BuzzBoard

FEBRUARY 15, 2024

If your small business client offers unique products or services, implementing this may require more market research but could be well worth it. Lastly, penetration pricing is a strategy where initial prices are set low to attract customers, then raised after a promotional period. The flip side?

Small Business 52

Small Business Small Business Strategy Lead Rank 52

Sales and Marketing Management

JUNE 16, 2017

Airbnb penetrating Craigslist’s marketplace. To expand its market penetration, Airbnb reverse-engineered an application program interface (API) that allowed its users to post listings on Craigslist. Lesson #3 : To achieve product/market fit, revamp your approach to innovation by using your best customers as your research laboratory.

Penetration 153

Penetration Case Study Lead Rank Hotels 153

Zoominfo

MARCH 27, 2019

But, we’ve struggled to find any outside research regarding the use of technographics by B2B sales professionals. In today’s blog post we investigate the findings of our research and review three important takeaways. Most importantly, you’d have a list of highly-qualified, sales-ready prospects to reach out to.

Report 222

Report Data B2B Survey 222

HeavyHitter Sales

MAY 4, 2017

Martin Sales Research Article Originally Appeared in the Harvard Business Review.   I recently conducted a fascinating research project to determine how geographic location impacts a salesperson’s selling style. New Account Penetration.     CLICK HERE TO DOWNLOAD THE FULL RESEARCH REPORT.

Penetration 94

Penetration Study Segment Research 94

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

Mereo

MARCH 18, 2021

A natural progression companies follow is to target and win new accounts and expand certain products into new regions, where they have a smaller market penetration. This common approach has been used since 1957 to organize and define product and market growth strategies into four fundamental sectors: MARKET PENETRATION STRATEGY.

Strategy 85

Strategy Penetration Ideal Customer Profile Google 85

Zoominfo

JANUARY 5, 2021

Simplify contact research with ZoomInfo ReachOut Chrome extension. Your reps spend hours researching companies’ websites and tracking down contacts on LinkedIn. They can also identify new contacts at customer accounts for better account penetration. But they often return empty-handed.

SalesForce 173

SalesForce Meeting Marketing Lead Rank 173

Zoominfo

FEBRUARY 5, 2020

The global online penetration rate is 57%. North America and Europe have a 95% internet penetration rate ( source ). 48% of buyers begin their mobile research on a search engine like Google or Bing ( source ). 54% of consumers use social media to research products ( source ). 57% of traffic in the U.S. There are 3.5

B2B 100

B2B Marketing Social Media Penetration 100

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. What are our peers doing to improve their performance?

Study 88

Study Penetration Survey Face-to-face 88

SBI Growth

NOVEMBER 17, 2012

The goal is to determine things like: Account penetration opportunities. Account Penetration – Product vs. Customer Growth. Attend Our Q3 Research Session – Learn how your peers are using this information to make the # next year. One way to do this is to conduct an account segmentation analysis of your markets.

Top of Funnel 310

Top of Funnel Penetration Scale Funnel 310

SBI Growth

SEPTEMBER 6, 2012

Caliber’s growth depended on retaining and penetrating top clients while converting relationships with key accounts. He conducted buyer research and asked his customers what their requirements would be. He focused on three key steps to make it happen: Know What the Customer Wants. Build the Roadmap. Execute the Plan.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

Hubspot Sales

MAY 28, 2019

Penetration Pricing Strategy. Contrasted with skimming pricing, a penetration pricing strategy is when companies enter the market with an extremely low price, effectively drawing attention (and revenue) away from higher-priced competitors. Penetration Pricing: Netflix. and increasing prices over time.

Strategy 137

Strategy Penetration Hubspot Buyer Persona 137

SBI Growth

DECEMBER 29, 2013

Research has shown that asking someone to self-assess gives you unreliable information. No historical performance, account penetration, or product maturity calculated in quota. Talks about previous VP of Sales in completely negative terms. Fires the VP after a limited time horizon (1 year or under). Gives you the BS “family time” line.

Quota 310

Quota Penetration Incentives Incentive 310

SBI Growth

JULY 30, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Nothing replaces field research. Understand the differences between cultures, languages, economic dynamics, technologies penetration and religion. How are you supporting the new “A” players in sales?

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

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. The rest of their time is spent on a myriad of administrative tasks like prospect research, setting appointments, and entering data. Market penetration. Invest in ongoing coaching. Time spent selling.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Zoominfo

JANUARY 5, 2021

Simplify contact research with ZoomInfo ReachOut Chrome extension Your reps spend hours researching companies’ websites and tracking down contacts on LinkedIn. They can also identify new contacts at customer accounts for better account penetration. But they often return empty-handed.

SalesForce 130

SalesForce Meeting Marketing Lead Rank 130

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. What are our peers doing to improve their performance?

Study 65

Study Penetration Survey Face-to-face 65

Crunchbase

SEPTEMBER 21, 2020

It’s tempting to jump right in and develop a new sales strategy for penetrating the gig worker market. Looking inward and outward—that is to say, both introspection and market research—inform the best marketing strategies. That’s especially important when you’re trying to penetrate the gig worker market. See C ustomer, above.

Penetration 134

Penetration Segment Demographics Benefit 134

Pointclear

MAY 12, 2011

Surprising fact, research shows that 70% of B2B buyers find their vendors, their vendors don’t find them.). It’s logical that if only a fraction of your target market is contacted, only a fraction of the deals are going to you. The rest will likely decide on a competitive solution simply because they didn’t know about yours.

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

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. MARK: The buying experience is absolutely one of the most important parts of a salesperson’s job.

Lead Rank 177

Lead Rank Lead Scoring Account Penetration 177

Zoominfo

AUGUST 4, 2021

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. If possible, personalize your message to their stage of evaluation or the high-value page they’re on.

Top of Funnel 130

Top of Funnel B2B Sales Qualified Lead Penetration 130

The Digital Sales Institute

OCTOBER 12, 2018

These are; Market Penetration – selling more of the same things to more of the same customers. Market Penetration. Market penetration is the name given to a sales strategy where the business focuses on selling existing products into existing markets. Research & development and innovation. Secure dominance of market.

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

Hubspot Sales

JULY 1, 2020

Do your research. But if you want to be able to gauge their possible approaches based on those factors, you have to take the time to research them thoroughly. Timmy offers to sell his old one to her for $600, but before she purchases, she does some research online to see if she can get a better deal. Who are they?

Negotiation 130

Negotiation Strategy Decision Maker Scale 130

SBI Growth

SEPTEMBER 23, 2012

SBI’s research has uncovered some essential Rep behaviors. Research shows that a Sales Process aligned with the buyer’s process coupled with strong lead generation, will result in 33% more closed deals in half the time with two times the average selling price. How can HR help Sales with this?

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Pipeliner

DECEMBER 21, 2020

Digital marketing involves identifying, researching and implementing strategies for the needs of a customer. In today’s IT world, the importance of being connected, involved and having an online ‘presence’ is the bread and butter for online businesses. Using social media channels effectively in combination with SEO.

Paid Content 96

Paid Content Benefit Marketing Social Media 96

SBI Growth

SEPTEMBER 20, 2012

Obtain market penetration projections. The research they conducted will help build a compensation plan that enables a successful product launch. Amongst the research performed by strategy and marketing should be buyer-based research. The success of the product launch lies in the performance of the sales reps.

Compensation 244

Compensation Incentives Incentive Penetration 244

Janek Performance Group

JULY 6, 2022

The only way a sales rep could understand all this is through experience, dialogue research, and data. . They’ve done enough research to create a short list of potential solution providers. Think about this for a second. ’ Buyers all have blind spots around problems, inefficiencies, and challenges. Change is happening rapidly.

Sales Methodology 62

Sales Methodology Face-to-face Penetration Buyer 62

Crunchbase

FEBRUARY 22, 2021

Account penetration + identify the ideal customer profile. Penetrating accounts is a strategic science. Research by Sales Insights Lab states that 82 percent of top performers devote at least four hours every day just to prospecting. Once the research is done, it’s time to contact the prospect for the first time.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

HeavyHitter Sales

MARCH 30, 2017

  I’ve had the privilege to consult with over one hundred and seventy-five technology companies as a sales trainer, sales enablement consultant, and win-loss study researcher.  From a list of over ten thousand contacts, I randomly selected one hundred records and then personally researched each one.   About Steve W.

Study 60

Study Data Penetration Decision Maker 60

Zoominfo

JUNE 14, 2022

Employees lower on the org chart — directors, managers, even individual contributors — are typically the ones researching and advocating for your product before it reaches the executive level. Penetrate a certain market segment? Only targeting upper-level management: The C-suite is busy. Always put the goal first. Generate pipeline?

Advertising 130

Advertising Advertising Lead Rank Marketing Qualified Lead 130

DiscoverOrg Sales

JUNE 8, 2016

Advanced search and filters can only do so much in penetrating the sheer number of records any ATS can house. Of course, the market research involved in gathering that knowledge is a significant burden, requiring hours of your own time or, instead, a dedicated (and pricey) research team. Workflow Process that Makes Sense.

Penetration 120

Penetration Gatekeeper Data Face-to-face 120

SBI Growth

AUGUST 24, 2012

You are confident in your research and analysis; however, are you confident that you will be able to: Communicate your recommendation effectively? Demonstrate changing territory penetration rates. Next week you will be presenting these initial data findings and recommendations to the CSO. Prompt a “eureka moment” from the CSO?

Strategy 257

Strategy Google Analytics ROI Penetration 257

Zoominfo

APRIL 11, 2019

Unless you want to spend countless hours on prospect research, your best bet is to enlist the help of a B2B data provider. The rest of their time is spent on a myriad of administrative tasks like prospect research, setting appointments, and entering data. Invest in ongoing coaching.

Sales Qualified Lead 100

Sales Qualified Lead Penetration Face-to-face Quota 100

SBI Growth

AUGUST 29, 2012

Last year SBI conducted extensive research utilizing 9 forms of discovery, reviewing over 35,000 data points and interactions. If you’d like to get more detailed information, then participate in our Research tour – Click Here. Are you launching a new product and need to ensure a certain level of market penetration in year one?

Compensation 257

Compensation Penetration ROI Distribution 257

SBI Growth

SEPTEMBER 11, 2012

In fact, “20% to 30% of Enterprise Resource Planning projects fail, and 50% to 60% are considered compromised,” according to Gartner research. In this case, we needed to know all of the companies within a given zip code, their potential spend and account penetration. So for some, the technology in place is working against them.

Territories 306

Territories Top of Funnel Analysis Penetration 306

Zoominfo

SEPTEMBER 15, 2021

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. If possible, personalize your message to their stage of evaluation or the high-value page they’re on.

Top of Funnel 100

Top of Funnel B2B Sales Qualified Lead Penetration 100