Sales and Marketing Management

DECEMBER 17, 2018

Penetration marketing. After managing to score conversions, you should focus on penetration marketing and developing your strategy. What is penetration marketing in the first place? In most businesses, penetration marketing is also known as account marketing. Prevent defection.

Retention 238

Retention B2B Penetration Strategy 238

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

SEPTEMBER 6, 2012

Caliber’s growth depended on retaining and penetrating top clients while converting relationships with key accounts. We built a Key Account Sales organization that focused on customer retention first, penetration second and customer conversions third.”. He focused on three key steps to make it happen: Know What the Customer Wants.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

Predictable Revenue

DECEMBER 12, 2019

And penetrating your target account list, starts with preparation. The post Using the phone to penetrate your target account list with Catherine Brinkman appeared first on Predictable Revenue. The target account list: the backbone of every salesperson’s day, quarter, and year. It’s the roadmap, the blueprint, the keys to the kingdom.

Demand Generation Targets 77

Demand Generation Targets Penetration Account Revenue 77

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. The most common varieties include: Product Specialist – promotes new or complex products.

Compensation 257

Compensation Penetration Incentives Incentive 257

DiscoverOrg Sales

FEBRUARY 22, 2017

Paired AE’s up with dedicated SDR’s – this alignment provides for far better account penetration and they know each other’s tendencies. Major Accounts team. Creating a team mentality: Inbound SDR’s round robin leads across all teams.

Video 0

Video Hiring Outbound Scale 0

SBI Growth

OCTOBER 13, 2013

The company could not penetrate an already competitive market. But he didn’t know how stable the company would be. John knew one of the executives from college, but no one else. He took a small haircut on current base and commission and took the leap. Their product was great. But their leadership did not know how to approach the buyer.

Hiring 310

Hiring Lead Gen Top of Funnel Penetration 310

SBI Growth

DECEMBER 29, 2013

No historical performance, account penetration, or product maturity calculated in quota. Red Flags: Big gap between performance and quota. Pie-in-the-sky market share figures determines quota. Board of directors looks to Wall Street estimates for your quota. The best way to avoid failure is to decline a role with impossible expectations.

Quota 310

Quota Penetration Incentives Incentive 310

SBI Growth

NOVEMBER 21, 2012

For example: Sales Enablement - Reviewing the results of the New Product Launch and devising a plan to help reps struggling to penetrate accounts. They should be in the top quartile on sales process execution, new product penetration and executing thier cross functional tasks. It is more than just what they do; it is how they do it.

Promotion 257

Promotion Sales Management Penetration Face-to-face 257

SBI Growth

AUGUST 15, 2016

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Account Based Marketing 120

Account Based Marketing Penetration Account Strategy 120

DiscoverOrg Sales

SEPTEMBER 26, 2017

We’ll be measuring market penetration, velocity, and deal size to determine what is working and what isn’t working. We’re orchestrating a multi-channel plan across sales and marketing that will include outbound email, outbound calls, ad targeting, direct mail, personalized videos, and specialized events.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

The Pipeline

APRIL 23, 2012

That is very few are complete sales people, meaning competent at all key elements of B2B sales, starting with lead gen and management, to prospecting, a thorough discovery process, presenting a winnable proposal, winning the deal, and then penetrating and maintaining the account.

Lead Gen 288

Lead Gen Penetration Top of Funnel Proposal 288

No More Cold Calling

NOVEMBER 16, 2018

Penetrate prime accounts with personal introductions. With a proven, disciplined referral system, your team will: Get meetings with qualified prospects with one call. Convert prospects to clients more than 50 percent of the time. Consistently increase deal size by more than 10 percent. Ace out the competition and seal the deal.

Scale 313

Scale Referrals Hiring Sales Qualified Lead 313

The Pipeline

APRIL 5, 2013

From where I sit, you need ask questions that penetrate the protective shield buyers have developed to protect themselves from the usual lot of overtly self-serving questions sellers ask, of course delivered in a consultative mode. Where there is a range of opinions is around what is a good question.

Demand Generation Targets 272

Demand Generation Targets Demand Generation Sales Qualified Lead Penetration 272

No More Cold Calling

AUGUST 1, 2013

Penetrate prime accounts with personal introductions to exactly the decision-makers your sales reps want to meet. Imagine the impact on your sales, revenue, and profits when your team commits to referral selling. You will: Double your sales force without adding to your payroll. Get only qualified meetings at the level that counts.

Referrals 253

Referrals Sales Qualified Lead Cold Calling Penetration 253

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

JULY 30, 2013

Understand the differences between cultures, languages, economic dynamics, technologies penetration and religion. This is particularly important for multi-national companies with regions that are highly diverse. Driving efficiency would imply the creation of models that work worldwide.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

SBI Growth

SEPTEMBER 11, 2012

In this case, we needed to know all of the companies within a given zip code, their potential spend and account penetration. Since we were solving for a Territory Design issue, we don’t necessarily need to know how long an opportunity sat in a specific stage of the funnel.

Territories 306

Territories Top of Funnel Compensation Penetration 306

The Pipeline

MARCH 18, 2013

It is about penetrating the barriers the buyers have erected to protect their current state. How many times have you watched companies go to the brink or beyond because the devil they knew was a better alternative to the one they didn’t know? The answer is not offering the “right” or “better” solution, or in becoming their friend.

Sage 274

Sage Penetration Buyer Referrals 274

The Pipeline

OCTOBER 1, 2012

This is why many sellers have difficulty getting through, they fail to penetrate the “prove value to me” wall erected by prospects, and in effect they fail the BS test. All the pundits tell us that in “today’s economy”, buyers are just too busy to deal with anything unless they deem it to be critical to their success.

Penetration 257

Penetration Buyer Objections Intent 257

SBI Growth

SEPTEMBER 23, 2012

Reps must be able to social map an organization they are trying to penetrate. Sales Reps should also be participating in social groups by posting and answering questions - with the idea of educating with value, not pushing your brand. How can HR help Sales with this?

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

The Pipeline

APRIL 16, 2012

At the same time, because you are getting to the root cause for the needs that are driving the buyer, leading to a much bigger, deeper, and better picture of how you can help the buyer, now and moving forward, it will allow you to close bigger, improve penetration and retention.

Penetration 279

Penetration Lead Rank Buyer Retention 279

The Pipeline

JUNE 12, 2014

I asked what expectations are set either in terms of activities, pipeline coverage, or territory contact/coverage/penetration. This would seem OK if they were blowing their numbers away, but that’s not why I was there. Apparently, they don’t like to exceed quota either.

Penetration 267

Penetration Sales Qualified Lead Face-to-face Coaching 267

Sales and Marketing Management

OCTOBER 31, 2017

What penetration do you expect at enrollment? Also, your promotional campaign must be high enough profile to attract the right market penetration. Although sales are made, self-service aisles do not respond to incentive programs. Establish clear goals: Determine what success looks like. How big is your target audience?

Incentives 195

Incentives Incentive Strategy Penetration 195

SBI Growth

AUGUST 24, 2012

Demonstrate changing territory penetration rates. It is a mix between an Excel chart and PowerPoint presentation and can be found in Google Analytics. When would you use it? Show historical (or projected) rep quota attainment. Project different structure options and their expected returns and costs over time. How do you use it?

Strategy 257

Strategy Google Analytics ROI Penetration 257

SBI Growth

NOVEMBER 22, 2012

What geographies are under-penetrated? Bring them Insight - Feed them tidbits of the segmentation results. What’s available in the market? What industry segments have the greatest potential? When you do this, you can gather their feedback and gain their trust that this is valuable stuff. You make it real while validating what you are finding.

Segment 288

Segment Customer Territories Penetration 288

Sales and Marketing Management

SEPTEMBER 12, 2018

Technology is used to penetrate the market in all parts of the world, with the use of gadgets such as smartphones. Shifting from a national scale business to a global scale e-commerce business is a great way for expanding your horizon and penetrating into different markets.

Scale 197

Scale Penetration How To Research 197

Sales 2.0

DECEMBER 29, 2011

So recently when I’ve been faced with penetrating new markets, as I seem to be faced with often. (Ya, And when they don’t trust me I’m in the sticky stuff. Ya, it’s like the hardest thing to do so that’s what I seem to gravitate to). I’ve started breaking down my prospect lists in a different way.

Social Selling 199

Social Selling Prospecting Face-to-face Penetration 199

The Pipeline

AUGUST 31, 2020

It will take more to penetrate this wall, the question is more of what? While customers may pretend to settle for “good enough” you can’t sell in a good enough way. Things need to be planned and practiced making sure they turn out the way you intended. The fashionable answer is empathy, but that works much better with buyers than prospects.

Face-to-face 258

Face-to-face Penetration Fashion Forecasting 258

SBI Growth

SEPTEMBER 11, 2012

In this case, we needed to know all of the companies within a given zip code, their potential spend and account penetration. Since we were solving for a Territory Design issue, we don’t necessarily need to know how long an opportunity sat in a specific stage of the funnel.

Territories 264

Territories Top of Funnel Compensation Penetration 264

SBI Growth

OCTOBER 3, 2012

Developing key account penetration plans for the new offering is important. For example, defining the ideal customer profile for the new offering might be one. Assessing the sales team’s readiness to sell the new product is another. In addition to these, the sales leader also needs to enable the channel partners.

Hiring 267

Hiring Ideal Customer Profile Scale Penetration 267

Zoominfo

DECEMBER 21, 2020

In this scenario, a company further penetrates its customer base by marching into a new vertical market either in a region or through global expansion. Two of the companies mentioned earlier — Transcat and RealNetworks — appointed new vice presidents in 2020 whose roles are to increase market penetration.

Lead Rank 211

Lead Rank Company Apparel Lead Scoring 211

SBI Growth

AUGUST 29, 2012

Are you launching a new product and need to ensure a certain level of market penetration in year one? Is your lead generation team generating enough leads for the sales force? Are the size of your sales deals big enough? What are you willing to pay for? Are we looking for new logos? Are we trying to protect the core of our business?

Compensation 257

Compensation Penetration ROI Distribution 257

SBI Growth

SEPTEMBER 20, 2012

Obtain market penetration projections. The success of the product launch lies in the performance of the sales reps. Therefore, creating proper performance conditions will ensure sales reps: Maintain alignment with corporate strategy. Focus on new product sales.

Compensation 244

Compensation Incentives Incentive Quota 244

Sales and Marketing Management

JUNE 16, 2017

Airbnb penetrating Craigslist’s marketplace. To expand its market penetration, Airbnb reverse-engineered an application program interface (API) that allowed its users to post listings on Craigslist. Case study : Airbnb: For companies that already have a viable product or service, growth hacking can help drive awareness.

Penetration 153

Penetration Case Study Lead Rank Hotels 153

Sales and Marketing Management

JUNE 13, 2023

Training your channel partners can increase market penetration, improve customer satisfaction and enhance the relationships that are vital to your go-to-market strategy. The post Priming the Pump Through Channel Sales Training appeared first on Sales & Marketing Management.

Channels 120

Channels Training Penetration Sales 120

Understanding the Sales Force

MAY 14, 2024

The rust on the big metal pump, which looked more like a small bomb, had penetrated through to the inside and formed a nice hole for the water to escape through. Initially, I thought it was a problem with my connections, but it was actually a hole in the pump itself. It was time to replace the pump.

Hiring 207

Hiring Penetration Pipeline Coaching 207