You understand the needs and wants of your prospect and you can confidently approach them knowing that they will be receptive.

The difference will be dramatic, “cold calling” will become a thing of the past. Instead, your sales teams will be “warm calling” – contacting prospects with the most current information on:

  • New leadership changes at their company
  • What technologies they currently have installed
  •  How you can make them run better
  • Current projects that are being deployed.

DiscoverOrg delivers sales success by creating that intimate environment quickly. Our team of researchers do the initial work in the “get to know you” process ensuring that you engage with solid information technology prospects. This means that you will be calling with relevant information and technology solutions that you KNOW will help their business.

Just like bar hopping, cold calling can be a frustrating because you enter the process without confidence that you will find any decent opportunities. You are not able to accentuate the strengths you have because you don’t know what the prospects are seeking. This approach is time consuming and you are often caught unprepared. With the help of DiscoverOrg, you can cut through the crowds of ineligible prospects to find sales success with those that truly are a good  match.

Learn more about Nucleus Research recommends the DiscoverOrg approach to increase information technology sales effectiveness and gain competitive advantage.

About the author

Henry Schuck

Henry Schuck is the CEO of DiscoverOrg, a 7-time Fortune 5000 company, which he co-founded at the age of 23. He has extensive experience managing the sales and marketing activities of fast-growing information technology data companies.