Doug Olender

Energizer
DISC Type : I

EVP Revenue Strategy & Enablement at Informa TechTarget

Auburndale, Massachusetts, United States

Overview

Doug Olender is the Executive Vice President of Sales Strategy, Development, and Enablement at TechTarget, where he has worked for over two decades. He is an expert in optimizing sales efforts by focusing on storytelling, team creation, data-driven insights, and technology adoption to drive revenue growth and align sales and marketing teams.

Outside of work, Doug is a father of two boys and is deeply involved in youth sports. He dedicates his weekends to coaching basketball and has served as a coach for the Central Mass Lions, a competitive youth basketball program, where he has also coached his own son.

He has progressed through the ranks at a single company, starting as an Account Executive at TechTarget and rising to his current EVP role.

Personality Overview

Informal

Relationship Oriented

Full Of Energy

They are people oriented, friendly and like creating new connections.  They are naturally enthusiastic, so take their promise with a pinch of salt. They excel at seeing the bigger picture, and the long-term impact of their decisions.

Topics They Care About

Sales Enablement
His role is centered on equipping sales teams with the data, training, and technology needed to optimize performance and grow revenue.
Sales & Marketing Alignment
He speaks on bridging the gap between sales and marketing to accelerate the pipeline and create a cohesive go-to-market strategy.
Youth Basketball Development
He is a hands-on youth basketball coach for the Central Mass Lions AAU program, demonstrating a passion for mentoring young athletes.

Media Appearances

TechTarget Launches SearchSalesforce.com to Help IT and Business Professionals Keep Pace with Rapidly‑Growing SaaS Market. Featured in Informa TechTarget Press Release

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Doug Olender | Informa TechTarget - Sales Community Advisory Board. Featured in Sales Community

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Work History

12-2024
EVP Revenue Strategy & Enablement at Informa TechTarget
10-2017
SVP, Sales Strategy, Development, and Enablement at Informa TechTarget
9-2001
SVP, Group Publisher at Informa TechTarget
8-2001
Variety Of Positions at TechTarget
Account Executive, Major Accounts at Boston.com

Education

1996 - 2000
Bachelor's degree from Stonehill College

More Information

Social Presence :

Prographics :

Exp : 24 Location : Auburndale, Massachusetts, United States Job Level : Leadership Designation : EVP Revenue Strategy & Enablement at Informa TechTarget
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Insights For Selling To Doug

During A Call Or A Meeting

DO's

  • Talk about their team and how your product will help them do things better and easier
  • Be friendly and entertaining in your conversation
  • Do some small talk, ask them how things are going on their side

DONT's

  • Avoid ifs and buts, don’t talk too much about the risks etc.
  • Don’t be excessively objective, be a storyteller
  • Don’t be too formal, focus on building comfort and trust

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Doug is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Doug

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Doug move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Doug take some risk or not?

  • They can accept limited risks, ones that they think will not impact them personally.

You And Doug

Personality Compatibility


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