Zoominfo

APRIL 2, 2018

Are your sales reps relying on headquarter phone numbers every time they reach out to a prospect? A sales rep using a direct dial is 46% likelier to reach a prospect at the director level than a rep who is not using a direct dial. 65% of sales reps struggle to find content to send to prospects ( source ). Market penetration.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Sales Gravy

SEPTEMBER 1, 2023

Through asking penetrating questions and providing valuable resources, consultants and salespeople can establish themselves as experts and earn the right to have pivotal conversations with their top prospects. Target a specific market instead of trying to target everyone.

Sales Qualified Lead 93

Sales Qualified Lead Decision Maker Prospecting Strategy 93

Sales and Marketing Management

JUNE 16, 2017

The initial idea: Nascent companies, without adequate budget to compete against established brands in traditional marketing channels, must embrace unconventional tactics to build product/market fit and eventually achieve mass user adoption. Airbnb penetrating Craigslist’s marketplace. The most famous example?

Penetration 153

Penetration Case Study Lead Rank Hotels 153

Zoominfo

NOVEMBER 8, 2021

It can take anywhere between one to two years to penetrate a new market, and then you have to show consistent growth,” says Amir Biran, senior director of sales at ZoomInfo. When did they penetrate that market? What kinds of questions do prospects want answered? What channels do they typically rely on for information?

Webinar Metrics 130

Webinar Metrics Demand Generation Agencies Lead Rank Marketing Qualified Lead 130

Vengreso

SEPTEMBER 13, 2024

In this article, I delve into channel sales —a strategy that involves leveraging third-party intermediaries such as dealers and affiliates to distribute products—enabling companies to penetrate new markets without relying on a sizable in-house sales team. Discover how in our latest article by @M_3Jr!

Channels 65

Channels Outsourcing Services Strategy Lead Rank 65

Vengreso

JULY 29, 2024

Have you heard about how important channel sales partners are? In this article we cover different kinds of channel sales partners, why they’re good, and how to work well with them. Plus, working with channel sales partners has other benefits like growing your market. Each one has a special job in selling products.

Outsourcing Services 67

Outsourcing Services Channels Webinar Metrics Strategy 67

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

Tools 128

Tools Ideal Customer Profile Prospecting Intent Data 128

Partners in Excellence

JULY 24, 2024

We leverage multiple channels–email, social, text, voice. What if we started thinking, “If our prospect isn’t interested in this issue, what’s the next issue we might introduce into the discussion?” ” In the last half of the book, Sam changes his prospecting message.

Penetration 143

Penetration Follow-up Face-to-face Up-Sell 143

Crunchbase

FEBRUARY 22, 2021

B2B sales prospecting isn’t always as exciting and glamorous as other parts of the sales routine, as you can imagine; it’s far more behind the scenes and challenging. In fact, sales leaders agree that prospecting is the hardest part of the sales process. Find more prospects with Crunchbase Pro – try it free.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

Zoominfo

OCTOBER 5, 2021

An ideal ICP quickly identifies a quality prospect based on what is feasible for a seller. As part of your go-to-market strategy, an outlined process lays out exactly how a product should be sold, where customers can purchase, and which channels to utilize. For customer insights and prospecting, there is sales intelligence.

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Buyer Persona 147

Zoominfo

AUGUST 26, 2021

At its most basic level, business development involves prospecting and lead generation. Business development concerns everything your company does to expand its operations, from the collection of newly qualified leads (prospecting) to networking at scale. This can be particularly ruinous to early-stage startups.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Zoominfo

OCTOBER 22, 2021

At its most basic level, business development involves prospecting and lead generation. Business development concerns everything your company does to expand its operations, from the collection of newly qualified leads (prospecting) to networking at scale. The confusion is understandable — both involve growing your business.

Hiring 130

Hiring Buyer Persona Sales Qualified Lead Scale 130

Zoominfo

NOVEMBER 29, 2021

Get a Demo Performance Metrics by Channel Choosing B2B marketing KPIs for your team starts with analyzing your active campaigns. Let’s take a look at the primary channels to generate demand: email, paid social, content syndication, webinars and direct mail — and which KPIs you should track for each channel.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

Zoominfo

JUNE 14, 2022

If you get one variable wrong — the audience, the content offer, or even the channel — you can waste thousands of dollars. Here are some common B2B display advertising mistakes: Remarketing: Just because someone landed on your website doesn’t mean they’re a good-fit prospect. Penetrate a certain market segment? Accelerate deals?

Advertising 130

Advertising Advertising Lead Rank Marketing Qualified Lead 130

SBI

OCTOBER 1, 2014

Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. Phone, email, SMS and other channels are the lifeblood of inside sales. Discover the exact content for each prospects’ needs without leaving Salesforce or their mobile device. Act-On ToolSkool. SAVO Group.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Zoominfo

OCTOBER 5, 2021

On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. The goal is to target the right prospects, as well as bring them along the buyer’s journey.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

Zoominfo

SEPTEMBER 23, 2020

Integrative, Effective Digital Tools: When it comes to your GTM strategy, and any kind of product launch, you need integrative automation tools to help execute and measure results across the channels that matter most. Re-creating our ICP not only helped us find a path to high-value prospects,” Cooper said. “We

Ideal Customer Profile 100

Ideal Customer Profile Strategy Buyer Persona Lead Rank 100

Vengreso

JUNE 27, 2022

In addition, for outside sales and inside sales, we’ll outline the change of thinking required to adjust to the changing B2B sales landscape which will help you penetrate your target accounts and reach more decision-makers. Prospective customers within B2B sales tend to have multiple stakeholders and. What is B2B Sales?

B2B 127

B2B Top of Funnel Decision Maker Ideal Customer Profile 127

Customer Centric Selling

OCTOBER 20, 2014

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Step 3: Set Goals Based on the analysis of your customer base, prospects and 2015 revenue requirements, you need to establish goals for what you need to accomplish. Prospecting a pain? Step 5: Tactics.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

Partners in Excellence

OCTOBER 27, 2014

Go To Customer/Sales Deployment Models/Inside/Outside/Channel/Web/Hybrid. I remember participating in a “Prospecting Scavenger Hunt” in 1985. We delivered most of that content in “paper form” because PC’s were just coming in, but penetration was very low. Marketing Automation/Tools. Gamification.

Fashion 113

Fashion Face-to-face Social Media Analytics 113

Zoominfo

APRIL 11, 2019

Are your sales reps relying on headquarter phone numbers every time they reach out to a prospect? A sales rep using a direct dial is 46% likelier to reach a prospect at the director level than a rep who is not using a direct dial. 65% of sales reps struggle to find content to send to prospects ( source ).

Sales Qualified Lead 100

Sales Qualified Lead Penetration Face-to-face Quota 100

Chorus.ai

SEPTEMBER 29, 2020

Modify your sales process for approaching new business, focusing on prospects with the highest-potential LTV. In an economic downturn, the key to sales success is restricting your targeting to prospects with the highest likelihood of conversion. It can seem a daunting prospect. Your stewardship is more important now than ever.

Scale 114

Scale Top of Funnel Churn Buyer Persona 114

Hubspot Sales

AUGUST 8, 2019

Market penetration. How well are your salespeople prospecting? It comes back to your individual sales process, methodology, and strategy: If your reps exclusively target prospects they’ve met at trade shows, the average initial-contact-to-meeting rate would be a better reflection of their performance than average email open rate.

Cost per Acquisition 145

Cost per Acquisition Lead Rank Churn Webinar Metrics 145

Zoominfo

OCTOBER 5, 2021

Multi-threading a new business account When you try to penetrate a new account that has no prior engagement with your company, you should target different personas at different levels within the organization to gain visibility. Let’s break it down.

Decision Maker 100

Decision Maker Marketing Penetration Sales Cycle 100

Sales Hacker

AUGUST 11, 2021

At the same time, everyone is running the same stale plays on the same channels as before. When in-person selling does come back, coupled with the new processes you’ve created during this time, you’ll have turbocharged your ability to penetrate accounts and accelerate deal cycles. Their clogging up and becoming saturated.

Referrals 128

Referrals Demand Generation Targets Face-to-face Call-back 128

Sales Hacker

OCTOBER 12, 2020

Multi-threading is crucial to increase your chances of penetrating a deal, minimize ghosting, and accelerate your sales cycle. People prefer different channels of communication, so the more you diversify, the higher your chances of effectively reaching a larger bucket of people. Day 3: Email prospect with value add.

Decision Maker 76

Decision Maker Penetration Social Media Influencer 76

Partners in Excellence

FEBRUARY 17, 2014

For example, I know that I have to have a certain number of prospecting conversations this week. We know how our weekly prospecting calls (sharply executed) impact our goals. We’ve done this by analyzing our funnel and prospecting performance over many years. We may have market penetration/share goals.

Quota 119

Quota Trends Churn Maximizer 119

Hubspot Sales

SEPTEMBER 22, 2023

This software provides sales teams with information about their prospects, the status of current deals, and the sales pipeline's health. By knowing which channels produce the most leads, you can better deploy your marketing resources. The more you know about your prospects and leads, the more likely you will be able to close them.

Software 111

Software Software Top of Funnel Lead Scoring 111

Your Sales Management Guru

MAY 25, 2010

3. Analyze and profile the sales team and distribution channels that you need to penetrate your markets. First, list the attributes necessary to maximize sales of your product, and then determine if this is best accomplished through a direct sales organization or channels/partners or both! Find ways to be different!

Ideal Customer Profile 62

Ideal Customer Profile Hiring Decision Maker Margin 62

Highspot

JANUARY 22, 2024

It encompasses a set of strategic actions designed to position the offering in a way that resonates with the potential customers, creates differentiation, and ultimately drives successful market penetration. Avoids wasted efforts on marketing channels or strategies that do not align with the target market.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Highspot

JANUARY 22, 2024

It encompasses a set of strategic actions designed to position the offering in a way that resonates with the potential customers, creates differentiation, and ultimately drives successful market penetration. Avoids wasted efforts on marketing channels or strategies that do not align with the target market.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Hubspot Sales

MAY 22, 2018

On the marketing side, you'll want to cover answers to questions like: How do you plan to penetrate the market? Which channels will you focus on for distribution? In the future, this is expected to be one of the company's primary marketing channels. Learn how to create buyer personas here.). How will you grow your business?

Top of Funnel 145

Top of Funnel How To Hiring Buyer Persona 145

MarketJoy

OCTOBER 5, 2022

You, rather than the prospect, choose the timing and method of interaction. . Common channels used for outbound lead generation are email, cold calling, social media, and direct mail. The idea behind this type of prospecting is to use mass media to convey messages to the general public. Even so, outbound isn’t going anywhere.

Paid Content 52

Paid Content Lead Generation Inbound Outbound 52

HeavyHitter Sales

NOVEMBER 24, 2008

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Therefore, you must ramp up your prospecting efforts accordingly.   But what is the best strategy to you penetrate new accounts? Books For Heavy Hitters.

Penetration 60

Penetration Ideal Customer Profile Real Estate Distribution 60

Lead411

OCTOBER 30, 2024

Companies can expect higher ROI as they avoid resources spent on prospects outside their core ICP. Tracking and Analyzing Campaign Performance B2B data enhances the ability to measure GTM effectiveness across channels, making it easier to optimize strategies based on performance.

Ideal Customer Profile 52

Ideal Customer Profile ROI Account Based Marketing Maximizer 52

Sales Hacker

MARCH 2, 2020

Sales Development and Prospecting. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. Prospects never control anyone who has mastered David Sandler’s 7-step program for top sales. The Seller’s Challenge. Mastering the Complex Sale. Outbound Sales, No Fluff.

Top of Funnel 143

Top of Funnel Lead Rank Hiring Handbook 143

Partners in Excellence

APRIL 25, 2017

How do we want to balance performance across the sales function–for example new customer acquisition versus customer retention/growth/account penetration, new market expansion, product line mix, and so forth. We can start with prospecting—are we finding the right customers in the right volumes to support our business requirements?

Compensation 66

Compensation Lead Rank System Commission 66