HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. At other accounts, prospective buyers weren’t experienced with purchasing products. Inability to Penetrate New Accounts. Price versus Value.

Study 146

Study B2B Penetration Lead Rank 146

Sales and Marketing Management

JUNE 16, 2017

Sean Ellis, a seasoned marketing leader, entrepreneur, angel investor, originally defined a “growth hacker” as "a person whose true north is growth.”. Lesson #1 : To expand market share, use “what if” analysis to leave your comfort zone and create new opportunities. Airbnb penetrating Craigslist’s marketplace.

Penetration 153

Penetration Case Study Lead Rank Hotels 153

Pointclear

MAY 12, 2011

Few companies have the sales and marketing resources to adequately cover their markets. It’s logical that if only a fraction of your target market is contacted, only a fraction of the deals are going to you. It’s important to keep your market primed so that when it comes time to buy, these prospects reach out to you.

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Demand Gen = Sales + Marketing. Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Crunchbase

MAY 18, 2022

Imagine your marketing and sales team working in tandem, seamlessly pursuing and closing on the kinds of businesses your company exists to serve. That’s the premise behind account-based marketing (ABM). Topics covered in this article include: What is ABM marketing? What is account-based marketing (ABM)?

Account Based Marketing 72

Account Based Marketing Account Marketing Sales Qualified Lead 72

Zoominfo

AUGUST 4, 2021

Prospects typically prefer a casual tone in online interactions because it feels like speaking to a person, rather than a bot. This allows you to connect with your prospects and build trust. This is your chance to give your brand a personality that prospects can remember. The Hot Prospect. Give it a human touch.

Top of Funnel 130

Top of Funnel B2B Sales Qualified Lead Penetration 130

Zoominfo

APRIL 2, 2018

Are your sales reps relying on headquarter phone numbers every time they reach out to a prospect? A sales rep using a direct dial is 46% likelier to reach a prospect at the director level than a rep who is not using a direct dial. Studies show that sales reps forget 84% of all sales training content after 90 days ( source ).

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Zoominfo

OCTOBER 5, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omnichannel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Demand Gen = Sales + Marketing Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

Crunchbase

SEPTEMBER 21, 2020

According to a Gallup study, about 36 percent of U.S. That same study reports that high-skill, high-earning gig workers comprise one of the fastest-growing segments of the freelance workforce. It’s tempting to jump right in and develop a new sales strategy for penetrating the gig worker market. While the U.S.

Penetration 134

Penetration Segment Demographics Benefit 134

Zoominfo

SEPTEMBER 15, 2021

Prospects typically prefer a casual tone in online interactions because it feels like speaking to a person, rather than a bot. This allows you to connect with your prospects and build trust. This is your chance to give your brand a personality that prospects can remember. Give it a human touch. Avoid sounding robotic.

Top of Funnel 100

Top of Funnel B2B Sales Qualified Lead Penetration 100

DiscoverOrg Sales

APRIL 16, 2019

Basically, corporate hierarchy lets you be a lot more strategic with your sales approach, penetrate the enterprise more broadly – and sell more. Read it: Org Charts – A Sales Prospecting Gold Mine. Go deeper with your enterprise sales and marketing strategy: [VIDEO] Discover Corporate Hierarchy: Speed up the Sales Cycle!

Enterprise 120

Enterprise Enterprise B2B Data 120

Zoominfo

APRIL 11, 2019

Are your sales reps relying on headquarter phone numbers every time they reach out to a prospect? A sales rep using a direct dial is 46% likelier to reach a prospect at the director level than a rep who is not using a direct dial. Studies show that sales reps forget 84% of all sales training content after 90 days ( source ).

Sales Qualified Lead 100

Sales Qualified Lead Penetration Face-to-face Quota 100

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They target those that are in-market and those that should be showing intention. They start worrying about how many touchpoints are sales and marketing hitting. But then things change.

Account Based Marketing 79

Account Based Marketing Top of Funnel Ideal Customer Profile Account 79

Pointclear

OCTOBER 24, 2011

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

HeavyHitter Sales

JUNE 19, 2012

  However, an MIT study found that this ability is an inherited specialized trait that is not linked to a person’s IQ in general. Obviously, you are mentally and emotionally frustrated but you are also in physical pain according to a recent Columbia study. Does Rejection Really Hurt? Do You Like to Doodle? Are You Optimistic? 

Chemicals 162

Chemicals Journal Face-to-face Penetration 162

The Pipeline

MARCH 18, 2013

I’ll be the first to admit change is hard, especially for business buyers who have their handful, trying to make headway in a competitive market. Well take a minute, step back and look around you and study what it takes for people to make critical changes in key their lives. How much effort does it take?

Sage 274

Sage Penetration Buyer Referrals 274

HeavyHitter Sales

NOVEMBER 5, 2010

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. End the Sales & Marketing War-Harvard Business Review. Here’s one of my recent Harvard Business Review articles about synchronizing sales and marketing. Their sales and marketing efforts are at odds.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

Cincom Smart Selling

FEBRUARY 16, 2018

Corporate sales managers are less concerned with the individual sales rep, their appearance, personality and work ethic, and more concerned with ensuring that the field sales force has the tools, data and knowledge required to achieve success in their target market. CPQ Enables Cross-selling and Upselling. CPQ Boosts Profits.

Hiring 48

Hiring Margin Proposal Penetration 48

Xactly

AUGUST 30, 2018

A study conducted by HBR shows that 69% of sales people who exceeded their annual quota, rated their managers as being excellent and above average. The Internet has become an important tool to build customer and prospect relationships for your business with the customer. It takes a multi-pronged approach.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

The Pipeline

AUGUST 16, 2011

This is why the “let’s wait” school fails; they see a prospect “at rest” and respond leaving it “at rest”; sure doesn’t take long for nothing to happen, that’s not selling. Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

HeavyHitter Sales

OCTOBER 15, 2010

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. End the Sales & Marketing War-Harvard Business Review » October 15, 2010. Many well-established fields of language study exist to help us gain a deeper understanding of how we talk to each other.

Penetration 138

Penetration Study Decision Maker Software 138

HeavyHitter Sales

NOVEMBER 25, 2011

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. If you are involved in selling an enterprise software or technology solutions, you already know the importance of understanding the inner workings of the various departments within the prospective customer’s company.

Software 103

Software Software Strategy Hiring 103

Pipeliner

FEBRUARY 15, 2019

This problem has existed as long as there have been communal workplaces, and it was studied between 2001 and 2002 in an Aspen Institute survey conducted on a group of MBA students. Professional development in sales and marketing has a similarly checkered ethical history. Mine have, many times. That turns people off.

Lead Rank 69

Lead Rank Lead Scoring Government ACT 69

HeavyHitter Sales

NOVEMBER 3, 2011

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. "Steve Martin addresses every step of the sales cycle and provides a paint-by-numbers process to approach, engage, and persuade prospective customers." Books For Heavy Hitters. Spray and pray.

Penetration 123

Penetration Ideal Customer Profile Software Software 123

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

HeavyHitter Sales

AUGUST 29, 2010

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. German psychologist Hermann Ebbinghaus discovered people forget facts at a predictable rate and that greatest learning actually occurs by studying less. Books For Heavy Hitters.   Wrong Length.

Sales Meeting 101

Sales Meeting Meeting Hotels How To 101

HeavyHitter Sales

OCTOBER 23, 2009

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. I was recently interview by Mathew Schwartz for “Follow the Lead: Zoominfo’s B2B Sales and Marketing Blog” Here’s the interview:   BEST ASSET FOR SALES EXECUTIVES DOESN’T COST A THING. Books For Heavy Hitters.

Penetration 60

Penetration Decision Maker Webinar Metrics Sales 60

Your Sales Management Guru

OCTOBER 6, 2015

This also is an opportunity to build a better sales team that will increase your market share as competitors lag. The following tactical program features 11 key sales and marketing management actions that will help your sales management approach take advantage of the opportunity of a lifetime during the lifetime of this opportunity : .

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

HeavyHitter Sales

NOVEMBER 24, 2008

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Therefore, you must ramp up your prospecting efforts accordingly.   But what is the best strategy to you penetrate new accounts? Books For Heavy Hitters. Dear Mark,  Q.

Penetration 60

Penetration Ideal Customer Profile Real Estate Distribution 60

Zoominfo

DECEMBER 6, 2022

According to Gartner, it can take more than 12 touches to reach a prospect. Your business should decide on the sequence length and touchpoint frequency based on your market and brand awareness. According to a Salesloft study , you should be spending between 3.5-5 minutes of email-related work needed per prospect.

Outbound 130

Outbound Quota LinkedIn Follow-up 130

PandaDoc

SEPTEMBER 19, 2023

Your task as a sales manager is to market it. The answer is “by implementing a vertical marketing strategy.” Key takeaways Targeting specific, niche markets with specialized products and services can help small businesses operate more efficiently with lower costs and higher revenue. This is known as vertical marketing.

Paid Content 52

Paid Content Marketing Outsourcing Services Lead Rank 52

SBI

NOVEMBER 12, 2019

Whereas, as a marketer in a big company, you can claim to be successful by exceeding some narrowly-defined KPIs, in smaller shops, that isn’t enough. In a smaller company, the top marketer has to take direct responsibility for significant “demand gen.” And this is where it gets a bit tricky. Herein lies another trap.

Revenue 93

Revenue Top of Funnel Demand Generation Agencies Demand Generation Targets 93

Sales Hacker

MARCH 2, 2020

Sales Development and Prospecting. Fanatical Prospecting. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. 80/20 Sales and Marketing. If you truly want to be a better leader, better salesperson , better speaker, better writer, or just a better person, you need to study the craft.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Emissary

AUGUST 29, 2022

Don’t feel compelled to measure Emissary with metrics that you use for other Marketing or Sales programs. (e.g. 7: Use Emissary to bridge Sales & Marketing motions . Providing that level of intelligence to sales teams helps Marketing be seen as a strategic advisor to sales. Use early warning signs to trigger coaching. . #2:

Report 52

Report Hiring Case Study Infusion 52

HeavyHitter Sales

SEPTEMBER 12, 2008

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Quite often, the marketing group that creates this session has never “sold.” The presentation of the study results is the best way to understand the decision making process of your customers. Product Training.

Sales Meeting 60

Sales Meeting Meeting Decision Maker Analysis 60

Crunchbase

SEPTEMBER 29, 2021

They will often be given a set of accounts to engage with, or a predetermined set of industries or verticals to penetrate, and be more tailored/targeted in their approach. Operatix conducted a study with 150 SDRs to analyze the typical productivity of sales development reps in multiple verticals within the SaaS Industry.

Outsourcing Services 52

Outsourcing Services Outbound Hiring Inbound 52