SBI Growth

NOVEMBER 22, 2012

Customer/prospect segmentation is a key first step in making wise allocation decisions. What is the revenue opportunity from prospects? Where exactly are these greatest potential customers and prospects? Has the prospect data source been carefully selected to ensure reliable output? What geographies are under-penetrated?

Segment 288

Segment Customer Territories Penetration 288

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 272

Demand Generation Demand Generation Targets Sales Qualified Lead Penetration 272

The Pipeline

AUGUST 31, 2020

As sales professionals, we need to be cognizant of this while approaching prospects. With many prospects lacking visibility in 2021, forecasting will be more of a black art than ever. Distraction is something you will need to deal with on every prospecting call. Good Enough. Catching Up. Go To The Club.

Face-to-face 258

Face-to-face Penetration Fashion Forecasting 258

DiscoverOrg Sales

SEPTEMBER 26, 2017

We’ll be pulling a subset of accounts out of this orchestration as an A/B test, so we can tell what impact ABE really has, compared to a traditional outbound prospecting method. We’ll be measuring market penetration, velocity, and deal size to determine what is working and what isn’t working.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

SBI Growth

NOVEMBER 21, 2012

An SLC allows prospective future managers to “try before they buy”. For example: Sales Enablement - Reviewing the results of the New Product Launch and devising a plan to help reps struggling to penetrate accounts. You are a blocker. Benefits of a Sales Leadership Council. It is more than just what they do; it is how they do it.

Promotion 257

Promotion Sales Management Penetration Face-to-face 257

No More Cold Calling

AUGUST 1, 2013

Whether you are CEO, vice president, or a sales manager , you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. Referral Selling is a Complete Shift.

Referrals 253

Referrals Sales Qualified Lead Cold Calling Penetration 253

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. But as it turns out, this is not always the case.

Penetration 257

Penetration Buyer Objections Intent 257

SBI Growth

JULY 30, 2013

Highlight the importance of social proximity; the connection distance in social media between prospects/customers and company contacts. Understand the differences between cultures, languages, economic dynamics, technologies penetration and religion. Conduct win/loss analysis, interview customers, adjust Buyer Process Maps (BPMs).

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

Zoominfo

FEBRUARY 26, 2021

Let’s be clear: whether B2B leaders realize it or not, AI has penetrated nearly every aspect of common business processes, and sales is no exception. Think about it: Traditional sales software applications have long since been deployed in streamlining daily tasks associated with prospecting and pipeline management.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

SBI Growth

SEPTEMBER 23, 2012

Sales can then do what they should be doing, which is selling, not prospecting. Reps must be able to social map an organization they are trying to penetrate. Sales can’t do the job alone. Sales needs Marketing to generate demand , educate leads, and supply qualified opportunities. How can HR help Sales with this?

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Sales Hacker

AUGUST 2, 2019

If you only had 90 days to penetrate the market and produce sales, what would you do? Keep reading to learn how to put together this 5-step plan — and penetrate your market in just 3 short months. Keep reading to learn how to put together this 5-step plan — and penetrate your market in just 3 short months. As it worked.

Penetration 73

Penetration Industry Buying Cycle Marketing 73

MTD Sales Training

NOVEMBER 20, 2017

Know The Prospective Buyer. While every person is different, you will find that most prospective customers fit into certain categories. Different Prospective Buyer Types. This is the prospect that interrupts you, is often rude or disrespectful, tries to antagonise you and seems to be someone who eats sales people for lunch.

Buyer 120

Buyer Prospecting Education Guarantee 120

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

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

Zoominfo

MARCH 27, 2019

Most importantly, you’d have a list of highly-qualified, sales-ready prospects to reach out to. Consider these statistics ( source ): 81.10% of those with access to technographic data say it helps them feel more prepared to talk to sales prospects. Technographic data is a critical advantage in a highly competitive marketplace.

Report 222

Report Data B2B Survey 222

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Pointclear

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

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

Pointclear

JUNE 20, 2011

Your dream client is the prospect for whom you can do jaw-dropping, breath-taking, earth-shattering work. You have a list of dream clients and, if you are like a lot of sales organizations, you are guilty of neglecting this list; your dream clients are also the most difficult prospects to penetrate because they have existing relationships.

Penetration 180

Penetration Energy Sales Coaching B2B 180

Zoominfo

AUGUST 27, 2024

This not only maximizes ROI, but also minimizes wasted time and resources on low-potential prospects. These products and platforms are designed to help you identify, engage, and convert your most valuable prospects, ultimately driving growth and success for your organization.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

The Pipeline

MARCH 31, 2011

Stored in Attitude , Business Acumen , Prospecting , Sales 2.0 , Sales Strategy , Social Selling , Social media , Trigger Events , Webinar , execution. Prospecting. 3 R’s of Prospecting Success. Tags: Attitude , Commitment , execution , how to sell better , Prospecting , Renbor Sales Solutions Inc. February 2008.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

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

Pointclear

FEBRUARY 7, 2012

When we began working with a client in the security penetration-testing solutions space, the client had been scoring prospects based on company size, industry type and level of seniority. Specifically, it was proven that if a prospect’s title included the word, “security,” then it was a high-value target.

Lead Rank 162

Lead Rank Lead Generation Sales Qualified Lead Lead Scoring 162

Partners in Excellence

AUGUST 30, 2022

We prospect, qualify, and pursue opportunities within our territories. We prospect, qualify, and pursue opportunities within our territory. And just like any other seller, we have to prospect to identify, qualify, and pursue opportunities within the account. Account based selling is no different.

Account 129

Account Territories Penetration Referrals 129

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

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 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

Zoominfo

OCTOBER 28, 2018

Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data. These technographics reveal the tools their prospects use, what they use them for, how long they’ve used them, and much more. 5 Ways Technographics Improve Sales Prospecting.

Data 177

Data Eloqua Buyer Persona Demographics 177

The Pipeline

AUGUST 16, 2011

This is why the “let’s wait” school fails; they see a prospect “at rest” and respond leaving it “at rest”; sure doesn’t take long for nothing to happen, that’s not selling. Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

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? Competitors in that market. How did they do it? Intent data.

Webinar Metrics 130

Webinar Metrics Demand Generation Agencies Lead Rank Marketing Qualified Lead 130

HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. At other accounts, prospective buyers weren’t experienced with purchasing products. Inability to Penetrate New Accounts.

Study 146

Study B2B Penetration Lead Rank 146

Partners in Excellence

JULY 24, 2024

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. ” Long time readers will know my passion for Dr. Seuss’ “Green Eggs and Ham.”

Penetration 143

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

Sales and Marketing Management

MAY 31, 2020

Businesses should look for ways to easily re-allocate quotas, based on factors such as how your customers and prospects are impacted by changes in the market. . Sales teams must be agile during these challenging times, for example, by changing quotas on the fly. Adapt Compensation Plans to Reflect Reality.

Motivation 194

Motivation Compensation Commission Incentive 194

Zoominfo

JANUARY 5, 2021

With this intel, you can: Identify and target your best prospects Access up-to-date company and contact information Prioritize leads Close more sales. And for many companies, Salesforce serves as their CRM and ‘system of record’ for interactions with prospects and customers. Let’s say you’re prospecting on a corporate website.

SalesForce 173

SalesForce Meeting Marketing Lead Rank 173

Partners in Excellence

JULY 9, 2013

We know outbound prospecting calls are important. For example, if we need to penetrate new customer segments, grow relationships with existing customers, grow select product or solution areas; how do we know how we are doing. Will we penetrate the new markets? Then we need to know what it takes to reach those prospects.

Penetration 116

Penetration Quota Proposal Outbound 116

HeavyHitter Sales

MAY 18, 2013

Hire the salesperson who has a successful track record at penetrating new accounts and proven their ability of turning aloof prospects into close friends. Never hire any salesperson solely based on the Rolodex (if you’re under 30 you might have to look this word up) of customer contacts they claim to possess.

Hiring 165

Hiring Airlines Penetration Twitter 165

HeavyHitter Sales

JUNE 19, 2012

   Okay, you have just been told by the prospective customer that you lost that big deal you were counting on. Heavy Hitter Sales Psychology: How to Penetrate the C-Level Executive Suite and Convince Company Leaders to Buy. In other words, you either have facial recognition genes and the recognition ability or you don’t.

Chemicals 162

Chemicals Journal Face-to-face Penetration 162