SBI Growth

SEPTEMBER 6, 2012

This post is about a CEO of a $450M company who focused on winning large deals to double revenues in a flat market. If you feel product differentiation and hot markets are the only way to grow revenue, this CEO proved otherwise by refusing to accept these limitations. The collision repair’s “market” depends on wrecked cars.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

DiscoverOrg Sales

SEPTEMBER 26, 2017

Account-based marketing (ABM) is a hot topic of conversation, and momentum is building to expand this person-first approach from Marketing to Sales and beyond, breaking down department barriers with shared goals: Enter account-based everything (ABE). Recently, we brought a new HR dataset to market.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

SBI Growth

NOVEMBER 7, 2012

Market Specialist – penetrates new or divergent vertical markets. Ideally, the overlay specialist should eliminate their own role by training their sales people how to sell the new product or penetrate the new market without assistance. Motivating Specialist Behavior. This defeats a key purpose of their role.

Compensation 257

Compensation Penetration Incentive Incentives 257

SBI Growth

JULY 30, 2013

Changes in marketing organizations today are accelerating at a greater pace than ever before. This is the time of year when Marketing leaders start mapping out 2014 changes. Are your marketing campaigns generating the desired return on marketing spend? Marketers need to "feel the pain" of the sales team.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

SBI

JANUARY 18, 2018

Penetrate Target Accounts for More Sales-Ready Leads – Because reply emails are coming from accounts you’re already targeting, the alternate and replacement contacts LeadGnome finds are not only within the account, but more than likely influencers and decision makers within the opportunity.

Penetration 114

Penetration Account ROI Demand Generation Agencies 114

Sales and Marketing Management

JULY 12, 2018

Marketing is a strategy that makes or breaks a business. Learning tactics to market products that a startup has created can be gained from big brands that have penetrated the market and made a name for themselves. Startups need to be creative in how they market their products. Content Marketing.

Marketing 180

Marketing Social Media Penetration Advertising 180

SBI Growth

DECEMBER 28, 2023

As a company that enjoys 97% penetration into its target market through all its various solutions, customer success and customer marketing become central to symplr’s approach to continued value creation. Invest in creating value for your customers and your customers will become more invested in your brand in return.

Penetration 194

Penetration Customer Revenue How To 194

SBI Growth

AUGUST 15, 2016

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Account Based Marketing 120

Account Based Marketing Penetration Account Strategy 120

Sales Hacker

AUGUST 2, 2019

If you only had 90 days to penetrate the market and produce sales, what would you do? While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan. DRIP: The Secret to Reliably Penetrate the Market.

Penetration 80

Penetration Industry Buying Cycle Marketing 80

SBI Growth

OCTOBER 13, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The company could not penetrate an already competitive market. If you don’t do your research, you could land in the wrong organization. A mistake like that can be costly. At no cost, an expert from SBI will present the full research findings.

Hiring 310

Hiring Lead Gen Top of Funnel Penetration 310

Zoominfo

JUNE 5, 2018

Account-based marketing has seen a surge in popularity over recent years. In fact, over 90% of B2B marketers say they recognize the value of ABM as a must-have strategy ( source ). There’s only one problem, however– 60% of marketers also say that the overall health of their data is unreliable ( source ). The simple answer?

Account Based Marketing 187

Account Based Marketing Ideal Customer Profile Account Data 187

DiscoverOrg Sales

FEBRUARY 22, 2017

Mid-market Team. Paired AE’s up with dedicated SDR’s – this alignment provides for far better account penetration and they know each other’s tendencies. Next step we: Created Inbound Role & Outbound SDR roles. Then we divided our AE team: Ramp Team – SMB accounts. Major Accounts team.

Video 0

Video Hiring Outbound Scale 0

Zoominfo

NOVEMBER 8, 2021

You know what’s a colossal marketing mistake? While every new marketing venture requires due diligence, the nuances of international communications are often overlooked when marketers try to gain traction in a new region. You can’t simply “copy and paste” your marketing efforts from the U.S. into another market.

Demand Generation Agencies 130

Demand Generation Agencies Webinar Metrics Lead Rank Marketing Qualified Lead 130

SBI Growth

DECEMBER 29, 2013

Pie-in-the-sky market share figures determines quota. No historical performance, account penetration, or product maturity calculated in quota. If you can’t hit it, you’re not getting the incentive pay promised. Red Flags: Big gap between performance and quota. Board of directors looks to Wall Street estimates for your quota.

Quota 310

Quota Penetration Incentive Incentives 310

SBI Growth

SEPTEMBER 23, 2012

Sales needs Marketing to generate demand , educate leads, and supply qualified opportunities. Let Marketing help expand within existing accounts by nurturing contacts for the Rep (via inbound marketing and lead management.). Reps must be able to social map an organization they are trying to penetrate. Call to Action.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Zoominfo

JANUARY 5, 2021

What happens when your most important go-to-market machines sync up? For many companies, ZoomInfo serves as the information engine that powers how they go to market. “Data silos are unfortunately still a problem for a lot of go-to-market teams,” says Henry Schuck, ZoomInfo’s Founder and CEO. What does that look like?

SalesForce 173

SalesForce Meeting Marketing Lead Scoring 173

SBI Growth

SEPTEMBER 11, 2012

But after spending thirty minutes in the field with a sales rep, I quickly realized the real problems lie elsewhere such as: Marketing wasn't providing qualified leads to the sales team. In this case, we needed to know all of the companies within a given zip code, their potential spend and account penetration.

Territories 306

Territories Top of Funnel Compensation Penetration 306

Sales and Marketing Management

OCTOBER 31, 2017

Target the right market segments: Decide which sales organizations, geographies and channels will deliver maximum performance for your incentive budget. What penetration do you expect at enrollment? What is your current market share and where would you like to drive it? How do they view your company? Your products and services?

Incentive 195

Incentive Incentives Strategy Penetration 195

Sales and Marketing Management

SEPTEMBER 12, 2018

You can try accessing the market relevance with the SEO and using keywords to research and then considering the amount of completion in the said countries. Entering New Markets. How Marketing Is Important to Your Business. Example: How can a camping business benefit from a marketing.

Scale 197

Scale Penetration How To Research 197

Cincom Smart Selling

JANUARY 30, 2025

It involves analyzing various factors, including market demand, competition, production costs, and perceived value, to strike a balance between profitability and customer satisfaction. Pricing is one of the most critical elements of the marketing mix, directly impacting a company’s revenue and profitability.

Strategy 62

Strategy Lead Rank Penetration Margin 62

SBI Growth

DECEMBER 5, 2012

Penetrating new markets. Effective growth CEOs can balance working on short-term sales tactics and long-term business strategies. Growing the company means having time to focus on strategic business objectives like: Acquiring new companies. Developing new products. Raising additional capital. We recently interviewed a number of CEOs.

Hiring 303

Hiring Sales Talent Tools Exercises 303

SBI Growth

NOVEMBER 22, 2012

Many marketing purists focus on the mechanics of segmentation work. What’s available in the market? What geographies are under-penetrated? Share of market data will also be very useful to their managers in performance management and review time. What is the revenue opportunity from prospects? Tell everyone.

Segment 288

Segment Customer Territories Penetration 288

Zoominfo

FEBRUARY 28, 2025

For more than a generation, customer relationship management (CRM) systems have been the unquestioned core of virtually every go-to-market strategy. Your CRM is too often a mirage of the true market, hindering frontline GTM teams, slowing revenue growth, and limiting opportunities across the board. Bottom line?

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

SBI Growth

OCTOBER 3, 2012

His CTO just delivered a new product that expanded the company’s addressable market 2x. Second, you see a comparison of these sales leaders with the broader labor market.“. If the candidate scores worse than the labor market, I still have an issue. Your goal is to drive the new product into the market.

Hiring 267

Hiring Ideal Customer Profile Scale Penetration 267

The Pipeline

MARCH 18, 2013

I’ll be the first to admit change is hard, especially for business buyers who have their handful, trying to make headway in a competitive market. It is about penetrating the barriers the buyers have erected to protect their current state. The answer is not offering the “right” or “better” solution, or in becoming their friend.

Sage 274

Sage Penetration Buyer Referrals 274

Zoominfo

OCTOBER 5, 2021

Traditionally, marketing plans layout these steps, but we need to dig a little deeper. This is where a go-to-market (GTM) strategy comes in. What is a Go-to-Market Strategy? Evaluating the resources used on customers (old and new) within marketing and product development teams will help with overall GTM execution.

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Buyer Persona 147

The Pipeline

JUNE 12, 2014

I asked what expectations are set either in terms of activities, pipeline coverage, or territory contact/coverage/penetration. When I asked about how the team was coached, the typical, “we talk every day, they call me when they have issues with a deal, and we meet once a month as a team to talk about the market.”

Penetration 267

Penetration Sales Qualified Lead Face-to-face Coaching 267

Sales 2.0

DECEMBER 29, 2011

I can do the most bang up MBA (and I am one you know) job of segmenting my market down to the exact companies and dudes that should really want to buy my product…but…if those dudes (or dudettes) don’t know me, or don’t know someone that knows me and can vouch for me, they don’t trust me. What you say?

Social Selling 199

Social Selling Prospecting Face-to-face Penetration 199

SBI Growth

SEPTEMBER 11, 2012

But after spending thirty minutes in the field with a sales rep, I quickly realized the real problems lie elsewhere such as: Marketing wasn't providing qualified leads to the sales team. In this case, we needed to know all of the companies within a given zip code, their potential spend and account penetration.

Territories 264

Territories Top of Funnel Compensation Penetration 264

Zoominfo

DECEMBER 21, 2020

The map shows the literal market expansion T-Mobile achieved from the purchase. Market expansion strategy is one of four quadrants that make up the go-to-market framework for businesses. A core piece of expansion is the idea of increasing a seller’s total addressable market. How a company already performs in a new market.

Lead Rank 130

Lead Rank Company Apparel Lead Scoring 130

SBI Growth

FEBRUARY 26, 2019

Market Segmentation analysis and reports are a foundational component of strategic analysis, planning and decision-making for any CEO. Understanding market opportunity and market dynamics is critical. Geographic growth opportunity Industry/Vertical market. It informs how to make investments in people, time and money.

Segment 204

Segment Study Analysis Marketing 204

SBI Growth

SEPTEMBER 20, 2012

Obtain market penetration projections. Product Marketing and Internal Strategy have vital information. Amongst the research performed by strategy and marketing should be buyer-based research. Specifically, strategy and marketing should have mapped a buyer’s journey. Focus on new product sales. Call to Action.

Compensation 244

Compensation Incentive Incentives Quota 244

Lead411

OCTOBER 30, 2024

Maximizing ROI with B2B Data for a Go-To-Market Strategy Whether you’re launching a new product, entering a new market, or re-targeting your ideal customers, B2B data plays a critical role in informing every phase of GTM planning.

Ideal Customer Profile 52

Ideal Customer Profile ROI Account Based Marketing Maximizer 52

Zoominfo

MAY 31, 2022

Account-based marketing (ABM) is now table stakes for B2B marketers and salespeople looking to hit — and exceed — their goals. In fact, a recent survey of marketing leaders found broad agreement that ABM programs produce better pipeline growth, revenue growth, and return on investment than competing approaches.

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Account Marketing 130

MarketJoy

OCTOBER 11, 2024

We’re not your average marketing outfit. You need a partner who can work the system, comb through the market, and identify the players that matter. You need to penetrate the market, and we’re the experts who’ll help you uncover what’s hidden. We craft strategies that work, tailored to your industry and market.

Sales Goal 52

Sales Goal Meeting Penetration Lead Generation 52

SBI

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Sales and Marketing Management

JUNE 16, 2017

Sean Ellis, a seasoned marketing leader, entrepreneur, angel investor, originally defined a “growth hacker” as "a person whose true north is growth.”. Lesson #1 : To expand market share, use “what if” analysis to leave your comfort zone and create new opportunities. Airbnb penetrating Craigslist’s marketplace.

Penetration 153

Penetration Case Study Lead Rank Hotels 153