High-growth companies are more likely than lower-growth firms to use account-based sales approaches, focus on cold-calling, and employ tech-savvy salespeople, according to recent research from DiscoverOrg.
The report was based on data from a survey of 200 executives who work for businesses of all sizes (53% of firms employ 1-499 people; 24% employ 500-4,999; 24% employ 5,000+). The firms included in the survey span a wide range of verticals, with software and IT services the most heavily represented.
The researchers defined high-growth businesses as those that had three-year (2013-2016) revenue growth rates of 40%+.
High-growth companies are more likely than low-growth companies to employ account-based strategies of all types, the analysis found.
That includes account-based sales (65% of high-growth companies use it vs. 50% of low-growth companies); account-based sales development (58% vs. 30%); account-based customer success (48% vs. 26%); and account-based marketing (48% vs. 19%).
High-growth companies are twice as likely to say they see great results from cold-calling than arelow-growth companies (30% vs. 15%).
Respondents from high-growth and low-growth companies alike say their sales teams' top attributes are knowledge about products and the market.
Salespeople for high-growth companies are more likely to be seen as being tech-savvy, adaptable to change, and skilled at prospecting.
Salespeople for low-growth companies are more likely to be seen as being experienced, disciplined, and good at handling objections.
About the research: The report was based on data from a survey of 200 executives who work for businesses of all sizes (53% of firms employ 1-499 people; 24% employ 500-4,999; 24% employ 5,000+). The researchers defined high-growth firms as those which had a three-year revenue growth rate of 40%+ between 2013 and 2016.