Highspot

JANUARY 22, 2024

Having a well-defined go-to-market (GTM) strategy is crucial for the success of any product or service. A successful GTM strategy involves a series of coordinated steps aimed at bringing a new product to market effectively. One of the key components that play a pivotal role in executing a GTM strategy is sales enablement.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Zoominfo

FEBRUARY 26, 2021

Let’s be clear: whether B2B leaders realize it or not, AI has penetrated nearly every aspect of common business processes, and sales is no exception. Think about it: Traditional sales software applications have long since been deployed in streamlining daily tasks associated with prospecting and pipeline management.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

Zoominfo

SEPTEMBER 23, 2020

It’s a unique, product-specific, customer-focused go-to-market strategy. So how do you create a foolproof GTM strategy? What is a GTM Strategy? A go-to-market strategy , more than anything, is a plan. One of the main goals of a GTM strategy is to ensure a competitive edge. What Goes Into an Effective GTM Strategy?

Ideal Customer Profile 100

Ideal Customer Profile Strategy Buyer Persona Lead Rank 100

Crunchbase

FEBRUARY 22, 2021

B2B sales prospecting isn’t always as exciting and glamorous as other parts of the sales routine, as you can imagine; it’s far more behind the scenes and challenging. In fact, sales leaders agree that prospecting is the hardest part of the sales process. Find more prospects with Crunchbase Pro – try it free.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

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. These strategies can be approached in one of three ways: Organically create solutions. MARKET DEVELOPMENT STRATEGY. PRODUCT DEVELOPMENT STRATEGY.

Strategy 85

Strategy Penetration Ideal Customer Profile Google 85

Hubspot Sales

JULY 1, 2020

Here are some fundamental strategies you can employ to make sure you're in the best position to negotiate as effectively as possible. Do everything you can to help yourself anticipate how your prospect is going to negotiate. Try to determine the strategies they'll employ and the inclinations they'll display. Do your research.

Negotiation 132

Negotiation Strategy Decision Maker Scale 132

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

Tools 112

Tools Ideal Customer Profile Prospecting Intent Data 112

Zoominfo

MAY 31, 2022

Benefits include: More efficient campaigns : ABM is a hyper-targeted strategy, which means you won’t waste money on unqualified leads. It’s a business-wide strategy where both teams collaborate to identify and target agreed-upon accounts. If you get this step wrong, it could derail your entire strategy.

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Account Marketing 130

Zoominfo

OCTOBER 22, 2021

At its most basic level, business development involves prospecting and lead generation. Business development concerns everything your company does to expand its operations, from the collection of newly qualified leads (prospecting) to networking at scale. The confusion is understandable — both involve growing your business.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Sales and Marketing Management

FEBRUARY 22, 2021

Here are lessons from two of our key programs last year that we plan to incorporate into our 2021 demand generation strategy: Revamped Webinars. We’ve now created four nurture streams (previously we had just one), segmenting prospects by job title and areas of interest as determined by our BDR team and through progressive profiling.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

Zoominfo

AUGUST 26, 2021

At its most basic level, business development involves prospecting and lead generation. Business development concerns everything your company does to expand its operations, from the collection of newly qualified leads (prospecting) to networking at scale. This can be particularly ruinous to early-stage startups.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

DiscoverOrg Sales

SEPTEMBER 26, 2017

Join DiscoverOrg’s sales, marketing, and customer success teams as we step through the planning and execution of a true account-based everything strategy. 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

Sales and Marketing Management

MAY 31, 2020

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. . Keep Staff Aligned with Changing Sales Strategies . Sales teams must be agile during these challenging times, for example, by changing quotas on the fly.

Motivation 194

Motivation Compensation Incentives Incentive 194

The Digital Sales Institute

JUNE 17, 2019

A sales strategy template sounds like an activity only large companies would consider doing. The reality is very different as everyone in business, from a small business to entrepreneur and salespeople can benefit from understanding the workings of a solid sales strategy. Why create a sales strategy?

Ideal Customer Profile 51

Ideal Customer Profile Strategy Lead Rank Buyer Persona 51

DiscoverOrg Sales

APRIL 16, 2019

A high-level view of corporate hierarchy for a global strategy. 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. Uncovering enterprise buying centers.

Enterprise 120

Enterprise Enterprise B2B Data 120

BuzzBoard

MARCH 30, 2024

The Role of Digital Marketing in Enhancing Local Shopping Experience Through Augmented Reality In today’s rapidly evolving digital landscape, it is crucial to integrate digital marketing strategies with advanced technologies, such as augmented reality (AR), to enhance local shopping experiences.

Retail 52

Retail Consumer How To Penetration 52

HeavyHitter Sales

MAY 4, 2017

Customer Interaction Strategy. 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. Deal Pursuit Risk.

Penetration 94

Penetration Study Segment Research 94

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

LeadFuze

JANUARY 1, 2022

How to Make a Go To Market Strategy With Our Proven Template. The Winning by Design Blueprint Series provides a step-by-step go to market plan for every part of the sales process, including developing a go to market strategy. This guide answers the following questions: What are the steps in creating a good GTM strategy?

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

The Pipeline

APRIL 5, 2013

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. Where there is a range of opinions is around what is a good question. What’s in Your Pipeline? Tibor Shanto.

Demand Generation 272

Demand Generation Demand Generation Targets Sales Qualified Lead Penetration 272

DiscoverOrg Sales

AUGUST 1, 2019

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)! This alignment provides for far better account penetration, because they each understand the other’s priorities, tendencies, and approach.

Video 136

Video Outbound Inbound Hiring 136

The Pipeline

APRIL 23, 2012

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. you will compete with a big group.

Lead Gen 288

Lead Gen Penetration Top of Funnel Proposal 288

BuzzBoard

FEBRUARY 28, 2024

Delving into digital marketing success stories for small businesses can aid salespeople in devising effective strategies for their clients. Similarly, the local restaurant that capitalized on location-based SEO strategies made significant strides. One strategy small firms exploit is search engine optimization (SEO).

Small Business 52

Small Business Small Business Demand Generation Agencies Case Study 52

No More Cold Calling

AUGUST 1, 2013

Whether you are CEO, vice president, or a sales manager , you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. Referral Selling is a Complete Shift.

Referrals 253

Referrals Sales Qualified Lead Cold Calling Penetration 253

Zoominfo

APRIL 2, 2018

Are your sales reps relying on headquarter phone numbers every time they reach out to a prospect? A sales rep using a direct dial is 46% likelier to reach a prospect at the director level than a rep who is not using a direct dial. 65% of sales reps struggle to find content to send to prospects ( source ). Market penetration.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

SBI Growth

JULY 30, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Highlight the importance of social proximity; the connection distance in social media between prospects/customers and company contacts. How are you supporting social selling? Have you updated your buyer process maps (BPMs)?

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

Alice Heiman

NOVEMBER 21, 2018

Isn’t that exactly what you are doing if you don’t have a strategy to retain and grow your existing customers? In it, she explains the 10 growth strategies companies pursue. The 3 customer-focused growth strategies are: Creating a great customer experience. Penetrating your existing customer base. Here’s What We Know.

Customer 116

Customer Webinar Metrics Retention How To 116

Crunchbase

SEPTEMBER 21, 2020

If growing your company is one of your foremost goals, focusing on the gig economy is a smart strategy. It’s tempting to jump right in and develop a new sales strategy for penetrating the gig worker market. But successful sales strategies are built on sound, comprehensive marketing strategies. See C ustomer, above.

Penetration 134

Penetration Segment Demographics Benefit 134

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

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

Hubspot Sales

DECEMBER 9, 2020

You've probably heard of solution selling — it might even be your strategy of choice. It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them.

Solutions Selling 136

Solutions Selling Retail Face-to-face Sales Methodology 136

Zoominfo

NOVEMBER 29, 2021

Account penetration percentage. Direct Mail KPIs Otherwise known as gifting, direct mail entails sending emails with gifts (typically gift cards) or actual physical gifts to high-value prospects to persuade them to take a meeting. 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

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. I’d like to extend that discussion.

Penetration 83

Penetration Lead Rank Maximizer Sales Qualified Lead 83

Partners in Excellence

AUGUST 3, 2020

Mix, both product/service and market may be important in assuring balanced performance in executing the company strategy. New customer acquisition, new market penetration can be important measure, if they are important to our company strategies. Whether it’s revenue, pipeline health, prospecting meetings.

Compensation 148

Compensation Pipeline Penetration Quota 148

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. When your email arrives at the top of your prospect's inbox at a time that aligns with their schedule, you increase your email success rate. HubSpot Email Scheduling. Pricing: Free.

Tools 118

Tools Closing Territories Hubspot 118

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

Crunchbase

MAY 18, 2022

The idea is to personalize your campaigns for each pre-qualified prospect and pinpoint their unique attributes and specific needs, then use this intelligence to speak to them in an up-close and individualized way. The benefits of ABM An introduction to ABM strategies How to determine if ABM is right for your business. Search less.

Account Based Marketing 72

Account Based Marketing Account Marketing Sales Qualified Lead 72