Zoominfo

DECEMBER 21, 2020

In this scenario, a company further penetrates its customer base by marching into a new vertical market either in a region or through global expansion. Two of the companies mentioned earlier — Transcat and RealNetworks — appointed new vice presidents in 2020 whose roles are to increase market penetration.

Lead Rank 211

Lead Rank Company Apparel Lead Scoring 211

Xactly

AUGUST 30, 2018

For enterprise sales organizations, the sales team management process means higher quotas, bigger deals, and a longer sales cycle. Below are 10 of the best practices for enterprise sales team management solely geared towards sales management. Employ the Enterprise Selling Process. Review Wins and Losses.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

BuzzBoard

FEBRUARY 28, 2024

The narrative of a small enterprise soaring to industry stardom is highly compelling. Small enterprises have unlocked customer engagement, demand generation, and increased conversion rates by harnessing online platforms’ power. This success is most prominent in the growth rate of grassroots brands.

Small Business 52

Small Business Small Business Demand Generation Agencies Case Study 52

Emissary

FEBRUARY 9, 2021

Elastic is a global, rapidly growing, search company offering three solutions for enterprise search, observability, and security, built on one technology stack that can be deployed anywhere. White Space: Elastic uses Emissary Account Briefs to uncover unsolved business problems and shape focused penetration strategies.

Account 52

Account Strategy Case Study Decision Maker 52

BuzzBoard

NOVEMBER 24, 2023

Account Growth: This evaluates whether hyper-personalized strategies lead to augmented sales or product penetration within existing accounts. Salesforce emphasizes that enterprises integrating AI into their personalization tactics observe a 6-10% revenue hike. Salesforce’s report suggests that high-performing sales teams are 2.3

B2B 52

B2B Strategy Pivotal Penetration 52

Sales and Marketing Management

JUNE 16, 2017

But there’s a problem: Most SMBs and enterprises are risk-averse or crave process – or both. 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. The most famous example?

Penetration 153

Penetration Case Study Lead Rank Hotels 153

DiscoverOrg Sales

AUGUST 1, 2019

Major enterprise accounts team. This alignment provides for far better account penetration, because they each understand the other’s priorities, tendencies, and approach. At DiscoverOrg + ZoomInfo, we break it down by size of company: Ramp team specializes in small business accounts. Mid-market team. Create a sales team mentality.

Video 136

Video Outbound Inbound Hiring 136

Zoominfo

OCTOBER 22, 2021

During a phase of general consolidation in your business, when you’re not pushing to scale or to penetrate new industries, you can give equal priority to sales and business development. If you’re looking to start making more enterprise deals, your business development rep will need to identify and profile multiple decision-makers.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

No More Cold Calling

AUGUST 1, 2013

Penetrate prime accounts with personal introductions to exactly the decision-makers your sales reps want to meet. Enterprise Sales Management Small Business referral referral action plan referral sales referral selling Referrals' Imagine the impact on your sales, revenue, and profits when your team commits to referral selling.

Referrals 253

Referrals Sales Qualified Lead Cold Calling Penetration 253

Sales and Marketing Management

JULY 26, 2018

Compare that to 2016, when CRM penetration surged to 74 percent but goal attainment dropped to 55.8 Erik Charles is the vice president of strategic marketing with Xactly , which provides cloud-based enterprise and software services. percent, and it’s clear that data by itself is not the key to sales success.

Training 206

Training Penetration Government CRM 206

Zoominfo

DECEMBER 21, 2020

Expansion by finding new customers for an existing product In this scenario, a company further penetrates its customer base by marching into a new vertical market either in a region or through global expansion. In Kustomer’s case, that market was enterprise firms. As a result, “We knew we needed leaders,” Birnbaum said. “We

Lead Rank 130

Lead Rank Company Apparel Lead Scoring 130

BuzzBoard

FEBRUARY 15, 2024

Lastly, penetration pricing is a strategy where initial prices are set low to attract customers, then raised after a promotional period. However, the art of selling to these enterprises requires an understanding and application of effective pricing strategies that can dramatically enhance sales efforts. The flip side?

Small Business 52

Small Business Small Business Strategy Lead Rank 52

Zoominfo

AUGUST 26, 2021

During a phase of general consolidation in your business, when you’re not pushing to scale or to penetrate new industries, you can give equal priority to sales and business development. If you’re looking to start making more enterprise deals, your business development rep will need to identify and profile multiple decision-makers.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Sales Evangelist

JULY 19, 2021

If you’re going to change behavior, you have to penetrate deeper than simply finding a problem and then selling directly to that problem. Scott’s team works to convince these people why they should use a water filtration system by explaining both the cost benefit and health benefit the people will receive.

System 40

System Enterprise Enterprise Penetration 40

Sales Evangelist

JULY 19, 2021

If you’re going to change behavior, you have to penetrate deeper than simply finding a problem and then selling directly to that problem. Scott’s team works to convince these people why they should use a water filtration system by explaining both the cost benefit and health benefit the people will receive.

System 40

System Enterprise Enterprise Penetration 40

Sales Evangelist

JULY 19, 2021

If you’re going to change behavior, you have to penetrate deeper than simply finding a problem and then selling directly to that problem. Scott’s team works to convince these people why they should use a water filtration system by explaining both the cost benefit and health benefit the people will receive.

System 40

System Enterprise Enterprise Penetration 40

BuzzBoard

FEBRUARY 16, 2024

The explosion of mobile technology has undeniably altered numerous industries, including the sector of sales destined for small enterprises. Whether it’s integrating lead-generation aids, applying geo-targeting for local enterprises, or exploiting mobile-specific deals, they have a plethora of resources available.

Small Business 52

Small Business Small Business Marketing Lead Rank 52

SBI

OCTOBER 28, 2019

With Whitespace+, users are provided increased clarity within key accounts, which makes cross-selling and up-selling easier by showing product penetration, competitors in play and future potential. There isn’t any other technology in the market that helps you see the optimal path to revenue in your enterprise accounts the way Whitespace+ can.

SAP 52

SAP Penetration Enterprise Enterprise 52

Sales and Marketing Management

FEBRUARY 22, 2021

We predict that people will be hesitant to travel like they did in 2019, at least until vaccinations have reached a certain penetration of the global population. Creative, digital marketing strategies will be no less important in 2021.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

Zoominfo

OCTOBER 28, 2018

They recognized that companies running Eloqua tend to have a certain level of technical sophistication, and are usually big enough to be able to afford premium enterprise systems. 3. Penetrate new markets. 5 Ways Technographics Improve Sales Prospecting.

Data 177

Data Eloqua Buyer Persona Demographics 177

SalesLoft

MAY 13, 2016

Every enterprise B2B company needs to kill the notion of inbound and outbound. Instead, enterprise sales development organizations should move to the modern Account-Based Sales Development (ABSD) method. Account Development (ADRs) – focus on developing and penetrating roughly 100 accounts at a time.

Outbound 52

Outbound Inbound Account Penetration 52

Hubspot Sales

JANUARY 9, 2018

Factor in your product’s price, total addressable market (TAM), market penetration, and resources (including your sales headcount and Marketing support). Objective: Acquire 20 Enterprise logos. Here are a few examples: Objective: Increase referral rates by 30% this quarter. Run three-day referral techniques workshop.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

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. Technology is difficult.

Territories 306

Territories Top of Funnel Analysis Penetration 306

Zoominfo

SEPTEMBER 23, 2020

Even though we knew penetrating a market meant we could not necessarily follow traditional processes to create top of the funnel demand,” Cooper continued. Foster Alignment with Stakeholders. Before we made the aforementioned pivot toward refining our ICP, we had issues,” Cooper explained. Although, we certainly tried.

Ideal Customer Profile 189

Ideal Customer Profile Strategy Buyer Persona Lead Rank 189

Product Management University

NOVEMBER 14, 2022

For example, if you’re marketing the value of your “enterprise financial management” portfolio to hospitals, you’d communicate how it ultimately gives them a competitive advantage (better patient experience) via greater financial flexibility to execute their top strategic priorities. It’s a case of trying to be everything to everyone.

Marketing 59

Marketing Segment Lead Rank SalesForce 59

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. Technology is difficult.

Territories 264

Territories Top of Funnel Analysis Penetration 264

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. Enables organizations of any size (from startup to enterprise) to respond swiftly to changing market dynamics and customer demands.

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. Enables organizations of any size (from startup to enterprise) to respond swiftly to changing market dynamics and customer demands.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Crunchbase

MARCH 13, 2023

On the flip side, exclusively pursuing enterprise deals can be a very difficult strategy for an overstretched sales team. As mentioned earlier, with enterprise accounts, this isn’t time you can afford to lose. Some sales teams may be reluctant to do this, as territory reach is seen as a marker of success.

Territories 59

Territories Churn Face-to-face SME 59

Smooth Sale

NOVEMBER 19, 2022

For instance, if you’re known as the successful manager of a larger enterprise, perhaps so much that you have some fame within that field, then when you head off to start your own business, you may have some prior clients or customers decide to come and support you. Collaborate with care and open conversation.

Hiring 78

Hiring Penetration Networking Licensing 78

BuzzBoard

FEBRUARY 23, 2024

Real-world Examples of Successfully Positioned Digital Marketing Agencies for Small Businesses Understanding the pivotal role digital marketing plays in the growth of local businesses, numerous small enterprises are now shifting towards utilizing it to improve their market presence.

Small Business 52

Small Business Small Business Marketing Ideal Customer Profile 52

SugarCRM

FEBRUARY 15, 2024

To thrive in these new markets, all manufacturers need to be nimble and adaptable, staying informed about evolving regulations and trade dynamics. CRM data helps manufacturers understand current sales and market penetration in newly prioritised international expansion.

Opportunity 26

Opportunity SugarCRM Face-to-face Infusion 26

SBI

JANUARY 30, 2019

Priority Engine’s Brand Accelerator provides a reliable way for customers to know when their ads have influenced specific accounts, identify and engage active prospects at those accounts and determine how much of their total addressable market they have penetrated.”. About Vendor Name. Opportunity Management. Video Reviews.

Intent 50

Intent Engineering Account Intent Data 50

Pipeliner

DECEMBER 10, 2019

in 2022 , thanks to the widespread adoption of this technology by enterprises. So, to get them back to a path that ends with a sale, an online enterprise can opt for measures such as sending email reminders. All that said, chatbots have penetrated almost every aspect of businesses. Final Words.

Real Estate 84

Real Estate Top of Funnel Marketing Hiring 84

Hubspot Sales

APRIL 4, 2018

If your product helps your partner sell their existing products more effectively, it’s in their best interest to pursue a market penetration strategy. It’s easy to split them up by region or even customer type (mid-market vs. enterprise). Conflict 1: Winning the deal at all costs. Conflict 2: When your partners talk to each other.

Channels 115

Channels Face-to-face Segment Commission 115

Zoominfo

OCTOBER 28, 2018

They recognized that companies running Eloqua tend to have a certain level of technical sophistication, and are usually big enough to be able to afford premium enterprise systems. Penetrate New Markets As growing companies look to expand, understanding the technological landscape can reveal opportunities to reach new markets.

Data 100

Data Eloqua Buyer Persona Demographics 100

Sales Hacker

FEBRUARY 14, 2022

They sit around a table and share actionable insights about their company’s transition from SMB to enterprise sales. . Key KPIs for reaching the Enterprise milestone . There’s one nightmare scenario every company wants to avoid when they make the transition from SMB to Enterprise. Enterprise. “In Mid-market.

Enterprise 82

Enterprise Enterprise Penetration How To 82