What’s the secret to growth? Maybe it’s because I spent my college years in Las Vegas, but I’d be willing to bet that, if you asked 10 sales leaders where they invest to maximize revenue growth, you’d get 10 different answers.
There are so many levers to pull when trying to increase sales effectiveness – new technology, staffing, training, processes – that it can be challenging to determine where to focus and which investments truly deliver on the promise of growth acceleration.
But I’m a data guy – and DiscoverOrg is a data company – so we were convinced that solid, empirical data could point to the secrets of growth.
To test the theory, we recently partnered with Smart Selling Tools to survey 200 sales and marketing leaders about the factors that accelerate or inhibit growth at their companies. We wanted to understand what high-growth companies do differently than their low-growth counterparts.
The findings of the 2017 Growth Drivers Report were illuminating and validated the hypothesis that there are a few key strategies and tactics high-growth companies execute more often and more successfully than other companies.
The survey found that companies realizing at least 40 percent growth over the past three years (designated “high growth”) are more often investing in account-based strategies, outbound prospecting, rigorous sales training, data quality initiatives, and technology.