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

The Pipeline

JUNE 12, 2014

I asked what expectations are set either in terms of activities, pipeline coverage, or territory contact/coverage/penetration. When I asked about how the team was coached, the typical, “we talk every day, they call me when they have issues with a deal, and we meet once a month as a team to talk about the market.”

Penetration 267

Penetration Sales Qualified Lead Face-to-face Coaching 267

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 83

Penetration Lead Rank Maximizer Sales Qualified Lead 83

SugarCRM

JUNE 6, 2023

Manage Dealer Network Most manufacturing enterprises sell and service their products through a network of dealers, usually spread globally, that retail in local markets. This dynamic significantly reduces operational costs linked to market penetration and local transactions.

Enterprise 26

Enterprise Enterprise CRM Territories 26

Partners in Excellence

APRIL 18, 2014

They have goals, translated both to financial (revenue, earnings, growth), and strategic (share, market visibility, brand reputation, etc.) ” It could be an account, collection of accounts, industry segment, or geographic territory. It’s up to us to maximize the results produced in that territory.

Territories 95

Territories Revelation Penetration Maximizer 95

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

Hubspot Sales

JANUARY 9, 2018

Market conditions. For example, HubSpot salespeople might primarily sell marketing software to CMOs and sales software to sales directors. This section of your sales plan can also change dramatically over time as your solution and strategy evolves and you find product-market fit. Marketing budget? Market conditions.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

SBI Growth

SEPTEMBER 20, 2012

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. Specifically, strategy and marketing should have mapped a buyer’s journey. Focus on new product sales. Call to Action.

Compensation 244

Compensation Incentives Incentive Penetration 244

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. Then, think about how that can be improved.

Lead Rank 177

Lead Rank Lead Scoring Account Penetration 177

Xactly

OCTOBER 18, 2018

Relative performance pay can work if the marketability of a product varies in ways salespeople can’t control. That means their quotas and targets should specifically take into account the potential of their territory. This was an approach taken by many after Hurricane Katrina devastated Gulf-region territories. Pick and choose.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

Highspot

AUGUST 31, 2021

The latter, on the other hand, may require a deeper investment in content marketing and SEO. Your sales process should detail step-by-step exactly what this team — and other supporting go-to-market functions — must do in order to transform potential buyers into customers. How do you expect the market to evolve over time?

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

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

Emissary

JUNE 26, 2023

Do your homework to build out specific penetration plans for a narrow set of candidates. Do all the analysis and modeling needed to kick off the following year with clean territories, rational quotas, and clear compensation plans. Make a last Marketing push for new logos. Re)install formal opportunity planning. Prep for BOY.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Account Based Marketing Lead Rank 52

Xactly

AUGUST 30, 2018

The information they gather from their day to day prospecting and sales calls provides a detailed description of the ideal client base for an organization to tailor their marketing efforts on. This is a sales process that enables sales teams to penetrate, cover and grow various large strategic accounts. vertical, and more.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

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

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

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

The Pipeline

MARCH 31, 2011

How well you plan, recognize and react to a given event will have direct impact on your success in winning more customers, penetrating and retaining existing clients; all with greater predictability and in shorter time frames. Territory Alignment. When Sales Met Marketing. Community Marketing Blog. Funnel management.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

A Sales Guy

DECEMBER 5, 2012

Establish an inbound lead function (Content Marketing). Realign territories. If you have poor product penetration rate in your existing base, then mine the base might be a key strategy for 2013. Potential 2013 sales growth “maneuvers and stratagems:” Mine the base. Grow the sales organization (hire more people).

Strategy 116

Strategy Hiring Penetration Churn 116

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? In addition to your individual lead generation efforts and responding to inbound inquiries, do you have any particular growth strategies for your territory? Step 5: Tactics.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

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

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.

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 1: Timing. Here it is, New Years. Step 2: Analysis.

Revenue 40

Revenue Territories How To InsideView 40

Hubspot Sales

OCTOBER 15, 2020

To survive in a competitive market, brands must be agile. The most notable advantage is that this enhances market penetration for the product. That way, you ensure your target market gets the customer experience they desire. Or in other geographical areas or territories? It can be an expensive choice, however.

Distribution 93

Distribution Strategy Retail Channels 93

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

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

APRIL 25, 2017

What is the size/opportunity in those markets, is it aligned with our performance expectations? How do we want to balance performance across the sales function–for example new customer acquisition versus customer retention/growth/account penetration, new market expansion, product line mix, and so forth.

Compensation 52

Compensation Lead Rank System Commission 52

Your Sales Management Guru

MAY 6, 2013

. • Cover the development of a Salesperson’s Business Plan – development techniques, their use in account development, pipeline and quota attainment, influencer/consultant focus, new account creation, market and territory coverage, and personal and sales skill development. . • Attendees will learn: 1) sample forecasting formats.

Compensation 74

Compensation Forecasting Penetration Sales Leadership 74

Hubspot Sales

OCTOBER 16, 2017

On the other hand, this structure doesn’t take into account market penetration or quantity of opportunities. Perhaps you’re trying to build market share or attract the top 20 logos in your industry. Shifting product and/or distribution costs, rebates, and territory changes can make calculating this extremely hard.

Compensation 124

Compensation Hiring Salary Commission 124

A Sales Guy

OCTOBER 13, 2016

In business, there hopefully comes a time when your current structure and way of going to market no longer works. You are unable to drive the leads, close the deals, penetrate the territory, capture new industries, etc. The market has changed. . This can be seen in startups who are first to market. Spit and Glue.

Scale 60

Scale Hiring How To Education 60

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

The Pipeline

AUGUST 16, 2011

The reality is that what makes the process a challenge for most is not the upfront work, which does take effort, but the ability and willingness to ask the penetrating questions that pierce the Status Quo, and lead to Engagement. Territory Alignment. When Sales Met Marketing. Community Marketing Blog. Tibor Shanto.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

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

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

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 86

Account Territories Penetration Referrals 86

Tony Hughes

FEBRUARY 22, 2018

This is a controversial idea but one that can be aligned with your go-to-market strategy. If you have a close relationship with your internal C-Suite as a sales leader, it may be worth exploring whether to share social access to a key profile in order to ghostjack or ghostdrive into new accounts and territories.

Ideal Customer Profile 66

Ideal Customer Profile Social Media Account Penetration 66

InsideSales.com

NOVEMBER 11, 2019

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. Provide the right sales and marketing collateral. It’s also important to align marketing and sales collateral. Key Takeaways.

Account 40

Account Account Based Marketing Transportation Trends 40