HeavyHitter Sales

MAY 4, 2017

Martin Sales Research Article Originally Appeared in the Harvard Business Review. New Account Penetration. One of the toughest tasks in all of sales is penetrating new accounts and securing meetings with busy prospective customers. MARTIN SALES RESEARCH ARTICLES    PLEASE CONNECT WITH  STEVE W.

Penetration 94

Penetration Study Segment Research 94

Steven Rosen

JANUARY 28, 2024

This article will explore the importance of collaboration in sales and how it can lead to better outcomes for all parties involved. Effective communication and collaboration across the buying team are necessary in large organizations, where multiple stakeholders are involved in decision-making.

Video 156

Video Sports Decision Maker Quota 156

Zoominfo

MARCH 27, 2019

Penetrate new markets: As growing companies look to expand, understanding the technological landscape can reveal opportunities to reach new markets. For an in-depth look at how to execute these different tasks, check out the following article: 6 Reasons to Target Prospects Using Technographics.

Report 222

Report Data B2B Survey 222

Steven Rosen

JANUARY 28, 2024

Holding people accountable is an act of love. Sales leaders must set clear expectations, provide support, and promptly address performance issues to help their team members succeed.

Intent 156

Intent Sales Leadership Account ACT 156

HeavyHitter Sales

OCTOBER 4, 2011

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Here's an excerpt from my book  Heavy Hitter Sales Psychology : How to Penetrate the C-Level Executive Suite and Convince Company Leaders to Buy. Click Here for 25 More Articles.

Sales Management 147

Sales Management Penetration Software Software 147

Alice Heiman

NOVEMBER 21, 2018

A recent article by the CEO of Invesp puts the average cost of acquisition at 5 X the cost of retention. Crazy, but that same article shows that less than 18% of companies prioritize customer retention. Penetrating your existing customer base. The 3 customer-focused growth strategies are: Creating a great customer experience.

Customer 116

Customer Webinar Metrics Retention How To 116

HeavyHitter Sales

APRIL 7, 2013

Here’s one of my recent Harvard Business Review articles titled “Ten Reasons Salespeople Lose Deals.”. Inability to Penetrate New Accounts. One of the most difficult tasks in all of sales is to penetrate new accounts. Other Steve W.  '

Study 146

Study B2B Penetration Lead Rank 146

HeavyHitter Sales

MAY 18, 2013

 Many feared their age might become an obstacle so I thought I would post this article. Hire the salesperson who has a successful track record at penetrating new accounts and proven their ability of turning aloof prospects into close friends. Peek into the cockpit as you board your next commercial flight.

Hiring 165

Hiring Airlines Penetration Twitter 165

SBI

OCTOBER 28, 2019

With Whitespace+, users are provided increased clarity within key accounts, which makes cross-selling and up-selling easier by showing product penetration, competitors in play and future potential. Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars.

SAP 52

SAP Penetration Enterprise Enterprise 52

Smooth Sale

NOVEMBER 19, 2022

Or perhaps you wish for more time off, to move abroad, or to penetrate a market you know is awaiting your skillset. Vunela Provides a unique opportunity to view Videos and read articles by World Leaders. Collaborate with care and open conversation. Make decisions with more flexibility. The decision is in your hands.

Hiring 78

Hiring Penetration Networking Licensing 78

HeavyHitter Sales

JULY 1, 2011

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Here’s one of my recent Harvard Business Review articles about the Seven Personality Traits of Top Salespeople. Other Articles That Might Interest You: Harvard Business Review Sales Articles by Steve W.

Study 163

Study Lead Rank Lead Scoring Penetration 163

Hubspot Sales

APRIL 4, 2018

This is when channel conflict arises, and this article tells you just what to do about it. If your product helps your partner sell their existing products more effectively, it’s in their best interest to pursue a market penetration strategy. Good channels will open your up business to new sales opportunities.

Channels 115

Channels Face-to-face Segment Commission 115

SBI

JUNE 12, 2019

He brings a wealth of knowledge to OppSource on how to penetrate markets, drive customer relationships and help the organization scale in a way that drives accelerated growth and sales performance. Resources All Awards & Recognition Blog Article Industry News Interview Video Video Reviews Webinars. Blog Article.

Hiring 63

Hiring Enterprise Enterprise Leads 63

Pointclear

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Example 1: A shift in scoring criteria drives higher results.

Lead Rank 162

Lead Rank Lead Generation Lead Scoring Sales Qualified Lead 162

Sales Hacker

JUNE 14, 2021

Change Sephora’s buying behavior, increase margin growth, and penetrate the C-suite. Tip: Here is an article that helped sales and marketing create a buying consensus. There’s also a huge gap when it comes to penetrating new business units or in cross-selling/upselling.

Account Based Marketing 79

Account Based Marketing Top of Funnel Ideal Customer Profile Account 79

HeavyHitter Sales

JUNE 19, 2012

    Other Articles That Might Interest You: Personality Study of 1,000 Top Salespeople. Heavy Hitter Sales Psychology: How to Penetrate the C-Level Executive Suite and Convince Company Leaders to Buy. Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople.

Chemicals 162

Chemicals Journal Face-to-face Penetration 162

Hubspot Sales

OCTOBER 28, 2019

In this article, we’ll highlight the definition, history, pros, and cons of the price skimming strategy in addition to explaining when it may (or may) not make sense for your business to employ. Instead, try competition-based pricing , penetration pricing , or value-based pricing. What is Price Skimming? Does make sense: cars.

Strategy 55

Strategy Penetration Fashion Buyer 55

Your Sales Management Guru

NOVEMBER 7, 2011

The art of selling: “ The death of the salesman has been greatly exaggerated” is the name of a recent article in the Economist magazine: [link]. After reading my blog, then read the article, I would enjoy reading your comments.

Penetration 69

Penetration Retail Hiring Sales Leadership 69

Tony Hughes

OCTOBER 14, 2018

Know what you’re looking for beneath the surface of a resume or LinkedIn profile and understand how to penetrate the persona being projected during an interview. If you valued this article, please hit the ‘like' and ‘share’ buttons below. This article was originally published in LinkedIn here where you can comment.

Hiring 62

Hiring Face-to-face Penetration Ideal Customer Profile 62

Janek Performance Group

JULY 6, 2022

In this article, we will explore the potentiality of a brand-new sales methodology, (I know just what the sales profession needs, another methodology) and what it would mean to be a perspicacious sales practitioner. In chaos, there is rarely a clear path forward. Change is happening rapidly.

Sales Methodology 62

Sales Methodology Face-to-face Penetration Buyer 62

Increase Sales

JANUARY 1, 2012

As I have engaged in education based marketing since 2005 through article writing along with the adoption of this blog in February 2010, traffic to my website has greatly increased through the distribution of quality content. This is a trending tool and is one way I can determine overall Internet market penetration.

Infusion 88

Infusion Penetration Education Distribution 88

HeavyHitter Sales

DECEMBER 27, 2010

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. CLICK HERE FOR 25 MORE ARTICLES. Books For Heavy Hitters. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. How to Hire a VP of Sales » December 27, 2010.

Motivation 107

Motivation Penetration Hiring Decision Maker 107

HeavyHitter Sales

MARCH 11, 2011

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Top 20 Sales Articles By Steve W. Whenever I glance at the covers, I invariably see articles with titles like “Ten Steps to a Happier Marriage” or “Seven Ways to Reignite Your Marriage.”

Penetration 140

Penetration Face-to-face Commission Software 140

Pipeliner

DECEMBER 10, 2019

In this article, we are going to highlight the various ways chatbots have already helped and continue to help marketers with increasing sales within their companies. All that said, chatbots have penetrated almost every aspect of businesses. According to Statista, the chatbot market is projected to reach USD 106.6 Final Words.

Real Estate 84

Real Estate Top of Funnel Marketing Hiring 84

SBI

JANUARY 30, 2019

“Priority Engine’s Brand Accelerator provides a reliable way for customers to know when their ads have influenced specific accounts, identify and engage active prospects at those accounts and determine how much of their total addressable market they have penetrated.”. Blog Article. 888-274-4111 x 9371. gmann@techtarget.com.

Intent 50

Intent Engineering Account Intent Data 50

Adaptive Business Services

OCTOBER 2, 2019

While it may be in your best interest to inform them of the exciting new opportunities for broad market penetration via multi-tier B2B marketing, it certainly isn’t in the best interest of the conversation. What do you talk about? It’s unwise to talk trade right off the bat. So how do you go about this?

Networking 48

Networking How To Penetration Groups 48

Jonathan Farrington

APRIL 26, 2013

Being Agile Drives Better Execution of the Sales Plan, and Deeper Market Penetration.

Field Sales 43

Field Sales Wireless Sales Qualified Lead Scale 43

Alice Heiman

APRIL 18, 2018

In this article I focus on developing your team. Share best practices and strategies that reps are using to penetrate large accounts as well as getting better positioned in existing accounts to expand them. Once you’ve begun to develop yourself as a sales leader, you’re more able to help your sales team develop and reach their goals.

How To 93

How To Penetration Groups Account 93

HeavyHitter Sales

AUGUST 2, 2010

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. That’s exactly why I wrote Heavy Hitter Sales Psychology : How to Penetrate the C-Level Executive Suite and Convince Company Leaders to Buy.     More Articles That Might Interest You….

Penetration 108

Penetration Decision Maker Software Software 108

HeavyHitter Sales

SEPTEMBER 29, 2009

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy.   Other Articles That Might Interest You. Books For Heavy Hitters. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. Selling to The C-Level Webinar-WATCH IT!!!

Penetration 60

Penetration Jigsaw Webinar Metrics Decision Maker 60

HeavyHitter Sales

SEPTEMBER 9, 2011

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Here’s one of my recent Harvard Business Review articles titled “Are Top Salespeople Born or Made?”.  OTHER ARTICLES THAT MAY INTEREST YOU: The Seven Personality Traits of Top Salespeople.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

HeavyHitter Sales

MARCH 5, 2014

Here’s one of my recent Harvard Business Review articles titled the  Why Sales Organizations Fail. It takes time to hire, train, and build a critical mass of capable salespeople who can penetrate new accounts. Martin Harvard Business Review Sales Articles.   Click Here if you would like to read other Steve W.

Hiring 108

Hiring Scale Territories Penetration 108

Crunchbase

MAY 18, 2022

This article provides a clear guide to understanding ABM marketing by defining the ABM meaning and discussing how to implement ABM strategies so you can produce the kind of messaging that sets your sales team up for success. Topics covered in this article include: What is ABM marketing?

Account Based Marketing 72

Account Based Marketing Account Marketing Sales Qualified Lead 72

HeavyHitter Sales

OCTOBER 9, 2009

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. I’d like to invite you to join me as I review key C-level sales strategy concepts from my new book Heavy Hitter Sales Psychology: How to Penetrate the C-Level Executive Suite and Convince Company Leaders to Buy.

Webinar Metrics 60

Webinar Metrics Penetration Software Software 60

HeavyHitter Sales

JANUARY 14, 2013

Here’s one of my recent Harvard Business Review articles titled “Top Reasons Salespeople Lose Busines.”. However, one of the toughest jobs in all of sales is to penetrate the C-suite, and there is a direct correlation of winning to the number interactions the salesperson has with executives during the sales cycle.

Vendor 155

Vendor Face-to-face Penetration Sales Cycle 155

HeavyHitter Sales

OCTOBER 15, 2010

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. WHAT GREAT SALESPEOPLE SAY - Harvard Business Review Sales Linguistics Article. Here’s one of my recent Harvard Business Review articles about Sales Linguistics. CLICK HERE FOR 25 MORE ARTICLES.

Penetration 138

Penetration Study Decision Maker Software 138

Pipeliner

JULY 8, 2018

The PC, now regarded as a necessity, took 10 to 15 years to get 70% to 80% penetration in companies. Information for this article was sourced from this panel discussion, hosted by John Golden, featuring the expert opinions of Andy Paul , James Obermayer , and Mike Kunkle. . Encouraging Sales Managers to Make the Switch.

Sales Management 78

Sales Management Hiring Penetration Government 78