5-Step Plan to Penetrate the Market in 90 Days (In Any Industry)

Sales Hacker

If you only had 90 days to penetrate the market and produce sales, what would you do? Keep reading to learn how to put together this 5-step plan — and penetrate your market in just 3 short months. DRIP: The Secret to Reliably Penetrate the Market.

Sales Tech Game Changers: Identifying Actionable Intelligence to Penetrate Target Accounts @mattbenati

Smart Selling Tools

With the Gartner Group finding that it takes an average of 7 people in an organization to make a B2B buying decision, your current accounts should be a high priority when it comes to prospecting for new leads.

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Know The Prospective Buyer

MTD Sales Training

Know The Prospective Buyer. While every person is different, you will find that most prospective customers fit into certain categories. Different Prospective Buyer Types. This is the prospect that interrupts you, is often rude or disrespectful, tries to antagonise you and seems to be someone who eats sales people for lunch. Maintains deep and constant eye contact: The person will stare you directly in the eye with unwavering penetration.

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Prospect Lists a Social Selling Way

Sales 2.0

From my research and analysis of thousands of prospecting calls, I’ve found the three biggest factors that super-charge your chances of getting into a busy prospect’s office are: Prospect profile: who to call. Prospecting

Prospect Development Program Jumpstarts Manufacturer’s Channel Sales


It’s important to keep your market primed so that when it comes time to buy, these prospects reach out to you. How many times have you lost a piece of business because the buyer didn’t know who you were? Probably more often than you’d like.

What are you Listening To? (Part I)

The Pipeline

From where I sit, you need ask questions that penetrate the protective shield buyers have developed to protect themselves from the usual lot of overtly self-serving questions sellers ask, of course delivered in a consultative mode. By Tibor Shanto – tibor.shanto@sellbetter.ca.

3 Ways Small Cap CMOs Can Improve Revenue Performance

Smart Selling Tools

On the account side, as we address penetration issues, we study behavior at multiple levels. We look at the trajectory of a market and our prospect companies’ options in that context. 3 Ways Small Cap CMOs Can Improve Revenue Performance.

3 Ways to Win With Curiosity – Sales eXchange – 145

The Pipeline

At the same time, because you are getting to the root cause for the needs that are driving the buyer, leading to a much bigger, deeper, and better picture of how you can help the buyer, now and moving forward, it will allow you to close bigger, improve penetration and retention.

How to Build a Successful Sales Team: VIDEO

DiscoverOrg Sales

Separate prospecting and closing roles. Sales prospecting and closing are two very different skills: Reps who are born closers aren’t usually great prospectors as well (and vise versa)! For example: When prospecting to a new company, require certain elements of their tech stack.

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How to Realign Sales Teams to Motivate a Remote Workforce

Sales and Marketing Management

Businesses should look for ways to easily re-allocate quotas, based on factors such as how your customers and prospects are impacted by changes in the market. . Author: Vismay Gada As of 2019, 4.3

OppSource Hires Former RevJet Director to Grow Business, Lead Enterprise Deals

Smart Selling Tools

He brings a wealth of knowledge to OppSource on how to penetrate markets, drive customer relationships and help the organization scale in a way that drives accelerated growth and sales performance. Industry News Conversation Intelligence OppSource Prospect Engagement Sales Engagement

TechTarget Accelerates Brand Consideration and Account Engagement with Latest Update to Priority Engine Purchase Intent Insight Platform

Smart Selling Tools

Priority Engine’s Brand Accelerator provides a reliable way for customers to know when their ads have influenced specific accounts, identify and engage active prospects at those accounts and determine how much of their total addressable market they have penetrated.”.

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

DiscoverOrg Sales

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

7 Figures Reveal How Your Location Impacts Your Selling Style

HeavyHitter Sales

Just as a doctor must sometimes prescribe a painful treatment to heal a patient, in some sales situations, salespeople must control prospective customers to help them. New Account Penetration.  The results show that there are regional prospecting preferences.

How to Actually Scale Your Referral Business

No More Cold Calling

With a proven, disciplined referral system, your team will: Get meetings with qualified prospects with one call. Convert prospects to clients more than 50 percent of the time. Penetrate prime accounts with personal introductions.

3 Ways Corporate Hierarchy Data Can Accelerate B2B Enterprise Sales

DiscoverOrg Sales

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. And if you don’t take advantage of the interrelationship between entities, you’re probably leaving money on the table; once you’ve penetrated one entity, you’ve potentially paved the way into another.). What is corporate hierarchy?

What Do The Numbers Mean?

Partners in Excellence

We know outbound prospecting calls are important. For example, if we need to penetrate new customer segments, grow relationships with existing customers, grow select product or solution areas; how do we know how we are doing. Will we penetrate the new markets?

How to Price a Product That Your Sales Team Can Sell

Hubspot Sales

Analyze the price points of other companies your prospects could buy from. Penetration Pricing. A penetration pricing strategy is used by new companies who enter the market and price their product at an extremely low price.

Start With The End In Mind, The Tyranny Of More, Part 2

Partners in Excellence

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.

Putting Customer Segmentation To Work In The Field

Sales Benchmark Index

Customer/prospect segmentation is a key first step in making wise allocation decisions. What is the revenue opportunity from prospects? Where exactly are these greatest potential customers and prospects? Operationalize Your Customer / Prospect Segmentation.

Playing Sales Hide and Seek – Sales eXchange 168

The Pipeline

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.

Talking to Your Customer About Their Dreams – Part 4

Jeff Shore

It’s one thing to get a general understanding of what the prospect is looking for; it is an entirely different experience to truly connect with what that really means to a customer on an emotional level. Let your prospect know that this is a healthy exercise. By Jeff Shore. ?(Author’s

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. boldly proclaims that the book is “the essential handbook for prospecting and new business development” and it doesn’t disappoint.

How to Be a Good Sales Manager: 4 Tips for Success


One great strategy is to spend time teaching your salespeople to research and get to know their prospects together in order to come up with the best, most tailored prospecting approach.

Do You Really Know Your Sweet Spot?

Partners in Excellence

Maximizing sales success, market penetration, and growth requires knowing your “sweet spot.” But too often, I see organizations with poorly defined sweet spots, with sales people wasting huge amounts time on marginal deals or prospecting where they have no business.

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New Logos, Account Development, Hunting

Partners in Excellence

Recently, Don Mulhern and I were have a discussion about misunderstandings–consequently lost opportunities in prospecting, new account development, account growth. We know prospecting is critical for all sales people.

Heavy Hitter Sales Blog: IT Sales Strategy: Software, SaaS.

HeavyHitter Sales

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012.

Are You The Complete Sales Person – Sales eXchange – 146

The Pipeline

That is very few are complete sales people, meaning competent at all key elements of B2B sales, starting with lead gen and management, to prospecting, a thorough discovery process, presenting a winnable proposal, winning the deal, and then penetrating and maintaining the account.

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Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation


The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Removing Risk from Your Next Sales Manager Promotion

Sales Benchmark Index

An SLC allows prospective future managers to “try before they buy”. 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?

2019 Top Sales Challenges. Solved!

HeavyHitter Sales

  How do I conduct meaningful discovery when meeting with prospects?        What are the best questions to ask a prospect and what should I be prepared for?     What's the best day of the week to contact prospects

All Revenue Is Not Created Equal!

Partners in Excellence

We start to develop a reputation in the segment, when we prospect, customers have heard of us, they know we are credible and can produce results, they are more willing to consider us as a solution provider.

Survey Says. Social Media Improves Quota Attainment and More

A Sales Guy

How far has social media penetrated the sales ranks? They understand that customers and prospects are anywhere 50% to 60% into the sales process before they even reach out. Well it’s here. The results of the social media and sales quota survey.

3 Takeaways from ZoomInfo’s 2019 Technographic Data Report


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.

Top 10 Best Practices from a Fortune 500 CMO

Sales Benchmark Index

Highlight the importance of social proximity; the connection distance in social media between prospects/customers and company contacts. Understand the differences between cultures, languages, economic dynamics, technologies penetration and religion.

Technographics: 6 Reasons to Use Technographic Data


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.

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Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. At other accounts, prospective buyers weren’t experienced with purchasing products.

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10 Types of Sales Quotas


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. Hitting quota is the story of your business’ success or failure - dramatic, but true.

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3 Lessons on How to Growth-Hack Like a Pro

Sales and Marketing Management

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. Later, in 2016, ZoomInfo expanded the convenience – and popularity – of ReachOut by offering immediate linkage from Salesforce to ZoomInfo data and making ReachOut the first solution that similarly turns any corporate website into an instant prospecting tool.

Taking ATS to New Levels: A Bullhorn & DiscoverOrg Partnership

DiscoverOrg Sales

Advanced search and filters can only do so much in penetrating the sheer number of records any ATS can house. We want to simultaneously make the prospecting process more effective while also leveling the playing field. Deeper Intel on Your Target Prospects.