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

Smart Selling Tools

Increase Pipeline and Sales Velocity – Penetrating target accounts and learning about sales trigger events first has a direct impact on revenue. Nancy: What are some good resources if someone wanted to learn what questions to ask, what others are doing, and purchase considerations?

Is Your Product Marketing Manager Good Enough?

Sales Benchmark Index

They create marketing strategies that maximize and accelerate market penetration and profitability. CMO Resources CMO Go To Market Strategy 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: Great Sales Quotes From C-Level Decision.

HeavyHitter Sales

Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. My new book Heavy Hitter Sales Psychology : How to Penetrate the C-Level Executive Suite and Convince Company Leaders to Buy is based upon Based upon more than 500 interviews with C-Level executives. What resources do you have to get something fixed ?” Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon.

Getting In

Selling Energy

When it comes to getting face time with a decision maker, some companies are hard to penetrate. What about someone in charge of improvements or human resources? At times, you don’t know where to start because they may be large, complex and opaque when it comes to decision-making.

Infographic: 3 Phases Of Reply Email Mining Deliver Incredible Value


I started writing about the three phases of email mining last year and, after the blogs were so well-received, I continued to build resources – like this slideshow – to help organizations understand the value of mining reply emails.

Sales Data Or Insight Driven?

The Pipeline

The amount and quality of data allows sales organizations to be much more efficient at targeting and accelerating sales, by bringing the right resources at each step of the cycle, and leveraged well, to the nature of the sales organization itself.

Data 310

Hiring Sales Talent: A Tool to Help CEOs Get It Right the First Time

Sales Benchmark Index

Penetrating new markets. Perhaps you are short on leadership resources. If you add a $300K resource and you’re still tied up in tactics, what’s the point? Your productivity killers must be solved by adding a new resource.

Prospect Development Program Jumpstarts Manufacturer’s Channel Sales


Few companies have the sales and marketing resources to adequately cover their markets. 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.

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.

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. With limited resources, focus is our strength. You can direct your resources to the right accounts to increase your chances of success. 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.

No Product Differentiation? No Problem. A CEO Who Found Another Way to Grow

Sales Benchmark Index

Caliber’s growth depended on retaining and penetrating top clients while converting relationships with key accounts. Dedicated Strategic Resources were needed to quarterback the relationship. There was a missing piece to the puzzle: Steve didn’t have dedicated strategic resources. We partnered with a consulting firm to help us identify the right sales resources, define the sales processes, and determine the proper metrics and sales incentives.”.

Putting Customer Segmentation To Work In The Field

Sales Benchmark Index

Resource allocation is critical to success for sales. If anything, I should get additional resources. How do you operationalize this to make sure that resource allocation has solid ROI? What geographies are under-penetrated?

Best KPIs for Sales Development Reps to Focus on in the Second Half of 2019


This is especially useful if your team is having trouble penetrating an account via the contacts you already have. SDRs are great resources, their skills in this area can be a compliment to the AEs sales process. We are officially in the second half of 2019.

8 Marketing Lessons Big Brands Can Teach Startups

Sales and Marketing Management

Learning tactics to market products that a startup has created can be gained from big brands that have penetrated the market and made a name for themselves.

Study Reveals Why B2B Salespeople Lose Deals

HeavyHitter Sales

Inability to Penetrate New Accounts. One of the most difficult tasks in all of sales is to penetrate new accounts.   Pre-sales Resources. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers.

Study 152

Shock Treatment – Sales eXchange 192

The Pipeline

Change is time consuming, a drain on resources, creates upheaval, usually expensive, and fraught with risk, for the organization and the individual at the centre of the decision. It is about penetrating the barriers the buyers have erected to protect their current state.

Is this the REAL Reason for Increasing ‘Pipeline Under-Performance?’

Bernadette McClelland

We can throw more resources at the problem and hope it fixes itself. As we all know, the introductory stage of an industry has low target market penetration and huge numbers of potential target buyers.

Top 10 Best Practices from a Fortune 500 CMO

Sales Benchmark Index

Understand the differences between cultures, languages, economic dynamics, technologies penetration and religion. Rapid return on resources has never been more important. Changes in marketing organizations today are accelerating at a greater pace than ever before.

How to Strengthen Sales Territory Planning with Data Intelligence


Download our executive guide, "Optimizing Sales Territories for Strategic Advantage," to see how optimized territory planning can help companies maximize return on sales resources, shorten the planning process, and reduce travel inefficiencies. Today’s world is constantly growing more digital.

Salesperson As Entrepreneur

Partners in Excellence

They develop strategies and plans to achieve their goals, invest in resources (people, facilities, capital, etc.) They make no personal excuses, and focus on optimizing the deployment of resources and performance within their organizations.

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

3 Phases Of Mining Reply Emails: A Roadmap For Success


I’ve covered these topics in-depth in the past, but I thought a single, concise resource would be handy for organizations looking to adopt an automated email mining solution, like LeadGnome. The three phases: Database Health, Account Penetration, and Pipeline Growth, build in value.

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. These days, it’s an indispensable resource that no staffing firm would be complete without.

Showpad Secures $70 Million in Series D Funding

Smart Selling Tools

This investment will also drive the next chapter of the company’s geographic and platform expansion, including deeper penetration into the European market, which Showpad has dominated since its founding in 2011. Showpad Secures $70 Million in Series D Funding.

SAP 78

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.

Funnel 285

Don't Let HR Determine Your Sales Compensation and Destiny

Sales Benchmark Index

Therefore, the way we approach compensation assessment is different than a typical Compensation Consulting Company, or your internal HR resources. Are you launching a new product and need to ensure a certain level of market penetration in year one?

If Technology is Not the Answer to Solving Sales Problems, What Is?

Sales Benchmark Index

In fact, “20% to 30% of Enterprise Resource Planning projects fail, and 50% to 60% are considered compromised,” according to Gartner research. In this case, we needed to know all of the companies within a given zip code, their potential spend and account penetration.

Vetting Trade Associations

Selling Energy

Trade associations can be an excellent resource for educating yourself about a segment and generating leads. Of course, you shouldn’t assume that by plunking down some money you'll immediately penetrate the market. Finding them is pretty straightforward; however, most salespeople aren’t sure how to utilize them. Here are some tricks of the trade (pun intended) that will ensure both you and the association will benefit from your relationship.

Top Reasons Salespeople Lose Business

HeavyHitter Sales

What resources do you have to get something fixed?" However, one of the toughest jobs in all of sales is to penetrate the C-suite, and there is a direct correlation of winning to the number interactions the salesperson has with executives during the sales cycle.

Vendor 160

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

They use these resources to drive sales growth, improve lead generation, prolong customer retention rates, and hike after-sales business. Given the range of tasks they perform on a daily basis, sales managers certainly seem to have a lot of resources in their toolkit.

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation


In a sense, Kenandy and PointClear function in similar ways to move strategic business processes out to more efficient and cost-effective resources. An interesting post by’s Derek Singleton— What Does Social Manufacturing Look Like?

3 Takeaways from ZoomInfo’s 2019 Technographic Data Report


Penetrate new markets: As growing companies look to expand, understanding the technological landscape can reveal opportunities to reach new markets. At this point, we can all agree, technographic insight is a helpful resource for sales organizations.

5 Account-Based Marketing Nightmares to Avoid At All Cost


The hyper-targeted nature of ABM means marketers only spend time and resources on the prospects who are most likely to convert to paying customers. Account coverage refers to your ability to identify and penetrate a large number of target accounts.

How to Create a Sales Plan: The Ultimate Guide

Hubspot Sales

Resources. Factor in your product’s price, total addressable market (TAM), market penetration, and resources (including your sales headcount and Marketing support). Team structure/resources. You should also include a description of your resources.

Why Technology Can't Solve Sales Problems All By Itself

Sales Benchmark Index

In fact, “20% to 30% of Enterprise Resource Planning projects fail, and 50% to 60% are considered compromised,” according to Gartner research. In this case, we needed to know all of the companies within a given zip code, their potential spend and account penetration.

The Strategic Account Manager – How do you Compensate This Critical Role?


These large organizations require multiple resources, such as pre-sales and customer service, to meet their needs. As a large, complex organization, they were approaching the Penetration Phase on the business maturity spectrum.

Five Key Skills for Sales Ops Career Success


What are our opportunities for penetrating whitespace? These hard skills are easily learned on the job, and there are plenty of online resources for them as well. If you’ve ever thought about becoming a lawyer, the path is pretty clear: Get a Bachelor’s degree. Take the LSAT.

Is Your Online Brand Different than Your In-Person Brand?

No More Cold Calling

If you want to be seen as a trusted resource—a top-notch B2B sales pro with expertise to share, not just a product to push—you can’t use social media to blast strangers with sales pitches. In B2B sales, it’s important to make a good first impression. You are your brand.

Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

Smart Selling Tools

TAM definition to measure and improve market penetration. Nancy: What are some good resources if someone wanted to learn what questions to ask, what others are doing, and purchase considerations?

Top 5 Sales Rep Behaviors to Change in 2013 – with HR’s Help

Sales Benchmark Index

A world-class Sales Process spells out what resources should be used to what degree at what times. Reps must be able to social map an organization they are trying to penetrate. Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? HR has a stake in this as the governor of company-wide behavior modification, including the Sales Department. SBI’s research has uncovered some essential Rep behaviors.