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Penetrate and Proliferate: Is an Account Based Marketing Strategy for You?
Sales Benchmark Index
AUGUST 15, 2016
Marketing Strategy Podcast
Penetration Related Topics 
ADVANCED NEW I.T. ACCOUNT PENETRATION STRATEGIES WEBINAR
HeavyHitter Sales
NOVEMBER 1, 2014
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.
Heavy Hitter Sales Blog: If Sigmund Freud Was Your Sales Manager
HeavyHitter Sales
OCTOBER 4, 2011
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.
Is Your Product Marketing Manager Good Enough?
Sales Benchmark Index
JULY 5, 2014
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.
The Salesperson Mindset: Speed of Technology Adoption
Pipeliner
MARCH 7, 2017
It took an additional 39 years for telephones to reach 40 percent penetration, and another 15 years before they were in most every household. Smartphones, on the other hand, accomplished 40 percent penetration in just 10 years.
Brent's Social CRM Blog: Penetrating the Attention Economy in the.
Social CRM
JANUARY 13, 2010
Penetrating the Attention Economy in the Age of Social Media. Listed below are links to weblogs that reference Penetrating the Attention Economy in the Age of Social Media : Comments. Penetrating the Attention Economy in the Age of Social Media. Brents Social CRM Blog. Intuit Small Business Expert Series Starts This Week - Its Got Social CRM (#SCRM) | Main. Have You Thanked Your Frientor Today? ». January 13, 2010.
Why Salespeople Fail
Jonathan Farrington
AUGUST 28, 2014
Are they able to first identify and then penetrate the formal DMU (Decision Making Unit) and reach the MAN? When I am asked to diagnose why an individual – or even an entire sales team - are not performing at optimum levels, I usually ask just four very straightforward questions: Are they visiting/talking to enough clients/prospects? In other words are they pro-active and are their activity levels high?
7 Figures Reveal How Your Location Impacts Your Selling Style
HeavyHitter Sales
MAY 4, 2017
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.
Voice of the Employee Can Cure Broken Customer Experiences
The 1to1 Media Blog
FEBRUARY 12, 2015
So while many companies have programs in place to mine voice of the customer, customer feedback alone is insufficient to get at root causes of bad CX because it penetrates only the top layers of the ecosystem. A few weeks ago, many of our customer experience analysts including my colleague Maxie Schmidt and me were glued to our computer screens, watching a presentation by a big bank.
10 Questions Every Sales VP Candidate Should Ask the CEO
Sales Benchmark Index
DECEMBER 29, 2013
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.
An Independent Study of DiscoverOrg Contact Data Accuracy
HeavyHitter Sales
MARCH 30, 2017
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.
Taking Mobile Customer Engagement to the Next Level
The 1to1 Media Blog
FEBRUARY 17, 2015
And it''s not just Millenials who are working their mobile devices feverishly - according to Deloitte, the 55+ crowd is experiencing the fastest year-over-year increase in smartphone penetration in developed countries. Mobile is on a tear. According to The Economist Intelligence Unit, mobile is expected to be the prevailing channel used by younger bank customers in the next five years.
Guest Article: “In Sales, What Differentiates the Top 5% Players?” by Jonathan Farrington
Sales and Management Blog
APRIL 1, 2013
Not only get the order but a satisfied customer, repeat sales, enthusiastic reference sites and constantly increase sales penetration within their accounts. In Sales, What Differentiates The Top 5% Players? by Jonathan Farrington. 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?
In Sales, What Differentiates The Top 5% Players?
Jonathan Farrington
JANUARY 30, 2013
Not only get the order but a satisfied customer, repeat sales, enthusiastic reference sites and constantly increase sales penetration within their accounts.
Wearables in the Enterprise: CIO Implications
Brian Vellmure
OCTOBER 8, 2014
In my last post, I highlighted the imminent penetration of wearables into society , considering some of the broader implications. In this post, I’d like to narrow in a bit on the topic of wearables in the enterprise, and the implications this will have on the CIO.
Removing Risk from Your Next Sales Manager Promotion
Sales Benchmark Index
NOVEMBER 21, 2012
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?
Heavy Hitter Sales Blog: Inspirational Sales Quotes for the New Year!
HeavyHitter Sales
FEBRUARY 23, 2010
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.
Is Your Online Brand Different than Your In-Person Brand?
No More Cold Calling
SEPTEMBER 8, 2016
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
JULY 30, 2013
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.
Sales Leadership: 5 Steps to Exceed 2015 Quota
Your Sales Management Guru
SEPTEMBER 22, 2014
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.
How Top Sales Reps Interview the Interviewer
Sales Benchmark Index
OCTOBER 13, 2013
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
NOVEMBER 17, 2012
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.
Top 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14
Smart Selling Tools
OCTOBER 1, 2014
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?
Spring Cleaning: Tools to Rejuvenate Sales
Smart Selling Tools
MAY 8, 2012
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.
Our Products Are Becoming Commoditized!
Partners in Excellence
JUNE 26, 2017
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.
How to Compensate the Overlay Sales Specialist
Sales Benchmark Index
NOVEMBER 7, 2012
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.
How Not to Sell Your Drill
The Sales Blog
OCTOBER 6, 2014
And maybe the drill you sell can punch holes through substances that other drill just can’t penetrate. How Not to Sell Your Drill is a post from: The Sales Blog | S. Anthony Iannarino.
Message to Management: Make Referrals Your Priority
No More Cold Calling
AUGUST 1, 2013
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
OCTOBER 23, 2014
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
OCTOBER 5, 2014
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?
Black Friday Meets Facebook - Think customers: The 1to1 Blog
The 1to1 Media Blog
NOVEMBER 21, 2011
Black Friday has moved beyond its brick-and-mortar beginnings to penetrate anywhere potential customers are. Black Friday has moved beyond its brick-and-mortar beginnings to penetrate anywhere potential customers are. 1to1 Magazine. Issues. Weekly Digest. Meet the Editors. 1to1 Awards. Customer Champions. Advertise. Content Channels. Customer Experience. Customer Loyalty. Customer Service. Customer Strategy. Data Analytics. Emerging Trends. Employee Engagement. Executive Profiles.
Knowing ISN’T Doing
A Sales Guy
JUNE 26, 2017
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).
Hunters In Major Accounts?
Partners in Excellence
OCTOBER 25, 2016
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?
Growing Revenue: A 3 Step Framework for Acquiring New Business
Smart Selling Tools
SEPTEMBER 4, 2012
Penetrating deeper and broader into existing client accounts, i.e. selling across different departments within a current client’s organization. Growing Revenue: A 3 Step Framework for Acquiring New Business. Do you want to grow revenue? Then you’ll need to close new business.
Hiring Sales Talent: A Tool to Help CEOs Get It Right the First Time
Sales Benchmark Index
DECEMBER 5, 2012
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.
Why You Should Value Prospects Loyal to Your Competitors
The Sales Blog
APRIL 21, 2015
As much as you may not like it, these difficult to penetrate prospects should be the focus of your nurturing efforts, even though it may take you a long time to win them. You know how you are struggling to create an opportunity with this difficult to penetrate dream client? There are some prospective customers that are incredibly difficult to obtain. No matter what you try, they refuse to meet with you.
The Strategic Account Manager – How do you Compensate This Critical Role?
OpenSymmetry
AUGUST 3, 2016
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.
What’s it Like in “Me Only Territory?”?
Jonathan Farrington
APRIL 28, 2014
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.
1 in 3 of the Opportunities Within Your Current Pipeline Will Never Close – Fact!
Jonathan Farrington
FEBRUARY 19, 2014
You haven’t penetrated the “formal decision making unit” and you are only dealing at “recommender” level – or worse, “user” level.
Putting Customer Segmentation To Work In The Field
Sales Benchmark Index
NOVEMBER 22, 2012
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.
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