Partners in Excellence

OCTOBER 27, 2014

While there’s some variance, I tend to see the following: Sales Training. 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.

Fashion 90

Fashion Face-to-face Analytics Social Media 90

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

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

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

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

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

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 81

Outsourcing Services Lead Rank Pivotal Enterprise 81

Highspot

JUNE 26, 2023

Time to Productivity = Days to train + Days to onboard + Days of shadow experience + Days of hands-on experience Rep Engagement with Content Rep engagement with content measures how frequently sales representatives interact with the sales enablement content. Implement periodic checkpoints and evaluations to assess their progress.

Sales Enablement 52

Sales Enablement Top of Funnel Hiring Lead Rank 52

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. Professionalism.

Lead Rank 45

Lead Rank Referrals Face-to-face Competition 45

Jonathan Farrington

OCTOBER 19, 2011

Over the past twenty years, I have trained and developed thousands of sales professionals – from foundation right up to “master craftsman” level – and this has given me the opportunity to formulate an accurate profile of a ‘Top 5% Achiever’. . • Occupational health services including stress at work and employee retention advice.

Penetration 34

Penetration Decision Maker Cold Calling Top of Funnel 34

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

Over the past twenty years I have trained, developed and mentored almost one hundred thousand sales professionals - from foundation right up to “master craftsman” level -and I think this has given me a unique opportunity to formulate an accurate profile of a “Top 5% Achiever.” Then Think Very Carefully!”

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. Product Training. Books For Heavy Hitters.

Sales Meeting 60

Sales Meeting Meeting Decision Maker Analysis 60

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 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. 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. It’s like running a marathon.

Software 95

Software Software Top of Funnel Lead Rank 95

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

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

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. Whether through inspiration, coaching, training, technology, or incentives, sales managers need to enable each member of the team to deliver high performance and achieve their individual targets.

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. Whether through inspiration, coaching, training, technology, or incentives, sales managers need to enable each member of the team to deliver high performance and achieve their individual targets.

Sales Management 63

Sales Management Revenue Incentives Incentive 63

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