A Sales Guy

DECEMBER 5, 2012

For sales leaders, this means identifying and executing on a new set of sales strategies to make our new number. Unfortunately, for most sales organizations there is very little strategy and a whole lot of goals. If you’re head of sales and you’re responsible for growth goals you need strategies NOT just goals.

Strategy 116

Strategy Hiring Penetration Churn 116

Partners in Excellence

APRIL 18, 2014

They have goals, translated both to financial (revenue, earnings, growth), and strategic (share, market visibility, brand reputation, etc.) They develop strategies and plans to achieve their goals, invest in resources (people, facilities, capital, etc.) It’s up to us to maximize the results produced in that territory.

Territories 94

Territories Revelation Penetration Maximizer 94

SBI

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Hubspot Sales

JANUARY 9, 2018

It’s like a traditional business plan but focuses specifically on your sales strategy. Strategies and tactics. Market conditions. For example, HubSpot salespeople might primarily sell marketing software to CMOs and sales software to sales directors. If you have territories, assign a sub-goal to each.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

SBI Growth

SEPTEMBER 20, 2012

Therefore, creating proper performance conditions will ensure sales reps: Maintain alignment with corporate strategy. Obtain market penetration projections. Product Marketing and Internal Strategy have vital information. Amongst the research performed by strategy and marketing should be buyer-based research.

Compensation 244

Compensation Incentives Incentive Penetration 244

Highspot

AUGUST 31, 2021

If sales strategy was a puzzle, then your sales model would be a corner piece: it helps frame your approach to businesses and determines how the other pieces of your strategy will fit together. The latter, on the other hand, may require a deeper investment in content marketing and SEO. Hone Your Sales Strategy.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

Partners in Excellence

MARCH 20, 2019

Our jobs is to maximize our success in the market–to maximize our share, our growth, our market penetration. In my formative years in selling, our company had a mindset that “It’s our God-given right to 100% share of customer and 100% share of market.”

Penetration 82

Penetration Lead Rank Maximizer Sales Qualified Lead 82

SBI

NOVEMBER 10, 2020

Ensure your sales, marketing, and customer success teams have a realistic view of the experience your buyers have today. Areas we commonly see a focus on include improvement in deal size or velocity, increased account penetration of white space, and customer satisfaction scores. Their favorite feature is the customer strategy map.

Lead Rank 177

Lead Rank Lead Scoring Account Penetration 177

SalesLoft

MAY 13, 2016

The development and penetration of each account lies with providing insightful value by doing research to understand the prospect’s environment, business challenges, and providing industry context on how your solution has previously been applied and to what end. This is the PPOV and by consistently delivering it SDRs earn time with prospects.

Outbound 52

Outbound Inbound Account Penetration 52

SugarCRM

FEBRUARY 15, 2024

As they look ahead to the upcoming year, recent PwC research shows that more than half of UK manufacturers are gearing up to introduce new products, with more than a quarter (27.3%) hoping to explore uncharted territory and expand into new markets. However, the path forward is not without its challenges.

Opportunity 26

Opportunity SugarCRM Face-to-face Infusion 26

Partners in Excellence

AUGUST 27, 2019

” For example, sales enablement may have several initiatives to improve performance, marketing, sales ops, and so on. They drive more winning deal strategies, higher quality prospecting, more focused account/territory penetration strategies. The result is, inevitably, confusion and loss of focus.

Penetration 79

Penetration Coaching Face-to-face Pipeline 79

The Pipeline

MARCH 31, 2011

Stored in Attitude , Business Acumen , Prospecting , Sales 2.0 , Sales Strategy , Social Selling , Social media , Trigger Events , Webinar , execution. This session will present the basics of buying modes, strategies and tactics on how to prepare for and act on key events that will advance your sales. Communication Strategy.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

Xactly

AUGUST 30, 2018

Instead, they have to shift their focus to their sales reps–providing effective sales management strategies to promote higher returns on their sales efforts. This is a sales process that enables sales teams to penetrate, cover and grow various large strategic accounts. Create Flexible Sales Processes that are Functional.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Pipeliner

DECEMBER 15, 2017

Companies generally spend hundreds of hours to build sales organization plans defining managerial responsibilities, territory coverage, product introductions with cross selling opportunities, compensation, and strategic and key account designations. The contributions we made fell into one or more of the five categories you can see below.

Face-to-face 45

Face-to-face Penetration Compensation Territories 45

Customer Centric Selling

OCTOBER 20, 2014

The time to begin developing your Territory Sales Plan is now ! Vertical Markets - are you having greater success in one vertical versus another? Step 4: Strategies How do you intend on reaching those goals? Do you wish to increase account penetration with core products? This is the final quarter of 2014. Step 5: Tactics.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

HeavyHitter Sales

MARCH 5, 2014

This is due to the “push” versus “pull’ market characteristics of each stage. Conversely, a well-known company in the Maintain stage is pulled into new sales opportuni­ties because of its market position. The top sales challenge in the Build stage is creating sufficient sales coverage to push the product into the market.

Hiring 108

Hiring Scale Territories Penetration 108

Partners in Excellence

OCTOBER 14, 2015

They can’t afford to hire enough sales people to cover the markets, they don’t have enough deep expertise in certain markets, they need to collaborate with others to provide a complete solution to their customers. Without these partners, we can’t achieve the growth and market penetration we expect.

Outsourcing Services 48

Outsourcing Services Channels Penetration Territories 48

Partners in Excellence

APRIL 25, 2017

The issues are very broad… What’s our corporate strategy and priorities? Since the sales person is responsible for executing the corporate strategy with customers, we have to be very clear about what that means. What is the size/opportunity in those markets, is it aligned with our performance expectations?

Compensation 52

Compensation Lead Rank System Commission 52

OpenSymmetry

AUGUST 3, 2016

Each salesperson is assigned a territory, a quota, and they “go forth and sell”, right? As a large, complex organization, they were approaching the Penetration Phase on the business maturity spectrum. Some companies take a more assertive pay position compared to market; others prefer to be more conservative.

Compensation 40

Compensation Account Incentives Incentive 40

Partners in Excellence

FEBRUARY 3, 2015

If we want to extend our share and penetration of an account, we have to aggressively extend our relationships. If we want to extend our share and penetration of our territories, we have to meet new people at companies who currently don’t do business with us. No related posts.

Penetration 48

Penetration Territories Film Networking 48

Customer Centric Selling

DECEMBER 20, 2016

I realized very quickly that if I was going to fulfill my revenue obligation to my employer and earn the amount of money I wanted to make, I was going to have to come up with a plan - a Territory Sales Plan. The time to begin developing your 2017 Territory Sales Plan is NOW. Step 4: Strategies. Step 1: Timing. Step 2: Analysis.

Revenue 40

Revenue Territories How To InsideView 40

Partners in Excellence

MARCH 28, 2013

I’m an unapologetic believer in the concept, “It’s your God-given right to 100% share of customer and 100% share of territory.” ” Everything I’ve been taught, everything I’ve taught or coached has been around maximizing the full potential in the “territory.”

Territories 89

Territories Maximizer Account Penetration 89

Sales Hacker

NOVEMBER 24, 2020

She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. We offer a variety of services that range from go-to-market strategies to tactical implementations, writing things like sequences and cadences.

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

Hubspot Sales

OCTOBER 16, 2017

On the other hand, this structure doesn’t take into account market penetration or quantity of opportunities. Three things to keep in mind: If revenue isn’t your priority, don’t use this strategy. Perhaps you’re trying to build market share or attract the top 20 logos in your industry. The second approach is “tops down.”

Compensation 124

Compensation Hiring Salary Commission 124

The Pipeline

AUGUST 16, 2011

Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Gap Selling , Impact Questions , Interactive Selling , Proactive , Productivity , Questions , Sales 2.0 , Sales Process , Sales Strategy , Sales Success , Sell Better , Selling to Executives , execution. Communication Strategy. Sales Strategy.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

InsideSales.com

NOVEMBER 11, 2019

RELATED: 7 Best Effective Account Management Strategies. Prioritization Is Key in Account Management Strategy. Suneal Rao is InsideSales.com’s Director of Market Strategy. His role focuses on how to grow revenue by considering different markets, product capabilities, and market segments. Key Takeaways.

Account 40

Account Account Based Marketing Transportation Trends 40

Tony Hughes

FEBRUARY 22, 2018

What I've yet to see established, is a cohesive strategy if encouraging this. This is a controversial idea but one that can be aligned with your go-to-market strategy. Marketing teams take ownership not only of a Facebook Page but personal executive accounts to grow them meaningfully.

Ideal Customer Profile 66

Ideal Customer Profile Social Media Account Penetration 66

Your Sales Management Guru

APRIL 11, 2011

From a marketing or operations perspective, sales management is at the focal point of leading and implementing new policies, executing at trade shows and properly following up on marketing programs. Sales leaders must sync up the human and corporate sides of sales, marketing and operations to achieve successful outcomes.

Sales Management 56

Sales Management Hiring Trade Show Penetration 56

Tony Hughes

MARCH 4, 2018

Stealth B2B social lead-gen technologies chop off the top of the funnel so one able Chief Strategy Officer or Chief Customer Officer can automate all inbound marketing, traditional marketing and PR and move the entire sector in real time with a magic wand of DOMO-like beautiful #tech, uncovering and generating demand 24/7.

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

HeavyHitter Sales

APRIL 16, 2009

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. A Salespersons Most Important Competitive Weapon.

Penetration 60

Penetration Decision Maker Sales Guarantee 60

Partners in Excellence

AUGUST 30, 2022

As sellers, our job is to find or initiate new opportunities with customers in our territory. It may be with existing customers, helping them grow and expanding our relationship, it may be finding new “logos,” to expand our coverage in the territory. We prospect, qualify, and pursue opportunities within our territories.

Account 85

Account Territories Penetration Referrals 85

Sales Hacker

FEBRUARY 20, 2023

It also involves multiple customer touchpoints across the buyer journey — meaning that it often involves a coordinated effort between sales, marketing, and customer success. They even play a huge role in account-based selling and territory management. The next step is to carve out “land and expand”-friendly territories.

Ideal Customer Profile 89

Ideal Customer Profile Account Enterprise Enterprise 89

Jonathan Farrington

APRIL 26, 2013

In addition to heightened accountability, an agile approach to managing field sales delivers this real-time field data to management in a consumable stream that can be assimilated and rapidly reacted to with in-the-moment coaching, or instant adjustments to process or field strategy. About Salespod Inc : Salespod, Inc.

Field Sales 43

Field Sales Wireless Sales Qualified Lead Scale 43

Partners in Excellence

FEBRUARY 17, 2014

We may have account and territory goals/metrics. We may have market penetration/share goals. All are helpful in making sure we are executing the organization’s strategy in growing the business. Some of these can be leading some can be historic. Drill down into the numbers to understand the reasons.

Quota 91

Quota Trends Churn Maximizer 91

SBI

JULY 12, 2018

This week I interview Joe Andrews, VP of Product & Solution Marketing for InsideView. Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions. Form completion rate to measure inbound marketing effectiveness.

InsideView 104

InsideView Ideal Customer Profile Lead Rank Marketing Qualified Lead 104

Sales Hacker

AUGUST 18, 2023

As always, you’ll hear real stories/strategies/tactics from real revenue operators spanning: sales, marketing, customer success, operations/enablement, product and hiring. Think about the move upstream if you’re trying to penetrate a new vertical. But I feel like that encapsulates about a million sub-mistakes.

Scale 67

Scale Enterprise Enterprise How To 67

Hubspot Sales

SEPTEMBER 27, 2019

Today’s businesses need to make sales decisions in response to market changes, competitor activity, customer preferences, and company-wide campaigns. Dive into this guide to start compiling your data-driven sales strategy. Market Penetration. Revenue by Territory. Revenue by Market. Sales Data.

Data 109

Data Lead Rank Lead Scoring Energy 109