Sales Evangelist

JULY 19, 2021

Scott’s primary example is selling water filtration systems. Scott’s team works to convince these people why they should use a water filtration system by explaining both the cost benefit and health benefit the people will receive.

System 40

System Enterprise Enterprise Penetration 40

Sales and Marketing Management

JULY 26, 2018

Bringing additional data sources to the system helps ensure that you do not simply make your existing “worst” practices more efficient. The first step toward sales AI success will be taken not by salespeople, but rather by sales ops and the IT pros determining the right data to train the system.

Training 206

Training Penetration Government CRM 206

Zoominfo

JANUARY 5, 2021

And for many companies, Salesforce serves as their CRM and ‘system of record’ for interactions with prospects and customers. Here’s what happens: sales reps spend countless hours jumping between systems—copying and pasting information. They can also identify new contacts at customer accounts for better account penetration.

SalesForce 173

SalesForce Meeting Marketing Lead Rank 173

Sales and Marketing Management

MAY 31, 2020

As all businesses are reevaluating priorities and areas of focus during the COVID-19 climate, sales leaders should look to play the long game with clients by refocusing teams on existing customer satisfaction or account penetration.

Motivation 194

Motivation Compensation Incentives Incentive 194

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. He explained that Slack was not just a chat system but a vehicle for “organizational transformation.”. The most famous example?

Penetration 153

Penetration Case Study Lead Rank Hotels 153

No More Cold Calling

AUGUST 1, 2013

Align all systems in your organization (e.g., Penetrate prime accounts with personal introductions to exactly the decision-makers your sales reps want to meet. A system in place to reward employees for generating referrals? And it all starts with you—the sales leader. Get only qualified meetings at the level that counts.

Referrals 253

Referrals Sales Qualified Lead Cold Calling Penetration 253

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. Free Trial What happens when your data source and CRM don’t sync up?

SalesForce 130

SalesForce Meeting Marketing Lead Rank 130

Emissary

FEBRUARY 9, 2021

They grows open-source utilization into commercial relationships by expanding use cases and demonstrating value in POCs that justifies deployment in mission-critical systems. White Space: Elastic uses Emissary Account Briefs to uncover unsolved business problems and shape focused penetration strategies. The challenge? The solution?

Account 52

Account Strategy Case Study Decision Maker 52

Zoominfo

OCTOBER 28, 2018

They recognized that companies running Eloqua tend to have a certain level of technical sophistication, and are usually big enough to be able to afford premium enterprise systems. 1. Analyzing the technology stack of some of your best customers, you realize that 90% of their websites use the same shopping cart management system.

Data 177

Data Eloqua Buyer Persona Demographics 177

Allego

AUGUST 4, 2022

And that persistence and penetration into the person’s office without having to drive three hours to be in person was crucial in our success during that time.”. And that persistence and that penetration into the person’s office without having to drive three hours to be in person was crucial in our success during that time.

Video 118

Video Hiring Face-to-face Penetration 118

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. Sales automation tools are often thought of as their own entity, when in reality they are frequently integrated within CRM systems. The Rise of Sales Automation.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

DiscoverOrg Sales

APRIL 16, 2019

Basically, corporate hierarchy lets you be a lot more strategic with your sales approach, penetrate the enterprise more broadly – and sell more. In the case of a national retailer, for example, you wouldn’t expect individual stores to purchase their own applicant tracking systems! A roadmap for a long sales cycle.

Enterprise 120

Enterprise Enterprise B2B Data 120

The Pipeline

JUNE 12, 2014

I asked what expectations are set either in terms of activities, pipeline coverage, or territory contact/coverage/penetration. This would seem OK if they were blowing their numbers away, but that’s not why I was there. Apparently, they don’t like to exceed quota either.

Penetration 267

Penetration Sales Qualified Lead Face-to-face Coaching 267

PandaDoc

FEBRUARY 23, 2024

What will this opportunity bring me in terms of results (revenues, exposure, market penetration, etc.)? Many CRM systems enable you to define custom fields and fill those out. To use it to build a robust sales pipeline , you need to: 1. What potential deals could result from building this relationship? What’s their business value?

Opportunity 52

Opportunity Sales Qualified Lead How To Proposal 52

Pipeliner

SEPTEMBER 6, 2021

Additionally, with penetration testing services and top-notch security systems, running a company is much safer than in the past. Furthermore, you can protect yourself against cyber attacks by malicious individuals within your company or by external forces, thanks to security systems. Global Reach.

Industry 95

Industry Social Media Scale Penetration 95

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

SBI Growth

SEPTEMBER 23, 2012

Instead, the Sales Rep should be relying on Customer Service notes about the account in the CRM system and trusting that Customer Service is ably handling issues. Reps must be able to social map an organization they are trying to penetrate. Process adherence: “My method works quite well, thank you very much!”.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Partners in Excellence

MARCH 20, 2019

Our jobs is to maximize our success in the market–to maximize our share, our growth, our market penetration. And the foundation of the Toyota Production System (which is the precursor to modern manufacturing and all agile/lean principles) always starts with the end at the end, with the customer, then works backwards.

Penetration 83

Penetration Lead Rank Maximizer Sales Qualified Lead 83

Zoominfo

APRIL 2, 2018

With the help of marketing leaders, develop a system for reps to find the content they need. Market penetration. You’ll have increased access to relevant content. 65% of sales reps struggle to find content to send to prospects ( source ). Your team will understand your customers better. Time spent selling. Average deal size.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

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 11, 2012

Putting the systems in place to collect the data you need is not easy. In this case, we needed to know all of the companies within a given zip code, their potential spend and account penetration. How are you going to help your VP of Sales to hit the number? Technology is difficult.

Territories 306

Territories Top of Funnel Analysis Penetration 306

Zoominfo

OCTOBER 28, 2018

They recognized that companies running Eloqua tend to have a certain level of technical sophistication, and are usually big enough to be able to afford premium enterprise systems. Analyzing the technology stack of some of your best customers, you realize that 90% of their websites use the same shopping cart management system.

Data 100

Data Eloqua Buyer Persona Demographics 100

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. No more jumping back and forth. Take Your ATS to New Levels.

Penetration 120

Penetration Gatekeeper Data Face-to-face 120

Crunchbase

FEBRUARY 22, 2021

Account penetration + identify the ideal customer profile. Penetrating accounts is a strategic science. Choose a dialer + CRM system wisely. How to prepare for B2B sales prospecting. In successful B2B prospecting, talking to prospects is not the beginning. Before contacting them, make sure you get your sales approach ready.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

SBI Growth

SEPTEMBER 11, 2012

Putting the systems in place to collect the data you need is not easy. In this case, we needed to know all of the companies within a given zip code, their potential spend and account penetration. How are you going to help your VP of Sales to hit the number? Technology is difficult.

Territories 264

Territories Top of Funnel Analysis Penetration 264

Sales Hacker

JUNE 14, 2021

Change Sephora’s buying behavior, increase margin growth, and penetrate the C-suite. It’s why they needed to redesign profiles and content to show mid-market firms like Sygma how they were being underserved by their transportation management system (TMS). Drive internal discussions and create a consensus in favor of an e-commerce firm.

Account Based Marketing 79

Account Based Marketing Top of Funnel Ideal Customer Profile Account 79

No More Cold Calling

SEPTEMBER 8, 2016

billion) have active Facebook accounts; Twitter runs at around 305 million penetration; and LinkedIn has 414 million users, with Instagram just behind at 400 million. Ian is sales director at Axios Systems and sits on the boards of Eurocloud UK, Cloud Industry Forum, and FAST. The global population is around 7.2 billion, and 3.2

Social Media 120

Social Media Ideal Customer Profile Telecommunications Hiring 120

HeavyHitter Sales

APRIL 7, 2013

Inability to Penetrate New Accounts. One of the most difficult tasks in all of sales is to penetrate new accounts. Salespeople complained that excessive updating of CRM systems, time consuming forms/reports required by management, and post-sales administration activities sapped valuable selling time in the field. 

Study 146

Study B2B Penetration Lead Rank 146

SBI Growth

SEPTEMBER 20, 2012

As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Obtain market penetration projections. Congratulations, your organization is launching a new product in 2013! Revising or building a new sales process to enable sales reps. Focus on new product sales.

Compensation 244

Compensation Incentives Incentive Penetration 244

Showpad

NOVEMBER 24, 2020

W : Areas in which your competitors outperform you, like stronger branding, greater market penetration or sustainable financials. In the context of sales acceleration, a SWOT analysis should generate new sales goals, be it more realistic quotas, prospecting in new regions or enhanced lead qualification systems, for example.

Lead Rank 52

Lead Rank Lead Scoring How To GoldMine 52

Partners in Excellence

AUGUST 3, 2020

But our measurement systems are getting increasingly complex. New customer acquisition, new market penetration can be important measure, if they are important to our company strategies. It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales.

Compensation 148

Compensation Pipeline Penetration Quota 148

Sales Management Plus -- SMP

MARCH 14, 2023

And all of this information is interlinked seamlessly with your ERP system. A distribution-specific CRM system can make this analysis much easier for you by tying your marketing and sales data to your ERP history. Run Product Scorecards to Increase Purchasing Depth Do you loyal customers know all about your complementary products?

Penetration 52

Penetration Account Ideal Customer Profile Distribution 52

SugarCRM

JUNE 6, 2023

Here’s what we found in our history of collaborating with manufacturing companies: Most manufacturing enterprises struggle with current systems and processes that may help them create sales efficiency and enhance the customer experience. This dynamic significantly reduces operational costs linked to market penetration and local transactions.

Enterprise 26

Enterprise Enterprise CRM Territories 26

Connext Digital

APRIL 25, 2023

And now, thanks to recent advancements, we are also beginning to see AI penetrate the hotel industry, especially in terms of data management and decision-making. For instance, hotels could install smart thermostats and lighting systems that automatically adjust based on occupancy, reducing energy waste.

Hotels 52

Hotels Travel Tourism Customer Service 52

Zoominfo

APRIL 11, 2019

With the help of marketing leaders, develop a system for reps to find the content they need. You’ll have increased access to relevant content. 65% of sales reps struggle to find content to send to prospects ( source ). Your marketing team works hard to create relevant content, so you should make sure your team knows how to access it.

Sales Qualified Lead 100

Sales Qualified Lead Penetration Face-to-face Quota 100

Your Sales Management Guru

NOVEMBER 7, 2011

They had a sales process & system and they were trained in the same mode that my Knoxville TN salesperson was trained. They have built a belief in their mission within the sales team and their products and have created a sales training system that reinforces their sales strategies, sales process and prospect buying emotions.

Penetration 69

Penetration Retail Hiring Sales Leadership 69