Do you know the factors and prospect behaviors that indicate a true sales opportunity?  How do you determine which opportunities belong in your sales funnel and which ones should be disqualified?  Further, have you ever wondered what specific buyer behavior triggers deals to progress from stage to stage in your funnel?

What you’ll learn:

  • Specific tactics for each stage of the sales funnel to get opportunities moving!
  • How to shorten conversion time with lead nurturing
  • Factors to consider when qualifying opportunities

Watch Tom Snyder, Founder & Partner of Funnel Clarity and Steve Bryerton from DiscoverOrg as they discuss hands-on tactics and best practices for classifying opportunities and moving them through the funnel.

Tom Snyder

Founder | Funnel Clarity

Tom Snyder is the founder of Funnel Clarity; a training and consulting company formerly known as VorsightBP. Snyder’s passion is helping companies achieve measurable sales performance improvement. Previously, Snyder spent 10 years with the sales training firm Huthwaite International, culminating in the role of CEO. He later founded Business Performance Partners, a sales and strategy consulting firm that evolved into Funnel Clarity. Snyder is a sought after international speaks and was named one of the Most Influential Sales Leaders. He has authored two McGraw Hill best sellers, “Escaping the Price Driven Sale” (2007) and “Selling in a New Market Space” (2010).

Steve Bryerton

VP of Sales | DiscoverOrg

Steve is the VP of Sales at DiscoverOrg. He has built a career of over 15 years of experience in demand generation, digital marketing, marketing communications, creative direction, and event marketing. He has created and implemented programs that produced and nurtured leads, bridged the gap between marketing and sales, and strengthened the company’s brand and reputation. He has also managed various creative projects and internal communications initiatives. Steve is the B2B and B2C "Idea Guy".

CMO, DiscoverOrg

Katie is responsible for leading the global marketing and growth functions at DiscoverOrg. She brings 15 years of marketing, product, and strategy experience in global, high-growth technology businesses to her role at DiscoverOrg. Prior to joining DiscoverOrg, Katie served in executive leadership roles at Mitratech, Accruent, and Hoover’s. She has a bachelor’s and masters degree from the University of Virginia.