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.

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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.

Heavy Hitter Sales Blog: Thought Provoking Motivational Sales.

HeavyHitter Sales

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. My latest book titled Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy presents a revolutionary new C-level sales philosophy based upon the interrelationship between psychology and language. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon.

How to Create a Sales Plan: The Ultimate Guide

Hubspot Sales

Factor in your product’s price, total addressable market (TAM), market penetration, and resources (including your sales headcount and Marketing support). What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles.

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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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.

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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.

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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.

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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.

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.

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.

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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.

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?

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.

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.

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?

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.

2018 Plans are Set–Time to Execute!

Pipeliner

The plan’s brevity forces key players to make decisions on which channels to market, key strategies to penetrate each, and which team members will be assigned. At Flannery Sales Systems, we just finalized work with three of our customers on their 2018 sales plans. The contributions we made fell into one or more of the five categories you can see below.

Growing Revenue: A 3 Step Framework for Acquiring New Business

Smart Selling Tools

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.

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 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.

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?

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.

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!

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.

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.

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."

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.

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 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.

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).

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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.

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Why Salespeople Fail – Plus a Free Sales Health Check

Jonathan Farrington

Are they able to first identify and then penetrate the formal DMU (Decision Making Unit) and reach the MAN?

Guest Article: Agile Field Sales Teams are the New Winners

Jonathan Farrington

Being Agile Drives Better Execution of the Sales Plan, and Deeper Market Penetration. Agile Field Sales is an emerging paradigm made possible by the rapid expansion of capabilities in cloud and mobile technologies.

Can’t

A Sales Guy

It’s not that you can’t penetrate that big account. You “Can’t” It’s not that you can’t get ahold of the CEO. It’s not that you can’t make Presidents Club. It’s not that you can’t find more “A” players. And it’s not that you can’t get your team to use a CRM.

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

Do you wish to increase account penetration with core products? Sales Tips: How to Plan Your 2017 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company.

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