Partners in Excellence

AUGUST 30, 2022

As sellers, our job is to find or initiate new opportunities with customers in our territory. We prospect, qualify, and pursue opportunities within our territories. We prospect, qualify, and pursue opportunities within our territory. We prospect, qualify, and pursue opportunities within our territory.

Account 85

Account Territories Penetration Referrals 85

SBI

JULY 12, 2018

Below are a few ways we help sales organizations: Go-to-market – As the market shifts from volume-based to targeted sales and marketing strategies like ABM, InsideView helps organizations identify new market opportunities, align sales and marketing execution, and optimize revenue performance. companies and 32M decision-makers globally.

InsideView 104

InsideView Ideal Customer Profile Lead Rank Marketing Qualified Lead 104

Carew International

APRIL 8, 2021

By most measures, prospecting is one of the least-welcome aspects of the sales profession. Call it what you will, from the unpolished “cold calling” to the more elegant “business development,” the mere mention of prospecting in any of its forms can send sales professionals into an uncontrollable flurry of activity involving anything else but.

Prospecting 66

Prospecting Penetration ACT Decision Maker 66

Zoominfo

JULY 5, 2023

Analyzing the firmographic characteristics of target accounts gave them a template for prospecting similar companies in new markets, such as finance and manufacturing. How BlueOcean Modernized its GTM BlueOcean is a predictive marketing platform that helps companies understand their brand’s market penetration.

Ideal Customer Profile 130

Ideal Customer Profile Direct Mail Strategy Customer 130

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

SugarCRM

FEBRUARY 15, 2024

According to PwC’s latest report, 52% of manufacturers see the most significant opportunity for them in 2024 lies in broadening their portfolio. As manufacturers explore prospects in fresh markets, it becomes essential for them to actively adjust to the evolving landscape of UK trading rules and regulations post-Brexit.

Opportunity 26

Opportunity SugarCRM Face-to-face Infusion 26

Pointclear

MAY 12, 2011

But it’s imperative, because if you’re not top of mind when it’s time to decide, an opportunity is lost. It’s important to keep your market primed so that when it comes time to buy, these prospects reach out to you. Market coverage, yes it’s part of our business.

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

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

JANUARY 5, 2021

With this intel, you can: Identify and target your best prospects Access up-to-date company and contact information Prioritize leads Close more sales. And for many companies, Salesforce serves as their CRM and ‘system of record’ for interactions with prospects and customers. Let’s say you’re prospecting on a corporate website.

SalesForce 173

SalesForce Meeting Marketing Lead Rank 173

Zoominfo

OCTOBER 22, 2021

At its most basic level, business development involves prospecting and lead generation. Business development is growing as a discipline , and putting the right emphasis on it, including making hires, can turn a tough, recovering market into a field of opportunity for your business.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

DiscoverOrg Sales

SEPTEMBER 26, 2017

This is a great opportunity to finetune DiscoverOrg’s own ABE approach as we target new accounts we haven’t gone after before. We’ll be pulling a subset of accounts out of this orchestration as an A/B test, so we can tell what impact ABE really has, compared to a traditional outbound prospecting method.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

DiscoverOrg Sales

AUGUST 1, 2019

On our sales team, our Account Executives (AEs) focus on strictly net new, while Customer Success Managers (CSMs) focus on the customer and upsell and renewal opportunities. Separate prospecting and closing roles. For example: When prospecting to a new company, require certain elements of their tech stack.

Video 136

Video Outbound Inbound Hiring 136

Zoominfo

MAY 31, 2022

When you offer highly targeted content to an account, customers and prospects feel understood and catered to, which expedites the sales process and increases the likelihood of contract renewal. Ensure optimal coverage Account coverage refers to your ability to penetrate a large number of key accounts.

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Account Marketing 130

Zoominfo

MARCH 27, 2019

Most importantly, you’d have a list of highly-qualified, sales-ready prospects to reach out to. Consider these statistics ( source ): 81.10% of those with access to technographic data say it helps them feel more prepared to talk to sales prospects. Technographic data is a critical advantage in a highly competitive marketplace.

Report 222

Report Data B2B Survey 222

Zoominfo

AUGUST 26, 2021

At its most basic level, business development involves prospecting and lead generation. Business development is growing as a discipline, and putting the right emphasis on it, including making hires, can turn a tough, recovering market into a field of opportunity for your business.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

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

Zoominfo

JANUARY 5, 2021

With this intel, you can: Identify and target your best prospects Access up-to-date company and contact information Prioritize leads Close more sales And for many companies, Salesforce serves as their CRM and ‘system of record’ for interactions with prospects and customers. Let’s say you’re prospecting on a corporate website.

SalesForce 130

SalesForce Meeting Marketing Lead Rank 130

Zoominfo

OCTOBER 28, 2018

Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data. These technographics reveal the tools their prospects use, what they use them for, how long they’ve used them, and much more. 5 Ways Technographics Improve Sales Prospecting.

Data 177

Data Eloqua Buyer Persona Demographics 177

Zoominfo

SEPTEMBER 23, 2020

At traditional SaaS software sales organizations, you have your list of accounts, you have your buyer personas, and you’re trying to create opportunities,” Cooper said. Even though we knew penetrating a market meant we could not necessarily follow traditional processes to create top of the funnel demand,” Cooper continued.

Ideal Customer Profile 189

Ideal Customer Profile Strategy Buyer Persona Lead Rank 189

Zoominfo

OCTOBER 5, 2021

An ideal ICP quickly identifies a quality prospect based on what is feasible for a seller. The binding contracts coordinate L2RM responsibilities and processes, and shared KPIs between sales and marketing teams, depending on where a prospect currently is in their buyer’s journey. How many prospects are in each persona?

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

DiscoverOrg Sales

APRIL 16, 2019

Uncover more enterprise opportunity for your product or service. 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. Discover where the organizational buying centers lie.

Enterprise 120

Enterprise Enterprise B2B Data 120

Sales and Marketing Management

JUNE 16, 2017

Lesson #1 : To expand market share, use “what if” analysis to leave your comfort zone and create new opportunities. 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.

Penetration 153

Penetration Case Study Lead Rank Hotels 153

SBI Growth

NOVEMBER 22, 2012

Customer/prospect segmentation is a key first step in making wise allocation decisions. They alone have the most opportunity and need more headcount, not less. What is the revenue opportunity from prospects? Where exactly are these greatest potential customers and prospects? How much is that for each opportunity?

Segment 288

Segment Customer Territories Penetration 288

Partners in Excellence

MARCH 20, 2019

We have to increase our win rates, increase our average deal size, compress our sales cycles, improve our prospecting, improve how we engage our customers, create great value in every interaction. For example, we could choose to do more prospecting or even better prospecting. This is a huge opportunity cost to our companies.

Penetration 82

Penetration Lead Rank Maximizer Sales Qualified Lead 82

Zoominfo

NOVEMBER 29, 2021

” Revenue Metrics Opportunities : Number of times a salesperson marks a lead as an opportunity and attributes that opportunity to an email campaign. Account penetration percentage. The dollar value of the gift depends on the importance of the prospect.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

The Pipeline

OCTOBER 1, 2012

This is why many sellers have difficulty getting through, they fail to penetrate the “prove value to me” wall erected by prospects, and in effect they fail the BS test. Both parties are guilty, and both pay the price by extending the sales cycle, costing time, money and opportunity.

Penetration 257

Penetration Buyer Objections Intent 257

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

Mereo

MARCH 18, 2021

A natural progression companies follow is to target and win new accounts and expand certain products into new regions, where they have a smaller market penetration. This common approach has been used since 1957 to organize and define product and market growth strategies into four fundamental sectors: MARKET PENETRATION STRATEGY.

Strategy 85

Strategy Penetration Ideal Customer Profile Google 85

Zoominfo

JUNE 14, 2022

Here are some common B2B display advertising mistakes: Remarketing: Just because someone landed on your website doesn’t mean they’re a good-fit prospect. You should match a list of strong prospects via your first-party data or a trusted third-party data provider to layer on top of the native audience. Always put the goal first.

Advertising 130

Advertising Advertising Lead Rank Marketing Qualified Lead 130

BuzzBoard

MARCH 30, 2024

For local businesses, this technology presents an opportunity to elevate customer experiences, foster robust brand engagement, and notably, boost sales conversions. Demonstrating Successful Examples of Using Augmented Reality in Local Shopping Augmented reality (AR) offers an exciting prospect for enhancing local shopping experiences.

Retail 52

Retail Consumer How To Penetration 52

Zoominfo

OCTOBER 28, 2018

What happens when two companies have identified the same target audience and have access to the same demographic and firmographic prospect data? Beyond that basic definition, technographics can also include information about how and when your prospects use their technology. What Are Technographics? As it turns out—a lot.

Data 100

Data Eloqua Buyer Persona Demographics 100

SBI

NOVEMBER 10, 2020

Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. Areas we commonly see a focus on include improvement in deal size or velocity, increased account penetration of white space, and customer satisfaction scores.

Lead Rank 177

Lead Rank Lead Scoring Account Penetration 177

Crunchbase

SEPTEMBER 21, 2020

Any way you slice it, the gig economy represents an enormous opportunity for B2B companies of many stripes and it’s here to stay. It’s tempting to jump right in and develop a new sales strategy for penetrating the gig worker market. That’s how you’ll know where to pursue guest-blogging opportunities, backlinks and ad deals.

Penetration 134

Penetration Segment Demographics Benefit 134

Highspot

JUNE 26, 2023

Share marketing, enablement, and sales results – Communicate metrics with stakeholders and team members, celebrate success, and brainstorm opportunities for improvement. You will also gain a comprehensive understanding of the resources needed to acquire each customer and identify opportunities for improvement in sales processes.

Sales Enablement 52

Sales Enablement Top of Funnel Hiring Lead Rank 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. Faster Time-to-Market Accelerates the product’s entry into the market, capitalizing on timely opportunities.

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. Faster Time-to-Market Accelerates the product’s entry into the market, capitalizing on timely opportunities.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Zoominfo

SEPTEMBER 23, 2020

At traditional SaaS software sales organizations, you have your list of accounts, you have your buyer personas , and you’re trying to create opportunities,” Cooper said. Even though we knew penetrating a market meant we could not necessarily follow traditional processes to create top of the funnel demand,” Cooper continued.

Ideal Customer Profile 100

Ideal Customer Profile Strategy Buyer Persona Lead Rank 100