Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. Tailors marketing and sales efforts to address specific customer needs and preferences.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Pipeliner

DECEMBER 21, 2020

Digital marketing involves identifying, researching and implementing strategies for the needs of a customer. Success in this field entirely depends on the modus operandi a business can apply, and how efficiently it approaches the application of digital marketing and digital marketing strategy. Paid Search Advertising.

Paid Content 96

Paid Content Benefit Marketing Social Media 96

Zoominfo

JULY 5, 2023

Go-to-market efficiency is a hot topic for companies looking to succeed in the current market. They rely on ZoomInfo throughout their sales cycle for comprehensive data about accounts they’re targeting — and new accounts that can expand their market.

Ideal Customer Profile 130

Ideal Customer Profile Direct Mail Strategy Customer 130

Sales Gravy

SEPTEMBER 1, 2023

Marketing and Do It! 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. Marketing and Do It!

Sales Qualified Lead 85

Sales Qualified Lead Decision Maker Prospecting Strategy 85

Zoominfo

OCTOBER 22, 2021

Sales is, well, sales: bringing your product to your target market. Business development can concern anything your company does to expand its market reach. A more sophisticated program of business development will involve finding new market segments for your business to appeal to. What is Sales?

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Zoominfo

AUGUST 26, 2021

Sales is, well, sales: bringing your product to individuals in your predetermined target market segment. Business development can concern anything your company does to expand its market reach. The importance of sales is self-evident, but business development is also vital to any sales organization, particularly in a struggling market.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Pipeliner

DECEMBER 10, 2019

According to Statista, the chatbot market is projected to reach USD 106.6 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. A chatbot goes a long way in helping marketers understand their target demographic.

Real Estate 84

Real Estate Top of Funnel Marketing Hiring 84

Sales and Marketing Management

JUNE 16, 2017

Sean Ellis, a seasoned marketing leader, entrepreneur, angel investor, originally defined a “growth hacker” as "a person whose true north is growth.”. Lesson #1 : To expand market share, use “what if” analysis to leave your comfort zone and create new opportunities. Airbnb penetrating Craigslist’s marketplace.

Penetration 153

Penetration Case Study Lead Rank Hotels 153

BuzzBoard

FEBRUARY 15, 2024

For example, enacting a competitive pricing strategy can be favorable for small businesses functioning in markets already saturated. While it ensures that costs are covered, it fails to consider market demand and value perceptions. This works well in saturated markets and for new businesses trying to break into the market.

Small Business 52

Small Business Small Business Strategy Lead Rank 52

PandaDoc

SEPTEMBER 19, 2023

Your task as a sales manager is to market it. The answer is “by implementing a vertical marketing strategy.” Key takeaways Targeting specific, niche markets with specialized products and services can help small businesses operate more efficiently with lower costs and higher revenue. This is known as vertical marketing.

Paid Content 52

Paid Content Marketing Outsourcing Services Lead Rank 52

SBI Growth

OCTOBER 13, 2013

If you don’t do your research, you could land in the wrong organization. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. At no cost, an expert from SBI will present the full research findings. The company could not penetrate an already competitive market.

Hiring 310

Hiring Lead Gen Top of Funnel Penetration 310

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. Connect with him on LinkedIn or Twitter.

InsideView 104

InsideView Ideal Customer Profile Lead Rank Marketing Qualified Lead 104

Crunchbase

MAY 18, 2022

Imagine your marketing and sales team working in tandem, seamlessly pursuing and closing on the kinds of businesses your company exists to serve. That’s the premise behind account-based marketing (ABM). Topics covered in this article include: What is ABM marketing? What is account-based marketing (ABM)?

Account Based Marketing 72

Account Based Marketing Account Marketing Sales Qualified Lead 72

Increase Sales

MARCH 24, 2014

Sometimes in the quest to increase sales through new SMB marketing actions, obvious opportunities are often overlooked. This appears to be true if a recent report by Direct Marketing News is correct. Human nature appears to be very much evident with SMB marketing. Market trends (past, current and future). Add to Skype.

Ideal Customer Profile 114

Ideal Customer Profile Skype Marketing Small Business 114

Mereo

MARCH 18, 2021

Actually, hardly anyone bought the pricey new gadget before it was pulled from the market and deemed a failure. Focus on market — not product — for more-sustainable growth. A more strategic approach to organizational growth comes from markets, not products — by growing share of existing markets or entering new ones altogether.

Strategy 85

Strategy Penetration Ideal Customer Profile Google 85

Mindtickle

FEBRUARY 9, 2023

2: Market penetration If you want to know how great your sales reps are at getting products and services in the right hands, one place to start is market penetration. This metric measures how much of the available market you “own” through your offerings. But what does that look like on paper?

Penetration 52

Penetration Retention Revenue Call-back 52

BuzzBoard

NOVEMBER 24, 2023

McKinsey & Company’s research elucidates that personalization can curtail acquisition expenses by up to 50%, while enhancing revenue by 5-15%. Account Growth: This evaluates whether hyper-personalized strategies lead to augmented sales or product penetration within existing accounts.

B2B 52

B2B Strategy Pivotal Penetration 52

Zoominfo

MARCH 27, 2019

But, we’ve struggled to find any outside research regarding the use of technographics by B2B sales professionals. So as any great marketers would do, we decided to do a little digging and conduct our own investigation. In today’s blog post we investigate the findings of our research and review three important takeaways.

Report 222

Report Data B2B Survey 222

SBI Growth

NOVEMBER 17, 2012

A plan suggests marketing and sales can execute on the revenue goal. One way to do this is to conduct an account segmentation analysis of your markets. The goal is to determine things like: Account penetration opportunities. The goal is to determine things like: Account penetration opportunities. New market pursuit.

Top of Funnel 310

Top of Funnel Penetration Scale Funnel 310

Zoominfo

APRIL 2, 2018

Unless you want to spend countless hours on prospect research , your best bet is to enlist the help of a B2B data provider. Facilitate better sales and marketing alignment. In fact, we’d argue that the marketing department holds an equal amount of responsibility for sales productivity. Invest in ongoing coaching.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

SBI Growth

JULY 30, 2013

Changes in marketing organizations today are accelerating at a greater pace than ever before. This is the time of year when Marketing leaders start mapping out 2014 changes. Are your marketing campaigns generating the desired return on marketing spend? Nothing replaces field research. Get out in the field more.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

Hubspot Sales

MAY 28, 2019

Pricing strategies take into account many of your business factors, like revenue goals, marketing objectives, target audience, brand positioning, and product attributes. They’re also influenced by external factors like consumer demand, competitor pricing, and overall market and economic trends. Penetration Pricing Strategy.

Strategy 139

Strategy Penetration Hubspot Buyer Persona 139

SBI Growth

SEPTEMBER 6, 2012

This post is about a CEO of a $450M company who focused on winning large deals to double revenues in a flat market. If you feel product differentiation and hot markets are the only way to grow revenue, this CEO proved otherwise by refusing to accept these limitations. The collision repair’s “market” depends on wrecked cars.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

Crunchbase

SEPTEMBER 21, 2020

It’s tempting to jump right in and develop a new sales strategy for penetrating the gig worker market. But successful sales strategies are built on sound, comprehensive marketing strategies. So it’s important to take a step back and focus on the basic tenets of marketing planning. Marketers Like The Letter C.

Penetration 134

Penetration Segment Demographics Benefit 134

Miller Heiman Group

MARCH 3, 2020

Whether capturing new leads, closing new accounts, extending their penetration of new business units within existing customers or increasing their win rates, sales leaders set lofty goals and hunt for the methodologies, tools and processes to help them attain their objectives. How are sellers responding to changes in the industry and market?

Study 88

Study Penetration Survey Face-to-face 88

SBI

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster.

Vendor 139

Vendor Twitter InsideView InsideSales 139

SBI

NOVEMBER 10, 2020

Providing a good customer experience is not only the right thing to do, but beyond that, research shows that a great experience has a significant impact on whether or not someone buys from you. Ensure your sales, marketing, and customer success teams have a realistic view of the experience your buyers have today.

Lead Rank 177

Lead Rank Lead Scoring Account Penetration 177

SBI Growth

DECEMBER 29, 2013

Research has shown that asking someone to self-assess gives you unreliable information. Pie-in-the-sky market share figures determines quota. No historical performance, account penetration, or product maturity calculated in quota. Talks about previous VP of Sales in completely negative terms. Gives you the BS “family time” line.

Quota 310

Quota Penetration Incentives Incentive 310

Hubspot Sales

DECEMBER 9, 2020

To understand how well your company is positioned for growth, you need insight into your company’s ability to sell to new and existing customers in your product market — that's where sales potential comes in. Sales potential can be confused for market potential, however, it is important to understand the difference between the two.

Sales Forecasts 137

Sales Forecasts Forecasting Demographics Penetration 137

Pointclear

MAY 12, 2011

Few companies have the sales and marketing resources to adequately cover their markets. It’s logical that if only a fraction of your target market is contacted, only a fraction of the deals are going to you. Surprising fact, research shows that 70% of B2B buyers find their vendors, their vendors don’t find them.).

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

Miller Heiman Group

JUNE 24, 2020

Whether capturing new leads, closing new accounts, extending their penetration of new business units within existing customers or increasing their win rates, sales leaders set lofty goals and hunt for the methodologies, tools and processes to help them attain their objectives. How are sellers responding to changes in the industry and market?

Study 65

Study Penetration Survey Face-to-face 65

Zoominfo

AUGUST 4, 2021

Elle Woulfe, PathFactory’s VP of marketing, calls this the Intelligent Content Delivery. If they’ve been doing some research, they are more likely to speak to a person right away versus a bot. Regardless of who you chat with, you want more penetration within the account, especially as the sales conversations begin.

Top of Funnel 130

Top of Funnel B2B Sales Qualified Lead Penetration 130

Sales Hacker

SEPTEMBER 14, 2021

Instead of waiting for meetings to roll in from their SDRs and marketing, have your AEs start helping with prospecting and outreach. They lived and breathed prospecting — building ICPs, doing research, working call lists, asking for referrals and intros. Researching and understanding the customer’s business and problems.

Pipeline 89

Pipeline Penetration Account Outbound 89

The Digital Sales Institute

OCTOBER 12, 2018

In a cluttered, time poor word, selling a product or a service into the B2B or the B2B markets needs purposeful sales strategy with clear implementation guidelines. Target market trends. Current market position. The Market. 1 sales and business killer is lack of market. Big enough market to target.

Examples 55

Examples Strategy Penetration Ideal Customer Profile 55

Sales 2.0

DECEMBER 29, 2011

From my research and analysis of thousands of prospecting calls, I’ve found the three biggest factors that super-charge your chances of getting into a busy prospect’s office are: Prospect profile: who to call. So recently when I’ve been faced with penetrating new markets, as I seem to be faced with often. (Ya,

Social Selling 199

Social Selling Prospecting Face-to-face Penetration 199

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

SBI Growth

SEPTEMBER 23, 2012

SBI’s research has uncovered some essential Rep behaviors. Sales needs Marketing to generate demand , educate leads, and supply qualified opportunities. Let Marketing help expand within existing accounts by nurturing contacts for the Rep (via inbound marketing and lead management.). Sales can’t do the job alone.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303