Product Management University

FEBRUARY 2, 2023

Execute the demand generation plans that open doors for salespeople at the decision-maker level where the value messaging will resonate best and engage those decision makers in meaningful conversations at the start of the sales process. Remember, customers don’t buy because they understand you.

Revenue 52

Revenue Ideal Customer Profile Marketing Segment 52

Customer Centric Selling

NOVEMBER 18, 2013

Register for a sales training workshop to get a jump start on making your new number in the new year. Do you have to increase your demand generation efforts to get new leads? Actions that generate revenue. Make sure their schedules include: Daily demand generation activities. Weekly deal strategy reviews.

Quota 53

Quota Training Hiring Demand Generation 53

The Pipeline

MARCH 18, 2011

There are a dozen sales tasks we put off because they are scary – calling back decision-makers or prospecting for the right point-of-contact at our optimal contact. Now how but sharing a strategy for overcoming the fear of cold calling, prospecting, etc.? Demand Generation. Prospecting. Book Notice.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Sales Hacker

MARCH 2, 2020

Sales Development and Prospecting. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. Prospects never control anyone who has mastered David Sandler’s 7-step program for top sales. Setting up meetings with corporate decision makers has never been harder.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Product Management University

FEBRUARY 25, 2020

Customers and prospects love you even more when your product goals mirror their business goals! What salespeople need more than anything is a simple way to facilitate prospect/customer business conversations and recognize situations where your solutions have value so they can position and discuss them at a business level.

Lead Rank 52

Lead Rank Marketing Segment Face-to-face 52

Hubspot Sales

JULY 1, 2019

Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company. The ICP defines your most valuable customers and prospects who are also most likely to buy. Marketers have insight into prospects’ pain points. Prospecting.

Ideal Customer Profile 83

Ideal Customer Profile Account Demand Generation Targets Top of Funnel 83