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Penetrate and Proliferate: Is an Account Based Marketing Strategy for You?

Sales Benchmark Index

Marketing Strategy Podcast

ADVANCED NEW I.T. ACCOUNT PENETRATION STRATEGIES WEBINAR

HeavyHitter Sales

ACCOUNT PENETRATION STRATEGIES WEBINAR NOVEMBER 12 th. Martin has he discusses his revolutionary new account penetration strategies from his just released book, Heavy Hitter I.T. One of the toughest tasks in all of sales is to penetrate new accounts. ADVANCED NEW I.T.   Please join Steve W. Take a moment to put yourself in the position of the I.T.    

Heavy Hitter Sales Blog: If Sigmund Freud Was Your Sales Manager

HeavyHitter Sales

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. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Steve W. Steve W.

The Salesperson Mindset: Speed of Technology Adoption

Pipeliner

It took an additional 39 years for telephones to reach 40 percent penetration, and another 15 years before they were in most every household. Smartphones, on the other hand, accomplished 40 percent penetration in just 10 years. For sales today, a mindset is at least as important as a skillset. Technology Adoption Through Time. percent increase. percent. It has now settled down to a 2.4

Is Your Product Marketing Manager Good Enough?

Sales Benchmark Index

They create marketing strategies that maximize and accelerate market penetration and profitability. Why should it matter whether the Product Marketing Manager is good enough? Those of you who have great people in these roles know their value. They are the glue between product management and sales. Simply put, they make Go-To-Market readiness and Sales Enablement success a reality.

Brent's Social CRM Blog: Penetrating the Attention Economy in the.

Social CRM

Penetrating the Attention Economy in the Age of Social Media. Listed below are links to weblogs that reference Penetrating the Attention Economy in the Age of Social Media : Comments. Penetrating the Attention Economy in the Age of Social Media. Brents Social CRM Blog. Intuit Small Business Expert Series Starts This Week - Its Got Social CRM (#SCRM) | Main. Have You Thanked Your Frientor Today? ». January 13, 2010. My latest column for Inc's technology site was posted yesterday on the idea economy vs. the attention economy , and how one is overwhelming the other. About.

Why Salespeople Fail

Jonathan Farrington

Are they able to first identify and then penetrate the formal DMU (Decision Making Unit) and reach the MAN? When I am asked to diagnose why an individual – or even an entire sales team - are not performing at optimum levels, I usually ask just four very straightforward questions: Are they visiting/talking to enough clients/prospects? In other words are they pro-active and are their activity levels high? Are they talking to the right people within those client/prospect organizations? The person or people with the Money, Authority and Need). Are they saying/doing the right things?

Voice of the Employee Can Cure Broken Customer Experiences

The 1to1 Media Blog

So while many companies have programs in place to mine voice of the customer, customer feedback alone is insufficient to get at root causes of bad CX because it penetrates only the top layers of the ecosystem. A few weeks ago, many of our customer experience analysts including my colleague Maxie Schmidt and me were glued to our computer screens, watching a presentation by a big bank. It had introduced a tool to capture and manage ideas from its employees on how to improve the customer experience. Those who fail lack insight into the root causes of poor CX.

Taking Mobile Customer Engagement to the Next Level

The 1to1 Media Blog

And it''s not just Millenials who are working their mobile devices feverishly - according to Deloitte, the 55+ crowd is experiencing the fastest year-over-year increase in smartphone penetration in developed countries. Mobile is on a tear. According to The Economist Intelligence Unit, mobile is expected to be the prevailing channel used by younger bank customers in the next five years. Meanwhile, Gartner predicts that by 2017, mobile commerce will represent half of all digital commerce revenue in the U.S. mobilecustomerstrategy mobileengagement mobilesiteoptimization

10 Questions Every Sales VP Candidate Should Ask the CEO

Sales Benchmark Index

No historical performance, account penetration, or product maturity calculated in quota. Interviewing for the VP of Sales requires a lot of preparation. Many candidates spend hours honing interview responses. However, surprisingly few candidates spend enough time developing questions they should ask. This a big mistake. Sometimes the VP of Sales position is a great new opportunity.

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Guest Article: “In Sales, What Differentiates the Top 5% Players?” by Jonathan Farrington

Sales and Management Blog

Not only get the order but a satisfied customer, repeat sales, enthusiastic reference sites and constantly increase sales penetration within their accounts. In Sales, What Differentiates The Top 5% Players? by Jonathan Farrington. As you can imagine, I am often asked by sales leaders, anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer; what are their characteristics; where are their strengths and what differentiates them? So What Is It That Top 5% Players Do? They insulate themselves by developing strong allies within. •

In Sales, What Differentiates The Top 5% Players?

Jonathan Farrington

Not only get the order but a satisfied customer, repeat sales, enthusiastic reference sites and constantly increase sales penetration within their accounts. So What Is It That Top 5% Players Do? They: • Position themselves with the real decision-makers and avoid those without ‘approval power’. They are able to first identify and then access the formal decision making unit. • How did you do?

Wearables in the Enterprise: CIO Implications

Brian Vellmure

In my last post, I highlighted the imminent penetration of wearables into society , considering some of the broader implications. In this post, I’d like to narrow in a bit on the topic of wearables in the enterprise, and the implications this will have on the CIO. Currently, CIOs are faced with managing a growing tension – with each side pulling against the other. – Etc.,

Heavy Hitter Sales Blog: Inspirational Sales Quotes for the New Year!

HeavyHitter Sales

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Here’s a few of my favorite quotes from Heavy Hitter Sales Psychology: How to Penetrate the C-Level Executive Suite and Convince Company Leaders to Buy: A smart person knows how something works, a clever person knows how to get something done. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! Aesop.

Is Your Online Brand Different than Your In-Person Brand?

No More Cold Calling

billion) have active Facebook accounts; Twitter runs at around 305 million penetration; and LinkedIn has 414 million users, with Instagram just behind at 400 million. In B2B sales, it’s important to make a good first impression. You are your brand. Your company has a brand, but people buy from you, not your company. If you’re a jerk, it doesn’t matter how great the business is.

Removing Risk from Your Next Sales Manager Promotion

Sales Benchmark Index

For example: Sales Enablement - Reviewing the results of the New Product Launch and devising a plan to help reps struggling to penetrate accounts. They should be in the top quartile on sales process execution, new product penetration and executing thier cross functional tasks. "I had no idea Dave was going to struggle so much as a Sales Manager. If only I would have known." Sound familiar? This post is written for the VP of Sales who wants to eliminate promoting the wrong rep to sales manager. You don’t have to endure a year of pain to come to this realization. What is an SLC?

Sales Leadership: 5 Steps to Exceed 2015 Quota

Your Sales Management Guru

Account Plans should at a minimum include a “strategy” and 5 tactical steps to either open or penetrate the accounts more effectively. Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year.

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Top 10 Best Practices from a Fortune 500 CMO

Sales Benchmark Index

Understand the differences between cultures, languages, economic dynamics, technologies penetration and religion. 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. Making the Number in 2014 starts now. How are you supporting the new “A” players in sales? Background.

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Qvidian let’s you bettercommunicate value, accelerate sales cycles and increase market penetration. That’s me with Sassy. What do Hillary Clinton, Bruno Mars, Arianna Huffington, and Eckhart Tolle, have in common? They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. Act-On Software. ActonSoftware. Video. Avention.

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How Top Sales Reps Interview the Interviewer

Sales Benchmark Index

The company could not penetrate an already competitive market. The next time you interview for a sales job, ask yourself a few questions. Is the company I’m interviewing for worth my time? Is the hiring manager keeping pace with my personal evolution? Does my potential peer group understand the modern buyer and how to reach them? You need to interview the interviewer. The funnel dried up.

Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

Over time, and if left unattended, the inevitable accumulation of ‘stuff’, the clutter that permeates, penetrates and defines your motivation and attitude, will distract you from your objectives, will keep you from focusing on the right activities, and will undermine the vital integrity you have so carefully nurtured with your customers. Tweet Spring cleaning to rejuvenate sales. Spring is here. As the weather heats up, I feel a jolt of energized motivation. I’m re-thinking those projects for which I’ve hit the snooze button – repeatedly. Plan2Win. Gorilla Expense. Bloomfire.

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How CEOs Can Teach the Board to Evaluate Sales Performance

Sales Benchmark Index

The goal is to determine things like: Account penetration opportunities. Account Penetration – Product vs. Customer Growth. This post is written for CEOs who want to teach the board how to properly evaluate sales performance. According to Spencer Stuart , the average age of a board member in corporate America is 62.4. Many of these individuals made their fortunes in their 40s. When they were running businesses, life was vastly different. They used the information available to them to make decisions about the future of the business. Today, some of those metrics can be deceiving.

Message to Management: Make Referrals Your Priority

No More Cold Calling

Penetrate prime accounts with personal introductions to exactly the decision-makers your sales reps want to meet. It’s up to you to lead the referral-selling charge. Referral Selling is a Complete Shift. Referral selling is not just one more initiative to introduce to your organization. It means integrating referral selling into your sales process and making it your No. 1 priority.

How Not to Sell Your Drill

The Sales Blog

And maybe the drill you sell can punch holes through substances that other drill just can’t penetrate. How Not to Sell Your Drill is a post from: The Sales Blog | S. Anthony Iannarino. Your pitch might explain how your drill is different, the different results it produces and why you chose to design your drill the way you did. But it won’t be enough to sell your drill.

The Comfort and Safety of “Me Only Territory”

Jonathan Farrington

Their dealings are exclusively with key decision makers, and they penetrate formal DMU’s as easily as a knife slicing through butter. The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment. For the sake of this exercise, let’s use a baseball park (not that I know too much about baseball) So traditional salesmen and women are operating left field; they are usually totally focused on a single sales event, and they sell products. General

Selling on Top of the World

Jonathan Farrington

Not only get the order but a satisfied customer, repeat sales, enthusiastic reference sites and constantly increase sales penetration within their accounts. As you can imagine, I am often asked by sales leaders anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer; what are their characteristics, where are their strengths, and what differentiates them? So What Is It That Top 5% Players Do? They: Position themselves with the real decision-makers and avoid those without ‘approval power’. The good news for them – and you?

Hunters In Major Accounts?

Partners in Excellence

Our goal in every territory is to maximize our penetration of the territory. Are you assigning hunters to all of your territories, are they maximizing your growth and penetration in those territories? Recently, I’ve been having a number of discussions on account based strategies, major/global account coverage. Most of the thinking is dominated by retention strategies.

How to Compensate the Overlay Sales Specialist

Sales Benchmark Index

Market Specialist – penetrates new or divergent vertical markets. Ideally, the overlay specialist should eliminate their own role by training their sales people how to sell the new product or penetrate the new market without assistance. HR and Sales leaders face the challenge of maximizing the investment in sales compensation. Motivating the sales force requires careful adjustment of payout formulas, rates, accelerators, product eligibility tables and more. Today’s post will expose a dimension that is often overlooked – overlay selling roles. The Overlay Strategy Payoff.

Black Friday Meets Facebook - Think customers: The 1to1 Blog

The 1to1 Media Blog

Black Friday has moved beyond its brick-and-mortar beginnings to penetrate anywhere potential customers are. Black Friday has moved beyond its brick-and-mortar beginnings to penetrate anywhere potential customers are. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. Customer Loyalty. Customer Service. Customer Strategy. Data Analytics. Emerging Trends. Employee Engagement. Executive Profiles. Marketing. Mobile Marketing. Sales Effectiveness. Social Media. Voice Of The Customer. The 1to1 Blog.

Leveraging LinkedIn Connections

Jill Konrath's Fresh Sales Strategies Blog

There was an organization that I was trying to penetrate. Connections matter. Big time. Recent research from Reachable.com shows just how much it impacts you''re ability to get a callback from a "stranger." In fact, you''re: 3x more likely if you contact a mutual acquaintance. 4x more likely if the connection calls to make an introduction. 11x more likely if they have an actual connection.

Why You Should Value Prospects Loyal to Your Competitors

The Sales Blog

As much as you may not like it, these difficult to penetrate prospects should be the focus of your nurturing efforts, even though it may take you a long time to win them. You know how you are struggling to create an opportunity with this difficult to penetrate dream client? There are some prospective customers that are incredibly difficult to obtain. No matter what you try, they refuse to meet with you. They aren’t interested in hearing about your offering, even though you have done everything to convince them that you can create more value. They are loyal to your competitor.

Growing Revenue: A 3 Step Framework for Acquiring New Business

Smart Selling Tools

Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization. Growing Revenue: A 3 Step Framework for Acquiring New Business. Do you want to grow revenue? Then you’ll need to close new business. Up-selling or cross-selling, i.e. selling more to your current clients. In his hot-off-the press book , “New Sales.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

Analyze and profile the sales team and distribution channels that you need to penetrate your markets. . 11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. However, there’s one big difference. Mobilize by motivating. .

What’s it Like in “Me Only Territory?”?

Jonathan Farrington

Their dealings are exclusively with key decision makers, and they penetrate formal the DMU as easily as a knife slicing through butter. The very best consultative sales professionals operate exclusively in “me only territory”and that demands an explanation, so let’s begin by examining the traditional sales environment. For the sake of this explanation, let’s use a baseball park (not that I know too much about baseball): So traditional salesmen and women are operating left field, they are usually totally focused on a single sales event, and they sell products. General

Hiring Sales Talent: A Tool to Help CEOs Get It Right the First Time

Sales Benchmark Index

Penetrating new markets. Effective growth CEOs can balance working on short-term sales tactics and long-term business strategies. Growing the company means having time to focus on strategic business objectives like: Acquiring new companies. Developing new products. Raising additional capital. We recently interviewed a number of CEOs. Why is this? A fear the team isn't good enough.

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1 in 3 of the Opportunities Within Your Current Pipeline Will Never Close – Fact!

Jonathan Farrington

You haven’t penetrated the “formal decision making unit” and you are only dealing at “recommender” level – or worse, “user” level. The reality of competition – Often to increase market share, you must do so at the direct expense of the competition. The competitive intensity of the sales environment is escalating with the globalisation of the economy.

Taking ATS to New Levels: A Bullhorn & DiscoverOrg Partnership

DiscoverOrg Sales

Advanced search and filters can only do so much in penetrating the sheer number of records any ATS can house. For staffing companies, the Applicant Tracking System (ATS) is one of those tools with which salespeople and recruiters have a love-hate relationship. Yes, it makes things considerably more efficient and quite a bit more streamlined than mountains of paperwork and file folders.

The Sales Coach - Lessons from Lincoln (Part I)

Anthony Cole Training

A sanctimonious reformer could no more pierce the heart of a drinker or the slaveowner than penetrate the hard shell of a tortoise with a rye straw." Even though I recognize there is a lot of excitment over everything Lincoln as of late, I am not tying Lincoln to sales coaching as part of a marketing or search ploy. Mathew Brady (first Lincoln Photograph). Last one - (at least for now.

Salesperson As Entrepreneur

Partners in Excellence

Yes, our companies give us quotas and goals, but like great entrepreneurs, we really want to maximize our penetration, share, growth in the territory. When you think about it, sales people have an awesome amount of freedom–but also a huge amount of personal responsibility. In many senses, we really are entrepreneurs. Entrepreneurs run their own businesses. to execute the plans.

Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

Inability to Penetrate New Accounts. One of the most difficult tasks in all of sales is to penetrate new accounts. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. Here’s one of my recent Harvard Business Review articles titled “Ten Reasons Salespeople Lose Deals.”. No Decision. Stalled Sales Cycles. Price versus Value.

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