Zoominfo

JULY 5, 2023

Speedy customer acquisition without a hefty price tag is the target, but doing it effectively can be a challenge without the right tools and training. Analyzing the firmographic characteristics of target accounts gave them a template for prospecting similar companies in new markets, such as finance and manufacturing.

Ideal Customer Profile 130

Ideal Customer Profile Direct Mail Strategy Customer 130

Sales and Marketing Management

FEBRUARY 22, 2021

We’ve now created four nurture streams (previously we had just one), segmenting prospects by job title and areas of interest as determined by our BDR team and through progressive profiling. This generated an uptick in prospects that downloaded our content and became leads for our BDR team to contact later.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

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. 65% of sales reps struggle to find content to send to prospects ( source ).

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Zoominfo

NOVEMBER 29, 2021

How To Track Marketing KPIs The following types of tools are used to track, measure, and share KPIs: Web analytics CRM systems Data dashboards Data visualization Business intelligence software Whichever solution you use, make sure you’re able to share insights in a digestible way across your marketing department, and with other departments, too.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

Allego

MARCH 2, 2023

State-of-the-art, sales enablement tools help sales teams streamline sales processes, improve productivity, and increase revenue. But as the number of tools has proliferated, so have the challenges. Companies must be careful, however, to not go overboard with the number of sales enablement tools.

Company 62

Company Sales Enablement Quota Penetration 62

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. 65% of sales reps struggle to find content to send to prospects ( source ).

Sales Qualified Lead 100

Sales Qualified Lead Penetration Face-to-face Quota 100

Highspot

JUNE 26, 2023

Gather data – Utilize sales enablement tools and CRM solutions to collect and organize the appropriate data. Metrics your Enablement and Sales Team Should Track Every business has unique metric needs, but some standard sales enablement metrics can help gauge your return on investment (ROI) in sales enablement programs and tools.

Sales Enablement 52

Sales Enablement Top of Funnel Hiring Lead Rank 52

BuzzBoard

MAY 8, 2024

Establishing strong relationships with local businesses today requires a deep understanding of the clients’ unique needs and the delivery of services specially designed to meet those requirements. It also helps agencies penetrate the local business market further, builds credibility, and nurtures enduring business relationships.

Ideal Customer Profile 52

Ideal Customer Profile Pivotal Lead Rank Influencer 52

Sales Hacker

OCTOBER 12, 2020

Multi-threading is crucial to increase your chances of penetrating a deal, minimize ghosting, and accelerate your sales cycle. Use Twitter, LinkedIn, Discover Org, ZoomInfo, and other tools to listen and learn everything you can about the buyers’ and influencers’ pains, problems, and motivations. Day 3: Email prospect with value add.

Decision Maker 68

Decision Maker Penetration Social Media Influencer 68

Crunchbase

MARCH 13, 2023

For instance, it’s often easier to get meetings with prospects in the SME space, particularly startups. Tools like People.ai , Gong , Xactly and Clari (a Sapphire Ventures portfolio company) can help teams with predictive forecasting and give granular insights into deal progression so they can make the most informed decisions.

Territories 59

Territories Churn Face-to-face SME 59

SBI Growth

JULY 30, 2013

Highlight the importance of social proximity; the connection distance in social media between prospects/customers and company contacts. Review your collateral and ensure you are arming the sales team with the right tools. Understand the differences between cultures, languages, economic dynamics, technologies penetration and religion.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

Chorus.ai

MARCH 13, 2020

If you need quotas that prioritize sales penetration , read on. For example: Assume your rep’s prospecting remains the same, and they’re not having to change who they’re targeting. When to use this quota : Basic volume-based sales quotas come in handy when market penetration is a priority for your company.

Quota 65

Quota Penetration Buyer Persona Sales Qualified Lead 65

Chorus.ai

SEPTEMBER 29, 2020

Modify your sales process for approaching new business, focusing on prospects with the highest-potential LTV. In an economic downturn, the key to sales success is restricting your targeting to prospects with the highest likelihood of conversion. Tools like Deal Hub make phase handover (e.g.,

Scale 114

Scale Top of Funnel Churn Buyer Persona 114

Crunchbase

MAY 18, 2022

The idea is to personalize your campaigns for each pre-qualified prospect and pinpoint their unique attributes and specific needs, then use this intelligence to speak to them in an up-close and individualized way. Grow your revenue with all-in-one prospecting solutions powered by the leader in private-company data. Search less.

Account Based Marketing 72

Account Based Marketing Account Marketing Sales Qualified Lead 72

Emissary

AUGUST 29, 2022

MQLs or # Meetings) Emissary doesn’t necessarily fit into this metric, and you should be the one to decide what your measurement looks like based on your program and objectives. Shift the perception from Emissary being “a tool to buy meetings” to “a tool to gain account intelligence.” Text Wrapping Break] . . #4:

Report 52

Report Hiring Case Study Infusion 52

Highspot

AUGUST 31, 2021

Outbound sales: This model relies on salespeople to generate leaders, typically through prospecting techniques like cold calling or social selling. Whichever sales model you choose, it’s essential to ensure that your pick meets your business objectives. Build Your Buyer’s Journey. Next, map out your buyer’s journey.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

Pointclear

OCTOBER 24, 2011

—noted the Dreamforce announcement of Salesforce.com’s support for Kenandy , a cloud-based manufacturing solution that incorporates the social tool, Chatter. The solution is notable for many reasons, one of which is the speed of implementation: the first customer went live within two weeks of meeting the Kenandy team.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

Sales Hacker

FEBRUARY 17, 2020

Without the right tools, these teams are suffering. . For enterprise-level companies, Salesforce has the most significant penetration. The fourth is being able to provide their reps with efficient tools that are customized and designed with outside sales staff in mind. CRM Statistics. Time Management.

Outside Sales 84

Outside Sales Field Sales Oracle Enterprise 84

Alice Heiman

APRIL 18, 2018

If all of them want to learn to write better prospecting emails find an instructor to come in and teach them but if you don’t have the budget you can find resources like the ones on SalesFolk and them started. Use Your Tools. Another part of developing your team is making sure they are using the tools they were given.

How To 93

How To Penetration Groups Account 93

SBI

JULY 12, 2018

Joe: InsideView improves sales efficiency in a number of ways: Connect with the right prospects – Our solution helps salespeople connect with tens of millions of companies and decision-makers globally. TAM definition to measure and improve market penetration. Form completion rate to measure inbound marketing effectiveness.

InsideView 104

InsideView Ideal Customer Profile Lead Rank Marketing Qualified Lead 104

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). Identify 100 potential prospects and assign tiger team to each. Sales tools. That could be 100 new customers or 450 sales. Objective: Acquire 20 Enterprise logos.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Showpad

NOVEMBER 24, 2020

Let’s examine how to accelerate sales even when prospects aren’t biting. Some companies embark on a “meeting of the minds” to assess the situation and establish a new path forward. W : Areas in which your competitors outperform you, like stronger branding, greater market penetration or sustainable financials.

Lead Rank 52

Lead Rank Lead Scoring How To GoldMine 52

The Brooks Group

FEBRUARY 26, 2020

Find a Champion: One goal in strategic account planning is to identify, then develop, relationships with key influencers in your chosen market, or at your prospect companies. These are the things you need to be doing with regularity – things you can measure – that help you penetrate the armor of your sales target. DOWNLOAD NOW.

Hiring 52

Hiring Account Ideal Customer Profile How To 52

The Brooks Group

JUNE 22, 2018

To gather competitive intelligence, your reps can research direct competitors (and emerging, potential competitors) by using search engines and tools such as Hoovers. They can also simply talk to customers and prospects to gather data. NOTE: Our sales training tools are designed to make your life easier. Conclusion.

Analysis 56

Analysis Coaching Hoovers Segment 56

The Pipeline

MARCH 31, 2011

Stored in Attitude , Business Acumen , Prospecting , Sales 2.0 , Sales Strategy , Social Selling , Social media , Trigger Events , Webinar , execution. Prospecting. Sales Meetings. Sales Tool. 3 R’s of Prospecting Success. February 2008. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

SalesHandy

OCTOBER 28, 2022

Numerous organizations deploy a combination of both inbound and outbound lead generation methodologies to convert new prospects. The ultimate goal of outbound lead generation is to pique prospects’ interest in order for them to enter your sales pipeline and eventually nurture them into paying customers.

Lead Generation 59

Lead Generation Paid Content Outbound Ideal Customer Profile 59

InsightSquared

OCTOBER 15, 2018

How many meetings were completed this week? What are our opportunities for penetrating whitespace? They also have the responsibility of managing deals and nurturing relationships with customers and prospects. Are you surprised that Salesforce, Excel, and other tools are missing from the list? It never ends.

Sales Operations 110

Sales Operations Penetration Report Groups 110

InsideSales.com

APRIL 4, 2020

Prospecting. Here, you also identify what steps you’ll execute to meet your objectives. 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. Prospecting. Planning a strategy for prospecting.

Buyer Persona 52

Buyer Persona How To Promotion Comparison 52

Chorus.ai

OCTOBER 13, 2020

Fortunately, there are strategies and tools available to help give your new sales hires the perfect ramp-up period. They possess more know-how under pressure, will probably have better tool familiarity, and often come to the table equipped with knowledge about your market. However, the right tools can reduce the length of this period.

Hiring 65

Hiring Top of Funnel Ideal Customer Profile Funnel 65

Xactly

AUGUST 30, 2018

Effective management begins with the realization that you need both sales team management tools as well as reps that are well-trained and prepared for the sales floor. So what can sales managers do to help their teams meet quota? The sales processes act as an aid to help salespeople meet set metrics, convert clients and close deals.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

HeavyHitter Sales

JULY 1, 2011

Four Critical Sales Kickoff Meeting Success Factors. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Their goal orientation instinctively drives them to meet with key decisionmakers. Are Top Salespeople Born or Made? Books For Heavy Hitters.

Study 163

Study Lead Rank Lead Scoring Penetration 163

Your Sales Management Guru

AUGUST 27, 2012

During an initial meeting where I was performing a business assessment with a new client several common topics re-appeared and since I seem to discover these quite often, I thought it would be a good topic for this blog. Fourth: Are you focused on penetrating your existing accounts? Sales Leadership: Focus on Focus.

Sales Leadership 71

Sales Leadership Penetration Ideal Customer Profile ACT 71

SBI

SEPTEMBER 4, 2012

Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization. Get the meeting. Then prepare yourself properly to conduct the most successful meeting possible. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Revenue 101

Revenue Handbook Face-to-face Penetration 101

Sales Hacker

MARCH 2, 2020

Sales Development and Prospecting. Fanatical Prospecting. How to Get a Meeting with Anyone. Combo Prospecting. High-Profit Prospecting. Predictable Prospecting. Prospects never control anyone who has mastered David Sandler’s 7-step program for top sales. The Seller’s Challenge. Top of Mind.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Partners in Excellence

APRIL 25, 2017

” The ensuing discussion usually focuses on, “We aren’t meeting our numbers, we need to fix the compensation/commission system in order to make our numbers.” There are so many other tools that have greater impact in shorter periods of time. How do our people prospect most effectively?

Compensation 53

Compensation Lead Rank System Commission 53

Sales Hacker

OCTOBER 12, 2021

With Dooly, reps take meeting notes and update Salesforce with one workflow and view, which eliminates duplicates and ensures that Salesforce is always up-to-date, saving sales reps over 5 hours per week. I learned very quickly about outbound prospecting, how to talk to prospects and close deals at a really young age, right out of school.

Top of Funnel 84

Top of Funnel Hiring Scale Call-back 84

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