The Digital Sales Institute

JUNE 17, 2019

It is the plan that enables everyone involved in customer acquisition, development and retention to successfully sell the company’s products and service over and over. Anchored by your values and purpose, a sales strategy example should also account for what sales training or sales skills need addressing to achieve the goals.

Ideal Customer Profile 51

Ideal Customer Profile Strategy Lead Rank Buyer Persona 51

Partners in Excellence

APRIL 25, 2017

Even the training, tools, systems, processes, programs we provide are important levers to fixing sales performance. 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.

Compensation 53

Compensation Lead Rank System Commission 53

Partners in Excellence

FEBRUARY 17, 2014

There are all sorts of other numbers we may track–customer retention, new customer acquisition, product mix, win/loss, channel performance, and other things. We may have market penetration/share goals. These may be training metrics, certification, CRM compliance (ugh), or other indicators. Strategic Initiatives: .

Quota 93

Quota Trends Churn Maximizer 93

Sales Hacker

NOVEMBER 24, 2020

We’ve got Trish Bertuzzi, the CEO and founder of a sales consulting firm and sales training firm called the Bridge Group. I was on a mission to educate them, that this isn’t as strategic as any other channel in play. Their job is to penetrate, as effectively as possible, the accounts that are under their domain.

Outsourcing Services 81

Outsourcing Services Lead Rank Pivotal Enterprise 81

Chorus.ai

MARCH 24, 2021

Companies need high strategic agility to deal with the continued market flux in the aftermath of COVID, and high retention/low churn rates are more vital than ever before. But you can make a key positive difference to your sales growth simply by analyzing your current market and taking steps to increase your penetration in that key area.

Buyer Persona 62

Buyer Persona Top of Funnel Lead Rank Discount 62

Hubspot Sales

AUGUST 8, 2019

Market penetration. Channel Sales Metrics. These metrics will help you optimize your channel sales strategy. Retention rate of partner customers. Average time to find, onboard, and train new partners. Ramp-up = amount of time spent in training + average sales cycle length + X. Year-over-year growth.

Cost per Acquisition 137

Cost per Acquisition Lead Rank Churn Webinar Metrics 137

Hubspot Sales

SEPTEMBER 22, 2023

You can’t train if you don’t know how far you’re jogging. By knowing which channels produce the most leads, you can better deploy your marketing resources. A feature such as a TAM calculator can help you gauge your level of market penetration. You should also record which channel they used (phone, email, social, etc.)

Software 95

Software Software Top of Funnel Lead Rank 95

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Early in my AE career, the company I worked for was acquired and we were all told we had to go to another state for an entire month of training.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130