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

What will this opportunity bring me in terms of results (revenues, exposure, market penetration, etc.)? What potential deals could result from building this relationship? What’s their business value? What strategic goals can it help me achieve? What’s the effort needed to pursue this opportunity? What ROI could we expect from this?

Opportunity 52

Opportunity Sales Qualified Lead How To Proposal 52

Partners in Excellence

AUGUST 3, 2020

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. Whether it’s revenue, pipeline health, prospecting meetings. We get activity metrics wrong in several senses.

Compensation 147

Compensation Pipeline Penetration Quota 147

Highspot

JANUARY 22, 2024

It encompasses a set of strategic actions designed to position the offering in a way that resonates with the potential customers, creates differentiation, and ultimately drives successful market penetration. Maximized Market Penetration Facilitates a systematic approach to reaching and capturing a larger share of the target market.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Highspot

JANUARY 22, 2024

It encompasses a set of strategic actions designed to position the offering in a way that resonates with the potential customers, creates differentiation, and ultimately drives successful market penetration. Maximized Market Penetration Facilitates a systematic approach to reaching and capturing a larger share of the target market.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

The Pipeline

APRIL 16, 2012

At the same time, because you are getting to the root cause for the needs that are driving the buyer, leading to a much bigger, deeper, and better picture of how you can help the buyer, now and moving forward, it will allow you to close bigger, improve penetration and retention.

Penetration 279

Penetration Lead Rank Buyer Retention 279

Chorus.ai

SEPTEMBER 29, 2020

That’s why you should tailor your sales process to emphasize customer retention and expansion revenue. As a result, customer retention is essential for any sales department to prioritize following a budget cut. Modify your sales process for approaching new business, focusing on prospects with the highest-potential LTV.

Scale 114

Scale Top of Funnel Churn Buyer Persona 114

Zoominfo

OCTOBER 5, 2021

On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. The goal is to target the right prospects, as well as bring them along the buyer’s journey. What are their unique pain points?

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

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.

Chemicals 162

Chemicals Journal Face-to-face Penetration 162

Crunchbase

MARCH 13, 2023

For instance, it’s often easier to get meetings with prospects in the SME space, particularly startups. As your customers struggle themselves with frozen headcounts and fewer internal resources, emphasizing the cost-saving benefits of your service can mean the difference between retention and churn.

Territories 59

Territories Churn Face-to-face SME 59

Crunchbase

MAY 18, 2022

The idea is to personalize your campaigns for each pre-qualified prospect and pinpoint their unique attributes and specific needs, then use this intelligence to speak to them in an up-close and individualized way. Grow your revenue with all-in-one prospecting solutions powered by the leader in private-company data. Search less.

Account Based Marketing 72

Account Based Marketing Account Marketing Sales Qualified Lead 72

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. Increase cash flow.

Compensation 129

Compensation Hiring Salary Commission 129

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

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

Partners in Excellence

OCTOBER 27, 2014

Account Planning/Growth/Retention. I remember participating in a “Prospecting Scavenger Hunt” in 1985. We delivered most of that content in “paper form” because PC’s were just coming in, but penetration was very low. Go To Customer/Sales Deployment Models/Inside/Outside/Channel/Web/Hybrid.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

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. Have you ever spent hours prepping for a call only to have the prospect not show? A great way to drive revenue growth is by penetrating specific verticals one at a time. Domain Expertise.

Revenue 96

Revenue Referrals Lead Rank Call-back 96

A Sales Guy

SEPTEMBER 15, 2016

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. Prospecting is where everything happens. If your prospecting is suspect, nothing can save you.

Account Based Marketing 83

Account Based Marketing Social Selling Hiring Decision Maker 83

Partners in Excellence

APRIL 25, 2017

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. How do our people prospect most effectively? How do we create value and differentiate ourselves to the customers?

Compensation 52

Compensation Lead Rank System Commission 52

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 92

Quota Trends Churn Maximizer 92

A Sales Guy

SEPTEMBER 15, 2016

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. Prospecting is where everything happens. If your prospecting is suspect, nothing can save you.

Account Based Marketing 60

Account Based Marketing Social Selling Hiring Decision Maker 60

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. Your value proposition should tell customers and prospects why they should consider doing business with you rather than your competitors.

Ideal Customer Profile 51

Ideal Customer Profile Strategy Lead Rank Buyer Persona 51

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. Their job is to penetrate, as effectively as possible, the accounts that are under their domain.

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

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.

Lead Rank 45

Lead Rank Referrals Face-to-face Competition 45

Jonathan Farrington

OCTOBER 19, 2011

. • Not only get the order, but a satisfied customer, repeat sales, enthusiastic reference sites and constantly increase sales penetration within their accounts. Recognize when to treat an old account as a new prospect and keep the relationship fresh, alive and maintain profitability. Communication. Presentation skills. Resilience.

Penetration 34

Penetration Decision Maker Cold Calling Top of Funnel 34

Highspot

JUNE 26, 2023

Content Effectiveness = (Number of closed deals influenced by content / Total number of deals) x 100 Sales Cycle Length Sales cycle length is the average time for sales reps to move a prospect from initial contact to a closed deal. A well-managed pre-boarding process can reduce early attrition and increase employee retention.

Sales Enablement 52

Sales Enablement Top of Funnel Hiring Lead Rank 52

SBI Growth

NOVEMBER 21, 2012

An SLC allows prospective future managers to “try before they buy”. If your sales force is serious about retention and development, the symbolism is powerful. #2 This has an immediate impact on retention via targeted ‘A’ player development. #3 You are a blocker. Benefits of a Sales Leadership Council. 2 - Selection.

Promotion 257

Promotion Sales Management Penetration Face-to-face 257

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. serviced offices. Comments RSS.

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. Better yet, it provides a true snapshot of the competition’s strengths and weaknesses according to the person who matters most—the prospective customer. 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. The more you know about your prospects and leads, the more likely you will be able to close them. A feature such as a TAM calculator can help you gauge your level of market penetration.

Software 92

Software Software Top of Funnel Lead Rank 92

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. How well are your salespeople prospecting? It comes back to your individual sales process, methodology, and strategy: If your reps exclusively target prospects they’ve met at trade shows, the average initial-contact-to-meeting rate would be a better reflection of their performance than average email open rate.

Cost per Acquisition 135

Cost per Acquisition Lead Rank Churn Webinar Metrics 135

SBI

JULY 12, 2018

Account retention and growth – It’s more than just building a relationship with customers. Joe: InsideView improves sales efficiency in a number of ways: Connect with the right prospects – Our solution helps salespeople connect with tens of millions of companies and decision-makers globally.

InsideView 104

InsideView Ideal Customer Profile Lead Rank Marketing Qualified Lead 104

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

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. Sales managers primarily take ownership of their company’s revenue goals.

Sales Management 79

Sales Management Revenue Incentives Incentive 79

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. Sales managers primarily take ownership of their company’s revenue goals.

Sales Management 62

Sales Management Revenue Incentives Incentive 62

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. Your sales process and making it easy for prospects to buy makes a huge difference and can beat out a “better” product on paper.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130