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

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 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. Studies show that sales reps forget 84% of all sales training content after 90 days ( source ).

Sales Qualified Lead 100

Sales Qualified Lead Penetration Face-to-face Quota 100

SBI Growth

SEPTEMBER 23, 2012

Sales can then do what they should be doing, which is selling, not prospecting. Sales Reps need to train their customers to use Customer Service. Reps must be able to social map an organization they are trying to penetrate. Sales can’t do the job alone. Delegation: “I will take care of that issue for you, Mrs. Customer.”.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Hubspot Sales

DECEMBER 9, 2020

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. It also takes critical thought and a firm grasp on a prospect's general circumstances.

Solutions Selling 135

Solutions Selling Retail Face-to-face Sales Methodology 135

LevelEleven

AUGUST 29, 2019

In order to train and develop your team, you need to learn how they operate. 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. Develop your team by exposing them to new thinking. Embrace Change.

Sales Management 80

Sales Management How To Penetration Lead Rank 80

Partners in Excellence

JULY 9, 2013

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? Then we need to know what it takes to reach those prospects.

Penetration 90

Penetration Quota Proposal Outbound 90

HeavyHitter Sales

APRIL 7, 2013

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. Inability to Penetrate New Accounts. Other Steve W.

Study 146

Study B2B Penetration Lead Rank 146

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. Deploy final training. Move to office hours and deal rooms and away from full team-based training.

Ideal Customer Profile 52

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

The Pipeline

MARCH 31, 2011

Stored in Attitude , Business Acumen , Prospecting , Sales 2.0 , Sales Strategy , Social Selling , Social media , Trigger Events , Webinar , execution. Prospecting. Sales Training. 3 R’s of Prospecting Success. February 2008. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s Add a Comment.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

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 training. That could be 100 new customers or 450 sales. Objective: Acquire 20 Enterprise logos.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

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. Reinvest in your sales reps via the following channels: Self-service training and learning modules. Strengthen human capital.

Lead Rank 52

Lead Rank Lead Scoring How To GoldMine 52

HeavyHitter Sales

MAY 18, 2013

Hire the salesperson who has a successful track record at penetrating new accounts and proven their ability of turning aloof prospects into close friends. Never hire any salesperson solely based on the Rolodex (if you’re under 30 you might have to look this word up) of customer contacts they claim to possess. Other Steve W.

Hiring 165

Hiring Airlines Penetration Twitter 165

The Pipeline

AUGUST 16, 2011

This is why the “let’s wait” school fails; they see a prospect “at rest” and respond leaving it “at rest”; sure doesn’t take long for nothing to happen, that’s not selling. Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

SalesLoft

MARCH 29, 2016

Simply put, when implementing Account Based Sales Development, you’re walking away from potentially all prospects outside of your ICP. Make sure that those potential prospects aren’t going to be the ones that, down the road, you’ll wish you hadn’t neglected because you weren’t the right fit for ABSD. ” – Kristina.

Ideal Customer Profile 52

Ideal Customer Profile Account Penetration Demand Generation Targets 52

Sales Evangelist

JULY 19, 2021

If you’re going to change behavior, you have to penetrate deeper than simply finding a problem and then selling directly to that problem. DQ selling starts with the problem and stays on the issue so the prospect can realize it is a problem worth solving. Scott’s major takeaway: Determine your purpose as a salesperson.

System 40

System Enterprise Enterprise Penetration 40

Sales Evangelist

JULY 19, 2021

If you’re going to change behavior, you have to penetrate deeper than simply finding a problem and then selling directly to that problem. DQ selling starts with the problem and stays on the issue so the prospect can realize it is a problem worth solving. Scott’s major takeaway: Determine your purpose as a salesperson.

System 40

System Enterprise Enterprise Penetration 40

Highspot

AUGUST 31, 2021

Outbound sales: This model relies on salespeople to generate leaders, typically through prospecting techniques like cold calling or social selling. The key to successfully implementing a sales model is to enable customer-facing teams with the content, training, and guidance they need to elevate buyer conversations.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

HeavyHitter Sales

JUNE 19, 2012

   Okay, you have just been told by the prospective customer that you lost that big deal you were counting on.   All marketing departments should pay attention to this fact when creating sales training collateral! In other words, you either have facial recognition genes and the recognition ability or you don’t.

Chemicals 162

Chemicals Journal Face-to-face Penetration 162

Alice Heiman

APRIL 18, 2018

Maybe reading a book, shadowing a more seasoned salesperson, taking a training or working directly with you on a skill. Watch a web training. Share best practices and strategies that reps are using to penetrate large accounts as well as getting better positioned in existing accounts to expand them. What would you like to learn?

How To 93

How To Penetration Groups Account 93

The Brooks Group

JUNE 22, 2018

They can also simply talk to customers and prospects to gather data. It’s important that you work with your team to understand your true strengths and differentiators, so your reps can confidently convey to prospects and customers why they should do business with you. Learn More About the Sales Negotiation Training Program Now ?. .

Analysis 56

Analysis Coaching Hoovers Segment 56

Customer Centric Selling

OCTOBER 20, 2014

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Step 3: Set Goals Based on the analysis of your customer base, prospects and 2015 revenue requirements, you need to establish goals for what you need to accomplish. Prospecting a pain? Step 5: Tactics.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

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. It can seem a daunting prospect. Your stewardship is more important now than ever.

Scale 114

Scale Top of Funnel Churn Buyer Persona 114

Sales Evangelist

JULY 19, 2021

If you’re going to change behavior, you have to penetrate deeper than simply finding a problem and then selling directly to that problem. DQ selling starts with the problem and stays on the issue so the prospect can realize it is a problem worth solving. Scott’s major takeaway: Determine your purpose as a salesperson.

System 40

System Enterprise Enterprise Penetration 40

Your Sales Management Guru

AUGUST 27, 2012

This particular client has not had a sales training program for over 5 years. I often find that reports are inaccurate because the salespeople are not fully trained on how to use the software or not focused on how to enter certain data properly. Each quarter CRM training should take place. Third: Working Smart is smart.

Sales Leadership 71

Sales Leadership Penetration Ideal Customer Profile ACT 71

Your Sales Management Guru

NOVEMBER 7, 2011

Just yesterday I was in NYC, I walked into an AT&T store to purchase a carrying case for my new iPhone, still the same solid attitude, same sales process and training and follow through-they walked me to the door! They had a sales process & system and they were trained in the same mode that my Knoxville TN salesperson was trained.

Penetration 69

Penetration Retail Hiring Sales Leadership 69

ROI4Sales

APRIL 28, 2016

look for trigger events that may help you penetrate an account. Talk to prospects, colleagues, and those around you that can offer solid advice on how to get your mojo back. Michael is available for speeches, workshops, and training sessions. Get busy, because when you are busy things happen. Keep focused on the goal.

Penetration 49

Penetration How To Call-back Webinar Metrics 49

A Sales Guy

FEBRUARY 2, 2014

Recently, an inexperienced salesperson was sharing a story with me regarding the events of a specific sales call – a call that didn’t go exactly as planned: I sat down with [the prospect] and, after a bit of conversation, I asked him, “What is the biggest problem you currently have that I can help you with?”

Penetration 115

Penetration ACT Selling Skills Exact 115

The Brooks Group

FEBRUARY 26, 2020

Find a Champion: One goal in strategic account planning is to identify, then develop, relationships with key influencers in your chosen market, or at your prospect companies. These are the things you need to be doing with regularity – things you can measure – that help you penetrate the armor of your sales target.

Hiring 52

Hiring Account Ideal Customer Profile How To 52

InsightSquared

OCTOBER 15, 2018

What are our opportunities for penetrating whitespace? That may require training for your sales team or providing your CEO with a concise, high-level overview of sales performance. They also have the responsibility of managing deals and nurturing relationships with customers and prospects. Demonstrate Empathy. It never ends.

Sales Operations 110

Sales Operations Penetration Report Groups 110

SBI

OCTOBER 1, 2014

Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. Discover the exact content for each prospects’ needs without leaving Salesforce or their mobile device. Instead, create custom pages, filled with targeted content for your prospective clients. SAVO Group.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

SalesLoft

JUNE 21, 2017

Or you can put SDRs to work helping your AEs penetrate a larger account. Something pretty standard as part of an SDR training and onboarding process is for an SDR to sit in on the initial demo that an AE runs so they can understand how the company presents the product prospects.

Sales Qualified Lead 52

Sales Qualified Lead Penetration Outbound Lead Rank 52

Sales Hacker

FEBRUARY 27, 2020

Train your team to participate actively in their customer’s strategy ideation process. Have you ever spent hours prepping for a call only to have the prospect not show? A great way to drive revenue growth is by penetrating specific verticals one at a time. The first, and perhaps most obvious, is training.

Revenue 96

Revenue Referrals Lead Rank Call-back 96

Xactly

AUGUST 30, 2018

Effective management begins with the realization that you need both sales team management tools as well as reps that are well-trained and prepared for the sales floor. The Internet has become an important tool to build customer and prospect relationships for your business with the customer. Employ the Enterprise Selling Process.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Keith Rosen

JULY 20, 2013

Have you recently reviewed your list of prospects who said “No” to you in the past? These prospects may have turned you down before, but things can change a great deal even in a few short months or years – things like the economy, technology and even your prospects’ business needs and priorities. Here are a few ideas: 1.

Lead Rank 132

Lead Rank Lead Scoring Face-to-face Call-back 132

A Sales Guy

SEPTEMBER 15, 2016

are just a few of the new terms that have penetrated our sales vernacular. 2) Fanatical Prospecting – Jeb Blount. If nothing happens until something gets sold, then nothing gets sold until you can prospect. Prospecting is where everything happens. If your prospecting is suspect, nothing can save you.

Account Based Marketing 83

Account Based Marketing Social Selling Hiring Decision Maker 83