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

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. Use the right tools and technologies. The rest of their time is spent on a myriad of administrative tasks like prospect research, setting appointments, and entering data. Market penetration.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Zoominfo

MARCH 27, 2019

The term technographic data, or technographics , refers to the essential technologies and tools a business uses to function. But, we’ve struggled to find any outside research regarding the use of technographics by B2B sales professionals. For those who aren’t familiar with the concept of technographics, allow us to explain.

Report 222

Report Data B2B Survey 222

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. Smart Selling Tools recently hosted a webinar with our customer, Genesys.

Lead Rank 177

Lead Rank Lead Scoring Account Penetration 177

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. But you need the right tools to support these processes. They can also identify new contacts at customer accounts for better account penetration.

SalesForce 173

SalesForce Meeting Marketing Lead Rank 173

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. Take the 2020 Sales Performance Survey.

Study 88

Study Penetration Survey Face-to-face 88

Zoominfo

FEBRUARY 26, 2021

Sales automation tools streamline repetitive tasks so you can focus on selling. We’ll keep it simple, Sales Automation in the process of leveraging software and artificial intelligence (AI) along with other digital tools to automate time-consuming sales tasks that normally take significant time away from selling activities.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

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

Zoominfo

FEBRUARY 5, 2020

It’s tough to name a marketing tool more powerful than the mobile phone. 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 ). 57% of traffic in the U.S. There are 3.5

B2B 100

B2B Marketing Social Media Penetration 100

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. We provided them with the tools, training and support required to be effective.”. 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. Moreover, within those marketing tools, HubSpot provides limited access to specific features.

Strategy 138

Strategy Penetration Hubspot Buyer Persona 138

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. Review your collateral and ensure you are arming the sales team with the right tools. Are your marketing campaigns generating the desired return on marketing spend?

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

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. But you need the right tools to support these processes. They can also identify new contacts at customer accounts for better account penetration.

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. Take the 2020 Sales Performance Survey.

Study 65

Study Penetration Survey Face-to-face 65

SBI Growth

SEPTEMBER 23, 2012

SBI’s research has uncovered some essential Rep behaviors. Receive a package of tools including this Top Ten Sales Rep Competencies list. This also includes any required deal tracking and maintenance in your Sales Force Automation/Customer Relationship Management tools. Social Selling: “I don't need that newfangled web stuff.”.

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. Below is a list of some specific advantages that using a VPN tool brings to a digital marketer. Using social media channels effectively in combination with SEO. Using applicable link-building strategies. Social Media Marketing.

Paid Content 96

Paid Content Benefit Marketing Social Media 96

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. Use the right tools and technologies. 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 24, 2012

You are confident in your research and analysis; however, are you confident that you will be able to: Communicate your recommendation effectively? Google’s Motion Chart Gadget is a data presentation tool. Demonstrate changing territory penetration rates. Use this tool as a guide and recreate your visuals. What is it?

Strategy 257

Strategy Google Analytics ROI Penetration 257

DiscoverOrg Sales

JUNE 8, 2016

For staffing companies, the Applicant Tracking System (ATS) is one of those tools with which salespeople and recruiters have a love-hate relationship. Advanced search and filters can only do so much in penetrating the sheer number of records any ATS can house. Our expanded sales intelligence data gives you the insight you need.

Penetration 120

Penetration Gatekeeper Data Face-to-face 120

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? Above all, make sure you have the right tools to set yourself up for success. Generate pipeline?

Advertising 130

Advertising Advertising Lead Rank Marketing Qualified Lead 130

Crunchbase

FEBRUARY 22, 2021

Account penetration + identify the ideal customer profile. Penetrating accounts is a strategic science. Crunchbase is another great sales tool that can help you find company-specific information and fill in the 22 data points described above. 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

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

Partners in Excellence

JUNE 30, 2022

If we have a PLG strategy, we may have a few users/seats, but we want to maximize the penetration of our products across the potential population of users within the account. Within my own small company, we have a split opinion of a few different tools we use. For example, we all use mind-mapping tools extensively.

Account 68

Account Face-to-face Vendor Retention 68

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

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. In fact, “20% to 30% of Enterprise Resource Planning projects fail, and 50% to 60% are considered compromised,” according to Gartner research. Technology alone is not the solution.

Territories 306

Territories Top of Funnel Penetration Analysis 306

Pipeliner

DECEMBER 10, 2019

Chatbots are excellent tools for greeting your customers when they visit the company’s website. Bots Can Be Used to Do Research. Research is an important aspect of any business. Chatbots are also useful as research tools. All that said, chatbots have penetrated almost every aspect of businesses. Final Words.

Real Estate 84

Real Estate Top of Funnel Marketing Hiring 84

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. Get a copy of the Own Your Sales Comp Tool here. Here is where the insights reside. Of course not.

Compensation 257

Compensation Penetration ROI Distribution 257

Increase Sales

MARCH 24, 2014

Small Business Coaching Tip: Alexa.com is a great trending tool to measure Internet traffic over time and overall Internet marketing penetration. Key research and analysis have already been undertaken including: Market (current). These SMB are still under the impression build the website and they (sales leads) will come.

Ideal Customer Profile 114

Ideal Customer Profile Skype Marketing Small Business 114

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. In fact, “20% to 30% of Enterprise Resource Planning projects fail, and 50% to 60% are considered compromised,” according to Gartner research. Technology alone is not the solution.

Territories 264

Territories Top of Funnel Penetration Analysis 264

Highspot

AUGUST 31, 2021

For instance, if your buyers tend to be mid-level employees who prefer to do their own research, a self-service model may allow you to quickly and efficiently generate new business. Consider both current tools and future investments you will need to support your buyer’s journey.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

Crunchbase

MAY 18, 2022

ABM marketing is the antithesis of a generalized inbound marketing approach where the goal is to leverage content marketing, SEO strategies, social media tools and branding to attract as many prospects as possible in hopes that their journey through your sales funnel will result in a purchase. Increased customer engagement. Search less.

Account Based Marketing 72

Account Based Marketing Account Marketing Sales Qualified Lead 72

Zoominfo

MARCH 9, 2021

After establishing initial alignment within internal teams and doing the necessary research, businesses can begin the process of generating demand in a planned and data-driven way. This strategy is somewhat the opposite of broad-reach marketing in that it aligns marketing and sales efforts to penetrate a specific list of accounts.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

SBI

OCTOBER 1, 2014

Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. DiscoverOrg’s in-house research team of 85+ people, start building the organizational chart from top to bottom. Act-On Software. ActonSoftware. DiscoverOrg ToolSkool. Qvidian ToolSkool. SAVO Group.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Hubspot Sales

NOVEMBER 6, 2019

To reach an accurate price point for acquiring new customers, conduct market research in your total addressable market to understand how everyone you’re attempting to sell to values your product, and what they would be willing to pay for it. Featured Resource: Market Research Kit and Templates. It could be easy to penetrate the market.

Analysis 82

Analysis Competition Scale Sales Forecasts 82

Xactly

OCTOBER 18, 2018

Several MIT researchers in Selling Power Magazine reveal why there are plans that work in some settings but don’t in others: Strong vs. weak incentives: Weak incentives provide small rewards as a portion of potential earnings and can discourage high performance and drive stars to competitors. Structure Design Choices for Your Team.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

Miller Heiman Group

APRIL 2, 2020

In our “ Customer Experience Best Practices Study ,” researchers from Miller Heiman Group explore the business case for investing in a customer experience strategy to drive revenue performance. The poor penetration of this practice indicates that organizations aren’t capturing the right data yet: they’re “data rich” but “insight poor.”.

Study 67

Study Customer Hiring Loyalty 67