The Pipeline

JUNE 15, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008. November 2008. October 2008. September 2008. August 2008.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

FEBRUARY 3, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Analyse and segment targets, then overlay them on a map to see where the opportunities are, not state lines. August 2010. April 2010. March 2010.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

The Sales Hunter

DECEMBER 19, 2011

Focus on the highest potential market segments, and develop segment-specific processes and tools to help you reach the market in the most cost-effective way. December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. April 2010.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Sales Hunter

NOVEMBER 15, 2011

By breaking it down by key segment you’ll increase your odds of actually making a difference. December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Listening / Questions. Prospecting. August 2010.

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

The Pipeline

JUNE 3, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Pipeline

SEPTEMBER 19, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Many do a great job segmenting their teams into A, B, and C players. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008.

ROI 243

ROI Pipeline Training Twitter 243

Pointclear

JULY 10, 2012

Overall lead rates trended down in 2002 and from 2008 – Q3 2009—yep, just as the economy did. So, companies can use GDP to anticipate changes in lead rates which could affect quotas and revenue projections. Lead rates never dropped to zero. There are always companies outperforming the overall economy.

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150

Pointclear

SEPTEMBER 29, 2015

Even in companies with a TAM in the many thousands, there are key accounts and current customers that can be segmented for ABM applications while leaving the remainder of the marketplace to the normal marketing automation applications. As technology continues to be simplified and automated, 1-1 selling through ABM will become commonplace.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Pointclear

JANUARY 15, 2013

Large call center and security software company—since 2009. Not Responsive (to be re-segmented and touched on a later cycle—AN IMPORTANT AND VALUABLE GROUP—balance). D&B —since 2003. Large medical device manufacturer—since 2005. Global healthcare software and services company—since 2007. Disqualified (21%).

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Customer Centric Selling

SEPTEMBER 9, 2016

A while ago, CBS 60 Minutes did a segment on Alabama football coach Nick Saban. He's one of the best coaches in college football, having now won four BCS championships with Alabama in 2009, 2011, 2012 and 2015, and another with LSU in 2003. I included a link to the segment. There are so many lessons in this brief segment.

Segment 40

Segment Coaching Sales Process Channels 40

Customer Centric Selling

DECEMBER 1, 2014

A few months ago, CBS 60 Minutes did a segment on Alabama football coach Nick Saban. He''s one of the best coaches in college football, having won three BCS championships with Alabama in 2009, 2011 and 2012, and another with LSU in 2003. Image credit to David Broberg from BizJournals.com.

Commission 79

Commission Lead Rank Lead Scoring Guarantee 79

Costello

OCTOBER 30, 2018

Like many college grads in 2009, Julian Lumpkin started in an entry-level role in B2B sales and quickly realized that sales was the right place for his talents. At SuccessKit, we enable sales reps to sell more effectively and more authentically by helping to generate and segment content. Julian Lumpkin, Founder & CEO, SuccessKit.

Case Study 49

Case Study Study Sales Process Conversion 49

SalesLoft

SEPTEMBER 17, 2019

Why is quota attainment lower now that it was in 2009 at the bottom of the recession? Similarly, today, you’ve got a generation of CFOs and CEOs that led companies through the 2009 recession, who are reporting results to Wall Street. Let’s segment the market. Why do engineers make good salespeople?

Hiring 40

Hiring Scale Quota Call-back 40

Velocify

JANUARY 29, 2013

According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. One popular solution category, marketing automation, has been growing rapidly during the past few years and continues to be a very hot segment.

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

OpenSymmetry

JANUARY 27, 2016

If you apply your account/customer segmentation rules assiduously, a realignment will be required. Companies in this position with a clear, coordinated approach to the challenge, start with the customer – clear segmentation, account planning, a contact schedule, and mapping roles accordingly. About the Author.

Territories 40

Territories SalesForce Incentives Incentive 40

Hubspot Sales

MARCH 4, 2019

Even though I didn't act or sound like the typical HubSpot salesperson in 2009, the management team thought I was smart, coachable, and could add value. Then, we provide an additional two to four weeks of sales-specific sessions depending on role and segment. Most importantly, they knew I was committed to learning.

Hiring 98

Hiring Training Hubspot How To 98

Jonathan Farrington

JANUARY 5, 2013

One example of a “little data” approach you can take is the power of list segmentation covered in this article: “How Relational Segmentation Techniques Help Achieve Higher Sales at Lower Cost” This article provides a simple framework for segmenting your prospect lists in order to achieve 140% of your current results – without additional cost.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

HeavyHitter Sales

FEBRUARY 7, 2009

How to Tell Your Kids About the Recession » February 07, 2009. One way to help remember all of the in-between information is to mentally break the sales call into smaller segments (or chunks) either by time, presenter, or topic of discussion. Posted by: Adam | February 13, 2009 at 12:04 PM. » September 2011.

Penetration 60

Penetration Face-to-face Motivation Sales 60

Anthony Cole Training

JULY 30, 2010

Read Tonys Featured Segment in SalesForceXP Magazine! Date: October 16, 2009. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. 3 Lessons for Effective Communication in Selling. Listen to Tonys Live Interview with Business Expert Radio! To: My Loving Wife.

Hiring 141

Hiring Ideal Customer Profile Hotels Sales Qualified Lead 141

The ROI Guy

NOVEMBER 4, 2010

In this session we discussed some important value selling and content marketing research for technology marketers, much of which extends to other B2B segments, with trends and advice you need to excel in 2011. Declining from 2009 is budget allocations and spending for search ads and search engine optimization, as well as display ads.

ROI 45

ROI Buyer Buying Cycle Social Media 45

The ROI Guy

OCTOBER 11, 2010

This represents substantial growth when compared to 2009 cut-backs; however, even with the 2010/2011 snap-back in spending, most marketing budgets will remain below pre-recession levels. Marketing strategy determines the choice of target market segments, positioning, marketing mix, and allocation of resources.

Marketing 40

Marketing Lead Rank Lead Scoring Advertising 40

PandaDoc

MAY 4, 2022

Launched in 2009, Wave has created “ waves ” in the e-invoicing industry. It works best for businesses that are in the retail segment and need help with inventory management. Cons: Here’s a hidden cost that the software has: if you accept electronic payments, you’ve agreed to pay an extra charge. 10 from TrustPilot.

Software 52

Software Software Sage Ideal Customer Profile 52

OnePageCRM

MARCH 8, 2017

One solution is to segment your customers with different price points tailored to each of their needs. Used tiered pricing to serve the different market segments. Then on 1st September, 2009, they added a free tier to their offerings: 500 subscribers (now 2000) for free, and within 1 year, they grew to 450,000 users.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Hubspot Sales

SEPTEMBER 15, 2023

Family-owned since 2009, Less Annoying CRM designs its simple pricing and interface for small businesses and solopreneurs. Marketing automation tools help small businesses manage their entire customer journey like a large business with segmentation, email marketing, text, and workflow templates. P rice : Free 2.

Small Business 97

Small Business Small Business Software Software 97

SalesLoft

JUNE 25, 2019

There’s definitely a segment here where the local farm thing is the key, right? They worry that GDPR means you can’t do what you described that you were doing back in the 2009-2010 timeframe, where you get a list of phone numbers to call, addresses to email. It’s local, it’s organic. Was that the pitch?

Cold Calling 40

Cold Calling Face-to-face Hiring Call-back 40

Pointclear

JUNE 27, 2011

In 2010, Karen was one of CRN’s "Power 100: The Most Powerful Women of the Channel," and CenterBeam was recognized in 2009 as one of five finalists for the Marketing Department of the Year award by the American Business Awards.

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

LeadFuze

AUGUST 5, 2021

Most recently, InsideView named her to their list of the 25 Influential Leaders in Sales for the third consecutive year in 2013, and she was named to the Sales Lead Management Association’s lists of the 50 Most Influential People in Sales Lead Management in 2009, 2010, 2011 and 2012. The Sales Blog-Anthony Iannarino. The Gist: .

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

Cience

MAY 7, 2019

Segmentation. What if we never segmented our contact lists? jobs on average during 2009-2014. Needless to say that it addresses the issue only to a certain extent — if you have poor customer service and experience, no sales technique can help fix that. Remember the mega-list we mentioned above?

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

OnePageCRM

MARCH 8, 2017

One solution is to segment your customers with different price points tailored to each of their needs. Used tiered pricing to serve the different market segments. Then on 1st September, 2009, they added a free tier to their offerings: 500 subscribers (now 2000) for free, and within 1 year, they grew to 450,000 users.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

The ROI Guy

OCTOBER 7, 2010

To no surprise, a substantial decline occurred following the bursting of the technology bubble and recession in 2001, with a second more severe decline into the Great Recession in 2009. The good news is that most analysts are predicting 4-5% growth for 2011.

Competition 40

Competition Software Software Networking 40

InsightSquared

MAY 22, 2019

I have assumed that your product is enterprise-ready and that you have determined relevance in this new segment. In 2009, I promoted the top mid-market rep in my region to the enterprise team, making the common mistake that traits of success in mid-market equal success in the enterprise. Having the Right People in Place.

Enterprise 94

Enterprise Enterprise Engineering Hiring 94

Cience

MAY 7, 2019

Segmentation. What if we never segmented our contact lists? jobs on average during 2009-2014. Needless to say that it addresses the issue only to a certain extent — if you have poor customer service and experience, no sales technique can help fix that. Remember the mega-list we mentioned above?

Ideal Customer Profile 40

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 40

The ROI Guy

DECEMBER 14, 2005

Projects in this category include acquisitions, direct marketing to capture competitors customers, win-back programs, new channel programs, new products in new market segment capture programs, new geography go-to-market programs, new demographics capture programs or new e-commerce sites.

ROI 40

ROI Outsourcing Services Lead Rank Social Media 40

Sales Hacker

APRIL 22, 2019

From 2000 to 2009, the company grew 40% to 60% year over year. The second question is, is that the existing TAM, or are you also including the next product development cycle where you’re going after this next market segment that you haven’t yet approached? We hired a group of people who went out and evangelized this market.

Company 54

Company Hiring Scale How To 54

Hubspot Sales

OCTOBER 17, 2018

Since its 2009 founding, one thing has been certain about Uber: It's experienced unequivocal brand growth. Take inventory of that footage, and find the short segments that are most informative, even when they stand alone. He views growth from the perspective of both the entrepreneur and the investor. Andrew Chen ( AndrewChen.co ).

Resources 138

Resources Lead Rank Lead Scoring Hubspot 138

Green Lead's B2B

OCTOBER 5, 2009

Another of the speakers at MarketingSherpa's 6th Annual B2B Marketing Summit 2009 is Aaron Dun, Senior Vice President of Marketing at Ness Technologies , a global IT services provider. We were targeting senior marketing folks and their segmentation capability is pretty amazing. I wrote about this issue a bit on my blog.

Webinar Metrics 20

Webinar Metrics Marketing Campaigns Social Media 20

Sales Hacker

OCTOBER 7, 2021

She was the first sales hire at Mixpanel and ran their downmarket segment. Jordan started her career in technology as an SDR and has grown rapidly to the Enterprise segment serving some of the most prestigious companies in the world. Sarah is the CEO of multi award winning agency VerriBerri, which was founded in 2009.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130