Zoominfo

MAY 31, 2022

When you offer highly targeted content to an account, customers and prospects feel understood and catered to, which expedites the sales process and increases the likelihood of contract renewal. Ensure optimal coverage Account coverage refers to your ability to penetrate a large number of key accounts.

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Account Marketing 130

Hubspot Sales

JANUARY 9, 2018

Deadlines and DRIs (Directly Responsible Individuals). Factor in your product’s price, total addressable market (TAM), market penetration, and resources (including your sales headcount and Marketing support). Identify 100 potential prospects and assign tiger team to each. What is a sales plan template? Revenue targets.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Jonathan Farrington

APRIL 26, 2013

Emerging tools that require little or no IT resources to implement and run, enable sales management to examine, assess and adapt their tactics in direct response to what they see going on in the field. Being Agile Drives Better Execution of the Sales Plan, and Deeper Market Penetration.

Field Sales 43

Field Sales Wireless Sales Qualified Lead Scale 43

Tony Hughes

FEBRUARY 22, 2018

Dave Brock says it the best ever: Prospecting is the New Prospecting ! You need to pinpoint the mobilizers, your advocates and build consensus amongst champions inside the prospect's ecosystem. In selling, powerful prospects are trying to outwit you on a three dimensional chess board with a backgammon board underneath.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

SBI

NOVEMBER 12, 2019

In a smaller company, the top marketer has to take direct responsibility for significant “demand gen.” On the account side, as we address penetration issues, we study behavior at multiple levels. We look at the trajectory of a market and our prospect companies’ options in that context.

Revenue 93

Revenue Top of Funnel Demand Generation Agencies Demand Generation 93

InsideSales.com

APRIL 4, 2020

Prospecting. Deadlines and Directly Responsible Individuals (DRIs). Perhaps the most important role of a sales plan is to act as your compass in terms of meeting your prospect and customers’ needs. Market penetration. If applicable, identify who the directly responsible individuals (DRIs) are. Prospecting.

Buyer Persona 52

Buyer Persona How To Promotion Comparison 52

HeavyHitter Sales

NOVEMBER 24, 2013

They have been primarily based on outside field salespeople who make face-to-face sales calls with prospective customers and current clients. Seventy-six percent acknowledge that inside sales provides a better strategy to penetrate small businesses and mid-markets.

Trends 124

Trends Lead Rank Scale Inside Sales 124