Sales and Marketing Management

JUNE 16, 2017

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. Case study : Airbnb: For companies that already have a viable product or service, growth hacking can help drive awareness.

Penetration 153

Penetration Case Study Lead Rank Hotels 153

Zoominfo

JANUARY 5, 2021

With this intel, you can: Identify and target your best prospects Access up-to-date company and contact information Prioritize leads Close more sales. And for many companies, Salesforce serves as their CRM and ‘system of record’ for interactions with prospects and customers. Let’s say you’re prospecting on a corporate website.

SalesForce 173

SalesForce Meeting Marketing Lead Rank 173

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

Zoominfo

MARCH 27, 2019

The term technographic data, or technographics , refers to the essential technologies and tools a business uses to function. Most importantly, you’d have a list of highly-qualified, sales-ready prospects to reach out to. For those who aren’t familiar with the concept of technographics, allow us to explain.

Report 222

Report Data B2B Survey 222

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 ).

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Zoominfo

OCTOBER 5, 2021

With the right data and tools, buyer personas can be quantified, allowing automation and integration into tools like CRMs. An ideal ICP quickly identifies a quality prospect based on what is feasible for a seller. For customer insights and prospecting, there is sales intelligence. How many prospects are in each persona?

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

Sales and Marketing Management

FEBRUARY 22, 2021

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. This generated an uptick in prospects that downloaded our content and became leads for our BDR team to contact later.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

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

Zoominfo

SEPTEMBER 23, 2020

Integrative, Effective Digital Tools: When it comes to your GTM strategy, and any kind of product launch, you need integrative automation tools to help execute and measure results across the channels that matter most. . Re-creating our ICP not only helped us find a path to high-value prospects,” Cooper said. “We What’s Broke?

Ideal Customer Profile 189

Ideal Customer Profile Strategy Buyer Persona Lead Rank 189

Zoominfo

JANUARY 5, 2021

With this intel, you can: Identify and target your best prospects Access up-to-date company and contact information Prioritize leads Close more sales And for many companies, Salesforce serves as their CRM and ‘system of record’ for interactions with prospects and customers. Let’s say you’re prospecting on a corporate website.

SalesForce 130

SalesForce Meeting Marketing Lead Rank 130

SBI

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.

Tools 82

Tools Territories Webinar Metrics Report 82

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

Zoominfo

MARCH 9, 2021

On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. The goal is to target the right prospects, as well as bring them along the buyer’s journey. Demand Gen = Sales + Marketing.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

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? Technographics are the essential technologies and tools organizations use to run their business. The company with technographic data that is going to have the upper hand.

Data 100

Data Eloqua Buyer Persona Demographics 100

BuzzBoard

MARCH 30, 2024

Utilizing digital marketing tools, like AR, demonstrates the value of your digital agency. Demonstrating Successful Examples of Using Augmented Reality in Local Shopping Augmented reality (AR) offers an exciting prospect for enhancing local shopping experiences. Harness the power of AR and redefine the norms of local business.

Retail 52

Retail Consumer How To Penetration 52

PandaDoc

FEBRUARY 23, 2024

Automation is fundamental to building a robust sales pipeline ; document management tools fused with CRM software accelerate this process. What will this opportunity bring me in terms of results (revenues, exposure, market penetration, etc.)? At this stage, you also need to make sure you have the right opportunity management tools.

Opportunity 52

Opportunity Sales Qualified Lead How To Proposal 52

BuzzBoard

FEBRUARY 28, 2024

Remember, consistency is key; sustained engagement with these strategic tools will accelerate small business growth in the digital landscape. The transformative potential of this digital tool is evident in the success stories of small businesses. Leverage these digital marketing approaches to revolutionize your small business.

Small Business 52

Small Business Small Business Demand Generation Agencies Case Study 52

Highspot

JANUARY 22, 2024

It encompasses a set of strategic actions designed to position the offering in a way that resonates with the potential customers, creates differentiation, and ultimately drives successful market penetration. Maximized Market Penetration Facilitates a systematic approach to reaching and capturing a larger share of the target market.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Highspot

JANUARY 22, 2024

It encompasses a set of strategic actions designed to position the offering in a way that resonates with the potential customers, creates differentiation, and ultimately drives successful market penetration. Maximized Market Penetration Facilitates a systematic approach to reaching and capturing a larger share of the target market.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Zoominfo

APRIL 11, 2019

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 ).

Sales Qualified Lead 100

Sales Qualified Lead Penetration Face-to-face Quota 100

Zoominfo

NOVEMBER 29, 2021

How To Track Marketing KPIs The following types of tools are used to track, measure, and share KPIs: Web analytics CRM systems Data dashboards Data visualization Business intelligence software Whichever solution you use, make sure you’re able to share insights in a digestible way across your marketing department, and with other departments, too.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

SBI Growth

SEPTEMBER 23, 2012

Receive a package of tools including this Top Ten Sales Rep Competencies list. Sales can then do what they should be doing, which is selling, not prospecting. This also includes any required deal tracking and maintenance in your Sales Force Automation/Customer Relationship Management tools. Sales can’t do the job alone.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

DiscoverOrg Sales

JUNE 8, 2016

For staffing companies, the Applicant Tracking System (ATS) is one of those tools with which salespeople and recruiters have a love-hate relationship. Advanced search and filters can only do so much in penetrating the sheer number of records any ATS can house. Deeper Intel on Your Target Prospects. Take Your ATS to New Levels.

Penetration 120

Penetration Gatekeeper Data Face-to-face 120

Chorus.ai

SEPTEMBER 29, 2020

Modify your sales process for approaching new business, focusing on prospects with the highest-potential LTV. In an economic downturn, the key to sales success is restricting your targeting to prospects with the highest likelihood of conversion. Tools like Deal Hub make phase handover (e.g.,

Scale 114

Scale Top of Funnel Churn Buyer Persona 114

SBI Growth

JULY 30, 2013

Highlight the importance of social proximity; the connection distance in social media between prospects/customers and company contacts. Review your collateral and ensure you are arming the sales team with the right tools. Understand the differences between cultures, languages, economic dynamics, technologies penetration and religion.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

Crunchbase

MARCH 13, 2023

For instance, it’s often easier to get meetings with prospects in the SME space, particularly startups. Tools like People.ai , Gong , Xactly and Clari (a Sapphire Ventures portfolio company) can help teams with predictive forecasting and give granular insights into deal progression so they can make the most informed decisions.

Territories 59

Territories Churn Face-to-face SME 59

Zoominfo

SEPTEMBER 23, 2020

Integrative, Effective Digital Tools: When it comes to your GTM strategy, and any kind of product launch, you need integrative automation tools to help execute and measure results across the channels that matter most. Re-creating our ICP not only helped us find a path to high-value prospects,” Cooper said. “We

Ideal Customer Profile 100

Ideal Customer Profile Strategy Buyer Persona Lead Rank 100

Zoominfo

OCTOBER 5, 2021

On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. The goal is to target the right prospects, as well as bring them along the buyer’s journey. What are their unique pain points?

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

Pointclear

OCTOBER 24, 2011

—noted the Dreamforce announcement of Salesforce.com’s support for Kenandy , a cloud-based manufacturing solution that incorporates the social tool, Chatter. Another major benefit is that our prospect development services provide thorough market coverage, a requirement that few companies are able to address successfully.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

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. Grow your revenue with all-in-one prospecting solutions powered by the leader in private-company data. Search less.

Account Based Marketing 72

Account Based Marketing Account Marketing Sales Qualified Lead 72

Showpad

NOVEMBER 24, 2020

Let’s examine how to accelerate sales even when prospects aren’t biting. W : Areas in which your competitors outperform you, like stronger branding, greater market penetration or sustainable financials. Access to intuitive tools. Optimizing every touchpoint and prospect interaction. Conduct a thorough SWOT analysis.

Lead Rank 52

Lead Rank Lead Scoring How To GoldMine 52

SBI

OCTOBER 1, 2014

Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. Integrate your CRM, webinar management and more, most with one click.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Emissary

JUNE 26, 2023

It’s tempting to allow for a somewhat relaxed Q3 as sellers, clients, and prospects all take well-earned summer vacations. Do your homework to build out specific penetration plans for a narrow set of candidates. This can involve redistributing planning tools, holding refresher training and assigning field coaches. Prep for BOY.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Account Based Marketing Lead Rank 52

Hubspot Sales

JANUARY 9, 2018

Factor in your product’s price, total addressable market (TAM), market penetration, and resources (including your sales headcount and Marketing support). Identify 100 potential prospects and assign tiger team to each. Sales tools. That could be 100 new customers or 450 sales. Objective: Acquire 20 Enterprise logos.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

Alice Heiman

APRIL 18, 2018

If all of them want to learn to write better prospecting emails find an instructor to come in and teach them but if you don’t have the budget you can find resources like the ones on SalesFolk and them started. Use Your Tools. Another part of developing your team is making sure they are using the tools they were given.

How To 93

How To Penetration Groups Account 93

Highspot

AUGUST 31, 2021

Outbound sales: This model relies on salespeople to generate leaders, typically through prospecting techniques like cold calling or social selling. Consider how and where you are interacting with your buyers throughout the sales cycle, how buyers respond to the resources and tools you provide them, and how long they spend with each.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

SalesLoft

AUGUST 6, 2019

Sales tech, a sales engagement tool, will help you manage complex tasks, especially top of the funnel in sales development. But what a sales technology tool will not do for you is help you figure out and cut through the noise of what are the right actions to take. It was a cutting edge concept three or four years ago.

Top of Funnel 75

Top of Funnel Funnel Analytics Penetration 75