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

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Demand Gen = Sales + Marketing. Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Alice Heiman

NOVEMBER 21, 2018

They can tell you what markets they are pursuing, what products they are creating, and what companies they are targeting. 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.

Customer 116

Customer Webinar Metrics Retention How To 116

Zoominfo

OCTOBER 5, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omnichannel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Demand Gen = Sales + Marketing Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

Zoominfo

OCTOBER 28, 2018

What happens when two companies have identified the same target audience and have access to the same demographic and firmographic prospect data? Beyond that basic definition, technographics can also include information about how and when your prospects use their technology. What Are Technographics? As it turns out—a lot.

Data 100

Data Eloqua Buyer Persona Demographics 100

PandaDoc

FEBRUARY 23, 2024

Opportunity management is an approach that focuses on identifying and managing business opportunities for client acquisition, market expansion , strategic partnerships, and more. What will this opportunity bring me in terms of results (revenues, exposure, market penetration, etc.)? What’s their business value?

Opportunity 52

Opportunity Sales Qualified Lead How To Proposal 52

Partners in Excellence

AUGUST 3, 2020

Mix, both product/service and market may be important in assuring balanced performance in executing the company strategy. Retention, customer satisfaction, customer/account growth may also be important measures. New customer acquisition, new market penetration can be important measure, if they are important to our company strategies.

Compensation 154

Compensation Pipeline Penetration Quota 154

Chorus.ai

SEPTEMBER 29, 2020

Market downturns are troubling times for any business — but the concerns can suddenly hit home if you find out that your company needs to cut your sales department’s budget. One moment your team is flying high in a bull market, with productivity and conversion rates at a peak. are they still interacting with it now?)

Scale 114

Scale Top of Funnel Churn Buyer Persona 114

Crunchbase

MARCH 13, 2023

For instance, it’s often easier to get meetings with prospects in the SME space, particularly startups. In a declining, volatile market, working with the most accurate insights available will make all the difference. In a downturn, maintaining an account becomes an exercise in marketing, positioning and relationships.

Territories 59

Territories Churn Face-to-face SME 59

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. Research published in the journal  Applied Cognitive Psychology suggests that doodling actually aids memory retention and doodlers have an average of 29% better event recall than non-doodlers. Are You Humble?

Chemicals 162

Chemicals Journal Face-to-face Penetration 162

Chorus.ai

JANUARY 28, 2020

Once these leads are qualified — an assessment of whether or not the lead is likely to become a prospect who might buy your product — your business development team can relay them to your sales department. A sales rep will then steward the deal toward closure, working to acquire the prospect as a new customer.

Hiring 65

Hiring Sales Qualified Lead Buyer Persona Scale 65

Hubspot Sales

OCTOBER 16, 2017

Increase retention rate. A less aggressive ratio (think 70:30 or 75:25) is common when salespeople are required to teach the prospect because they're selling a highly complex or technical product. On the other hand, this structure doesn’t take into account market penetration or quantity of opportunities. Lower expenses.

Compensation 132

Compensation Hiring Salary Commission 132

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. Marketing/Sales Integration. Marketing Automation/Tools. Demand Generation/Lead Gen/Content Marketing/Nurturing. Account Planning/Growth/Retention.

Fashion 90

Fashion Face-to-face Analytics Social Media 90

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. What are the market trends shaping your industry? What is your current market position (new, disrupt, cost leader etc)? There is a large enough market to target.

Ideal Customer Profile 51

Ideal Customer Profile Strategy Lead Rank Buyer Persona 51

Partners in Excellence

APRIL 25, 2017

What is the size/opportunity in those markets, is it aligned with our performance expectations? 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

For example, I know that I have to have a certain number of prospecting conversations this week. We know how our weekly prospecting calls (sharply executed) impact our goals. We’ve done this by analyzing our funnel and prospecting performance over many years. We may have market penetration/share goals.

Quota 93

Quota Trends Churn Maximizer 93

SBI

SEPTEMBER 4, 2012

Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization. Reps who are great at relationship management, customer service, problem solving, and client retention are not necessarily successful hunters. Then you’ll need to close new business.

Revenue 101

Revenue Handbook Face-to-face Penetration 101

A Sales Guy

SEPTEMBER 15, 2016

Inside sales, inbound, outbound, Account Based Marketing, lead generation, buyers journey, etc. are just a few of the new terms that have penetrated our sales vernacular. 2) Fanatical Prospecting – Jeb Blount. If nothing happens until something gets sold, then nothing gets sold until you can prospect.

Account Based Marketing 83

Account Based Marketing Social Selling Hiring Decision Maker 83

Sales Hacker

NOVEMBER 24, 2020

The Six Sense account engagement platform uncovers and analyzes buyer intent at scale, identifying prospects who are in the market for your solution, and providing salespeople like you with the insight to create highly relevant messaging. We have people that do nothing but go-to-market strategy. Never before possible.

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

Sales Hacker

FEBRUARY 27, 2020

Referrals are also a good sign that customer retention is in a good place, because unhappy customers are not likely to give a referral. Challenge your sales executives to speak up during marketing brainstorms to provide creative insights that impact the future of your company. This is where your leadership comes in. Domain Expertise.

Revenue 96

Revenue Referrals Lead Rank Call-back 96

A Sales Guy

SEPTEMBER 15, 2016

Inside sales, inbound, outbound, Account Based Marketing, lead generation, buyers journey, etc. are just a few of the new terms that have penetrated our sales vernacular. 2) Fanatical Prospecting – Jeb Blount. If nothing happens until something gets sold, then nothing gets sold until you can prospect.

Account Based Marketing 60

Account Based Marketing Social Selling Hiring Decision Maker 60

Closer's Coffee

JULY 2, 2019

From a culture prospective, this really sets the tone for driving necessary growth to remain competitive in today’s world. It is also a sign that your business’ customer retention tactics are producing because customers are only likely to recommend when they are happy with the services themselves. Self-Improvement. Think about it.

Lead Rank 45

Lead Rank Referrals Face-to-face Competition 45

Highspot

JUNE 26, 2023

To identify and analyze marketing, enablement, and sales KPIs: Define sales enablement objectives – Outline sales enablement goals, such as improving seller productivity, shortening sales cycles, improving customer engagement, or increasing deal sizes. This important metric helps identify marketing collateral that works and doesn’t.

Sales Enablement 52

Sales Enablement Top of Funnel Hiring Lead Rank 52

SBI

JULY 12, 2018

This week I interview Joe Andrews, VP of Product & Solution Marketing for InsideView. Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions. Account retention and growth – It’s more than just building a relationship with customers.

InsideView 104

InsideView Ideal Customer Profile Lead Rank Marketing Qualified Lead 104

Jonathan Farrington

JANUARY 27, 2012

o Not only get the order but a satisfied customer, repeat sales, enthusiastic reference sites and constantly increase sales penetration within their accounts. o Recognise when to treat an old account as a new prospect and keep the relationship fresh, alive and maintain profitability. D&B, as you know, also owns Hoovers.

Ideal Customer Profile 42

Ideal Customer Profile Hoovers Penetration Up-Sell 42

HeavyHitter Sales

SEPTEMBER 12, 2008

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Quite often, the marketing group that creates this session has never “sold.” This way, the attendees will remain mentally fresh and have higher retention. Books For Heavy Hitters. Product Training.

Sales Meeting 60

Sales Meeting Meeting Decision Maker Analysis 60

Hubspot Sales

SEPTEMBER 22, 2023

This software provides sales teams with information about their prospects, the status of current deals, and the sales pipeline's health. Pick sales marketing software that can track these three key pieces of information: Basic information. By knowing which channels produce the most leads, you can better deploy your marketing resources.

Software 96

Software Software Top of Funnel Lead Rank 96

Chorus.ai

MARCH 24, 2021

Not bad at all, especially given the difficulties of the market. 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. Make the Most of Your Current Market. sales growth during that period.

Buyer Persona 62

Buyer Persona Top of Funnel Lead Rank Discount 62

Hubspot Sales

AUGUST 8, 2019

That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople. Market penetration. Revenue by market. How well are your salespeople prospecting? Percentage of prospects who agree to a conversation. Let's take a look at what sales metrics are.

Cost per Acquisition 137

Cost per Acquisition Lead Rank Churn Webinar Metrics 137

Partners in Excellence

OCTOBER 25, 2016

Most of the thinking is dominated by retention strategies. Like any hunter, my job was to wander around the account, prospecting and finding new opportunities. Our goal in every territory is to maximize our penetration of the territory. Keeping the customer, if you have a subscription type of offering, getting the renewal.

Account 48

Account Territories Penetration Retail 48

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. I made a jump from marketing into sales which was very risky but it was like something snapped into focus and I was finally in the role I was meant for.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

DECEMBER 13, 2018

They use these resources to drive sales growth, improve lead generation, prolong customer retention rates, and hike after-sales business. Evaluate your addressable market and how the sales team can optimize their outbound prospecting. Market penetration. Training currently available. Tech purchases. Sales velocity.

Sales Management 80

Sales Management Revenue Incentives Incentive 80

Sales Hacker

AUGUST 21, 2018

They use these resources to drive sales growth, improve lead generation, prolong customer retention rates, and hike after-sales business. Evaluate your addressable market and how the sales team can optimize their outbound prospecting. Market penetration. Training currently available. Tech purchases. Sales velocity.

Sales Management 62

Sales Management Revenue Incentives Incentive 62