Penetrate and Proliferate: Is an Account Based Marketing Strategy for You?

Sales Benchmark Index

Marketing Strategy Podcast

ADVANCED NEW I.T. ACCOUNT PENETRATION STRATEGIES WEBINAR

HeavyHitter Sales

ACCOUNT PENETRATION STRATEGIES WEBINAR NOVEMBER 12 th. Martin has he discusses his revolutionary new account penetration strategies from his just released book, Heavy Hitter I.T. One of the toughest tasks in all of sales is to penetrate new accounts. ADVANCED NEW I.T.

Trending Sources

Heavy Hitter Sales Blog: If Sigmund Freud Was Your Sales Manager

HeavyHitter Sales

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Here's an excerpt from my book  Heavy Hitter Sales Psychology : How to Penetrate the C-Level Executive Suite and Convince Company Leaders to Buy.

Sales 30

Is Your Product Marketing Manager Good Enough?

Sales Benchmark Index

They create marketing strategies that maximize and accelerate market penetration and profitability. Why should it matter whether the Product Marketing Manager is good enough? Those of you who have great people in these roles know their value.

[VIDEO] How to Structure a Successful Sales Team

DiscoverOrg Sales

Paired AE’s up with dedicated SDR’s – this alignment provides for far better account penetration and they know each other’s tendencies. Does this problem sound familiar? We spend an enormous amount of time searching for and then hiring what we think to be “A” players.

Video 137

10 Questions Every Sales VP Candidate Should Ask the CEO

Sales Benchmark Index

No historical performance, account penetration, or product maturity calculated in quota. Interviewing for the VP of Sales requires a lot of preparation. Many candidates spend hours honing interview responses.

Quota 128

An Independent Study of DiscoverOrg Contact Data Accuracy

HeavyHitter Sales

Since my area of expertise is Sales Linguistics (the study of how customers use language during the complex decision-making process), I frequently help my clients create the marketing campaigns they use to penetrate new accounts.

Study 31

7 Figures Reveal How Your Location Impacts Your Selling Style

HeavyHitter Sales

New Account Penetration. One of the toughest tasks in all of sales is penetrating new accounts and securing meetings with busy prospective customers.   This Steve W. Martin Sales Research Article Originally Appeared in the Harvard Business Review.

In Sales, What Differentiates The Top 5% Players?

Jonathan Farrington

Not only get the order but a satisfied customer, repeat sales, enthusiastic reference sites and constantly increase sales penetration within their accounts.

Heavy Hitter Sales Blog: Inspirational Sales Quotes for the New Year!

HeavyHitter Sales

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Here’s a few of my favorite quotes from Heavy Hitter Sales Psychology: How to Penetrate the C-Level Executive Suite and Convince Company Leaders to Buy: A smart person knows how something works, a clever person knows how to get something done. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon.

Removing Risk from Your Next Sales Manager Promotion

Sales Benchmark Index

For example: Sales Enablement - Reviewing the results of the New Product Launch and devising a plan to help reps struggling to penetrate accounts. They should be in the top quartile on sales process execution, new product penetration and executing thier cross functional tasks. "I had no idea Dave was going to struggle so much as a Sales Manager. If only I would have known." Sound familiar?

Sales Leadership: 5 Steps to Exceed 2015 Quota

Your Sales Management Guru

Account Plans should at a minimum include a “strategy” and 5 tactical steps to either open or penetrate the accounts more effectively. Sales Leadership: How to Ensure You Exceed Your 2015 Quota.

Quota 64

Is Your Online Brand Different than Your In-Person Brand?

No More Cold Calling

billion) have active Facebook accounts; Twitter runs at around 305 million penetration; and LinkedIn has 414 million users, with Instagram just behind at 400 million. In B2B sales, it’s important to make a good first impression. You are your brand.

Top 10 Best Practices from a Fortune 500 CMO

Sales Benchmark Index

Understand the differences between cultures, languages, economic dynamics, technologies penetration and religion. Changes in marketing organizations today are accelerating at a greater pace than ever before. This is the time of year when Marketing leaders start mapping out 2014 changes.

How Top Sales Reps Interview the Interviewer

Sales Benchmark Index

The company could not penetrate an already competitive market. The next time you interview for a sales job, ask yourself a few questions. Is the company I’m interviewing for worth my time? Is the hiring manager keeping pace with my personal evolution?

How CEOs Can Teach the Board to Evaluate Sales Performance

Sales Benchmark Index

The goal is to determine things like: Account penetration opportunities. Account Penetration – Product vs. Customer Growth. This post is written for CEOs who want to teach the board how to properly evaluate sales performance. According to Spencer Stuart , the average age of a board member in corporate America is 62.4. Many of these individuals made their fortunes in their 40s. When they were running businesses, life was vastly different.

An Inside Look Premiere: A True Story of Executing Account-Based Everything

DiscoverOrg Sales

We’ll be measuring market penetration, velocity, and deal size to determine what is working and what isn’t working.

How to Compensate the Overlay Sales Specialist

Sales Benchmark Index

Market Specialist – penetrates new or divergent vertical markets. Ideally, the overlay specialist should eliminate their own role by training their sales people how to sell the new product or penetrate the new market without assistance. HR and Sales leaders face the challenge of maximizing the investment in sales compensation. Motivating the sales force requires careful adjustment of payout formulas, rates, accelerators, product eligibility tables and more.

Message to Management: Make Referrals Your Priority

No More Cold Calling

Penetrate prime accounts with personal introductions to exactly the decision-makers your sales reps want to meet. It’s up to you to lead the referral-selling charge.

The Comfort and Safety of “Me Only Territory”

Jonathan Farrington

Their dealings are exclusively with key decision makers, and they penetrate formal DMU’s as easily as a knife slicing through butter. The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment.

Selling on Top of the World

Jonathan Farrington

Not only get the order but a satisfied customer, repeat sales, enthusiastic reference sites and constantly increase sales penetration within their accounts. As you can imagine, I am often asked by sales leaders anxious to recruit the best salespeople they can afford, just what is it that makes a consistently top performer; what are their characteristics, where are their strengths, and what differentiates them?

Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14

Smart Selling Tools

Qvidian let’s you bettercommunicate value, accelerate sales cycles and increase market penetration. That’s me with Sassy. What do Hillary Clinton, Bruno Mars, Arianna Huffington, and Eckhart Tolle, have in common?

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Spring Cleaning: Tools to Rejuvenate Sales

Smart Selling Tools

Over time, and if left unattended, the inevitable accumulation of ‘stuff’, the clutter that permeates, penetrates and defines your motivation and attitude, will distract you from your objectives, will keep you from focusing on the right activities, and will undermine the vital integrity you have so carefully nurtured with your customers. Tweet Spring cleaning to rejuvenate sales. Spring is here. As the weather heats up, I feel a jolt of energized motivation.

Tools 117

Hiring Sales Talent: A Tool to Help CEOs Get It Right the First Time

Sales Benchmark Index

Penetrating new markets. Effective growth CEOs can balance working on short-term sales tactics and long-term business strategies. Growing the company means having time to focus on strategic business objectives like: Acquiring new companies. Developing new products. Raising additional capital.

Tools 103

Our Products Are Becoming Commoditized!

Partners in Excellence

Over time, as products get greater market penetration, as competition increases, as we go through cycles of enhancement of the products, as customers get greater familiarity with them—-products, inevitably become commoditized.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

Analyze and profile the sales team and distribution channels that you need to penetrate your markets. . 11 Actions Sales Management Must Take Now!

What’s it Like in “Me Only Territory?”?

Jonathan Farrington

Their dealings are exclusively with key decision makers, and they penetrate formal the DMU as easily as a knife slicing through butter. The very best consultative sales professionals operate exclusively in “me only territory”and that demands an explanation, so let’s begin by examining the traditional sales environment.

The Strategic Account Manager – How do you Compensate This Critical Role?

OpenSymmetry

As a large, complex organization, they were approaching the Penetration Phase on the business maturity spectrum. increase utilization, penetration, cross-sell), and account sales planning/outcomes.

1 in 3 of the Opportunities Within Your Current Pipeline Will Never Close – Fact!

Jonathan Farrington

You haven’t penetrated the “formal decision making unit” and you are only dealing at “recommender” level – or worse, “user” level.

Hunters In Major Accounts?

Partners in Excellence

Our goal in every territory is to maximize our penetration of the territory. Are you assigning hunters to all of your territories, are they maximizing your growth and penetration in those territories?

The Truth About 50+ Year Old Salespeople

HeavyHitter Sales

Hire the salesperson who has a successful track record at penetrating new accounts and proven their ability of turning aloof prospects into close friends.

The Sales Coach - Lessons from Lincoln (Part I)

Anthony Cole Training

A sanctimonious reformer could no more pierce the heart of a drinker or the slaveowner than penetrate the hard shell of a tortoise with a rye straw."

Putting Customer Segmentation To Work In The Field

Sales Benchmark Index

What geographies are under-penetrated? Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales. Customer/prospect segmentation is a key first step in making wise allocation decisions.

Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

Inability to Penetrate New Accounts. One of the most difficult tasks in all of sales is to penetrate new accounts. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers.

Study 35

Why You’re Not Going to be Able to Grow Sales This Year

DiscoverOrg Sales

Account Penetration. A year ago, if you had asked me what my biggest concern was around growing DiscoverOrg 60-100% annually, I would have told you that hiring great sales talent was our biggest roadblock.

A CEO Question: Should You Hire a New Sales Leader?

Sales Benchmark Index

Developing key account penetration plans for the new offering is important. Bob and I are riding in the cart between the 3 rd and 4 th hole. He tells me: “ I am hiring a new sales leader. You have a relationship with Matt but it is time for a change.”. Bob is the CEO of a successful software company. He wants to grow faster. He thinks a new sales leader is the answer. Matt is his current head of sales. His CTO just delivered a new product that expanded the company’s addressable market 2x.

No Product Differentiation? No Problem. A CEO Who Found Another Way to Grow

Sales Benchmark Index

Caliber’s growth depended on retaining and penetrating top clients while converting relationships with key accounts. We built a Key Account Sales organization that focused on customer retention first, penetration second and customer conversions third.”. This post is about a CEO of a $450M company who focused on winning large deals to double revenues in a flat market.

Knowing ISN’T Doing

A Sales Guy

My company is paid to help organizations grow sales, improve their selling prowess, increase leads, close more leads, increase conversions, reduce churn, penetrate new markets, grow the pipeline, create new content, etc. Every day I have a conversation with someone who isn’t where they want to be in their life or their career say to me, “I know. . I know, I need to make more calls. I know, I need to read more books. I know, I need to blog, (or blog more).

Churn 29

The Most Deadly Disease Mankind Has Inflicted Upon Itself

Jonathan Farrington

Build a bullet proof screen around you, so that negative comments or behavior from other people will not penetrate.

Salesperson As Entrepreneur

Partners in Excellence

Yes, our companies give us quotas and goals, but like great entrepreneurs, we really want to maximize our penetration, share, growth in the territory. When you think about it, sales people have an awesome amount of freedom–but also a huge amount of personal responsibility.