INDUSTRY INSIGHTS YOUR PEERS ARE READING
This past Monday we looked at how to tailor your approach to engaging with different segments in your potential buyer pool. Monday we looked at the readiest segment of three groups you are likely to encounter in the course of prospecting, those who are Actively Looking. MORE
Our guest today is Joe Vitalone, Chief Sales and Marketing Officer at Razberi Technologies. Joe is the top expert at developing and executing a sales strategy at scale through channel partners. Joe has previously been a featured guest on SBI. MORE
CMO Marketing Resources Account Segmentation Market segmentation Marketing Strategy Buyer Segmentation The CEO is demanding results and it doesn’t get any easier next year. In my last post, I discussed how the annual marketing planning cycle is upon us. MORE
Today’s topic explores the challenges a CSO faces when transitioning from a publicly traded company to a private equity firm. Paula Shannon, former CSO of Lionbridge, has a wealth of experience with this exact change. She delves into the impact. MORE
Article Marketing Strategy Account Segmentation Chief Marketing Officer data analytics marketing strategy marketing team ROI Total Available Market Will McCartneyTotal Available Market (TAM) is a term used to reference the revenue opportunity for a particular product, service, or sector. MORE
Advocacy is on fire! Because harnessing passion from advocates is an authentic way to drive customer intimacy and revenue growth. Research from the Demand Gen Report shared that as much as 84% of buyers seek input from their peers. MORE
CEO Account Segmentation Market segmentation Buyer Segmentation There is a common question among Chief Executive Officers. How do I stay relevant in a changing market? Many industries are experiencing significant shifts. MORE
Corporate Strategy Podcast Account Segmentation Buyer Segmentation Market Research market segmentation sales strategy MORE
It’s Sunday, April 14th. It’s no ordinary Sunday. Today is the final round of the Masters, and Tiger Woods is in contention. The fans have showed up in the thousands at Augusta National to witness history. After a converting a. MORE
As a sales leader, you are always looking for the most optimal route to your customers. When designed & executed correctly, channel partners provide your business an incredible amount of leverage. Correctly managed channel partners can help you expand into. MORE
A client recently asked my advice on how his company’s deal desk should be including competitive intelligence to inform their pricing analysis. His concern, given the intense competition his sales reps face in the field, their deal analysis should be. MORE
One problem that we see with many new clients is that they don’t have a strong segmentation strategy. As a sales consulting company selling business-to-business (B2B) solutions, we use B2B strategy for ourselves and for our clients. MORE
Corporate Strategy Podcast Account Segmentation Business Strategy Buyer Segmentation Demand Generation Market Research Market Research Methdology MORE
His organization had recently invested heavily in developing a new product that targeted a growing segment of the company’s customer base. A product leader at a recent client of mine expressed a frustration that most product leaders can relate to. MORE
The company recently completed an account segmentation project. I’ve seen great segmentation work with no concrete action or responsibility that follows. ” sales strategy Sales Operations Strategy sales operations Sales Force Effectiveness Account Segmentation MORE
Not segmenting your […]. We have arrived at #4 on my list of Top 10 Reasons Most Prospecting Plans Don’t Work. Number 1 is using the same prospecting process for all of your prospects, number 2 is having too many prospects in your pipeline, and number 3 is not allowing enough time to follow up. Number 4? Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university prospect prospecting sales prospecting MORE
Thus far in this series we have looked at two prospects segments that are popular among sellers, mostly because they are likely the easier of the three. Status Quo Segment. The people in this segment are NOT buyers, they are at best potential prospects. MORE
Customers come in all shapes and sizes. The type of data you look at and the methods you use to make sense of it should depend on the nature of your business and your ideal customer profile. MORE
Article Marketing Strategy buyer persona buyer personas Buyer Segmentation Chief Marketing Officer CMO MORE
Market Segmentation analysis and reports are a foundational component of strategic analysis, planning and decision-making for any CEO. Understanding market opportunity and market dynamics is critical. It informs how to make investments in people, time and money. MORE
Account segmentation is likely one of the most important. You might be thinking, “Segmentation, are you kidding me?” Keep reading to learn how segmentation can improve your sales enablement. Sales Operations Strategy Account Segmentation Sales Enablement Director of Sales Enablement Recently, over 300 individuals were asked to define sales enablement. 50% responded with creating sales productivity materials. MORE
Article Market Research Sales Strategy SBI for SMB Account Segmentation market segmentation MORE
Article Corporate Strategy chief operating officer market segment market segmentation markets to avoid markets to competeToday’s article is a demonstration on how to determine which markets to compete in and which markets to avoid. MORE
Modern email marketing—as with most things—relies on providing a personalized user experience, and this can be made easier with an email segmentation list and a reliable email blast service. Segment by Location. Segment by Demographics. Segment by Interests. MORE
Article Corporate Strategy Account Segmentation buyer alignment Buyer Segmentation Buying process Market Research positioning statement sales process sales strategy user segmentation value prop value proposition MORE
A sales rep’s mind can be their worst enemy when it comes to pricing initiatives. You have probably heard the comments in the hall-way and board rooms. “We don’t have good products/solutions to command those types of prices” “My customer. MORE
Your buyers are behaving differently. Now more than ever, they have access to increasing amounts of intelligence and will scrutinize every aspect of your solution against your competitors. Recently, HBR identified 40 unique points of value that your buyers consider before. MORE
Do you prospect the same way, with the same strategy, no matter who you are trying to reach? That’s a horrible approach. MORE
Article Market Research Sales Strategy SBI for SMB Buyer Segmentation Chief Marketing Officer CMO customer success market segmentation MORE
Podcast Sales Strategy Account Segmentation account segmentation data refreshes allocation resources b2b sales icp ideal customer profile prioritize accounts prioritize sales sales strategy MORE
Sales operation needs to be in lock-step with your sales leader on your coverage plan exercise? Many sales operations leaders are stuck in tactical and daily activities. How can you elevate your sales operations team to think strategically? Sales operations. MORE
Article Corporate Strategy Market Research Marketing Strategy active marketing campaign sweetspot CEO advice ceo guidance cover market cover the market coverage Geoff Schuler market segment market segmentationShould you cover the entire market or double down on your sweet spot? You’re a CEO who just missed the quarterly number for the 3rd time in a row. You know what happens next. You are on the hook to. MORE
Buyers fall into different groups, and how you sell to each needs to reflect that, this does not mean you have to reinvent your sale for each buyer, groups or segments based on their attributes. Proactive Prospecting cold calling how to sell better Prospecting Segmentation Tibor Shanto MORE
On this month’s SBI TV episode we spoke with 2 great guests, Paul Rosen, chief sales officer at OnDeck Capital, and Aaron Stead, senior vice president of sales at Infusionsoft. Both have had phenomenal success. Paul’s company has gone from $0. Sales Strategy Video MORE
Our guest today is Bernie Kassar, Chief Customer Officer for Xactly Corporation. Bernie pioneered the field of Customer Success as one of the first SVP’s of Customer Success five years ago. As companies scramble to catch up, Bernie is a. MORE
Customer/prospect segmentation is a key first step in making wise allocation decisions. You might have the best propeller-heads available performing segmentation analysis. But if you can’t drive segmentation into the field you’re wasting much of your company's expense and effort. MORE
Channel conflict occurs when companies try to reach end customers through multiple routes forcing components of the sales ecosystem to compete against each other rather than working together. It is inherently wasteful and can be lethal to customer experience, sales. MORE
Article Sales Strategy SBI on Demand Account Segmentation cross-sell sales productivity sales targeting up-sell MORE
Customers come in all shapes and sizes. The type of company data you look at and the methods you use to make sense of it should depend on the nature of your business and your ideal customer profile. MORE
A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy. MORE
Segment Related Topics 
Sales Benchmark Index
MARCH 1, 2019
It’s Sunday, April 14th. It’s no ordinary Sunday. Today is the final round of the Masters, and Tiger Woods is in contention. The fans have showed up in the thousands at Augusta National to witness history. After a converting a.
Sales Benchmark Index
FEBRUARY 26, 2019
Market Segmentation analysis and reports are a foundational component of strategic analysis, planning and decision-making for any CEO. Understanding market opportunity and market dynamics is critical. It informs how to make investments in people, time and money.
Sales Benchmark Index
MAY 20, 2017
Article Sales Strategy SBI on Demand Account Segmentation cross-sell sales productivity sales targeting up-sell
Sales Benchmark Index
JUNE 1, 2018
Article Marketing Strategy Account Segmentation Chief Marketing Officer data analytics marketing strategy marketing team ROI Total Available Market Will McCartneyTotal Available Market (TAM) is a term used to reference the revenue opportunity for a particular product, service, or sector.
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and trends—whether it’s segmented by rep, lead. your organization uses to segment quotes. • The 7 must-have automated.
The Pipeline
APRIL 4, 2016
Buyers fall into different groups, and how you sell to each needs to reflect that, this does not mean you have to reinvent your sale for each buyer, groups or segments based on their attributes. Proactive Prospecting cold calling how to sell better Prospecting Segmentation Tibor Shanto
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Sales Benchmark Index
MARCH 19, 2014
The company recently completed an account segmentation project. I’ve seen great segmentation work with no concrete action or responsibility that follows. ” sales strategy Sales Operations Strategy sales operations Sales Force Effectiveness Account Segmentation
The Pipeline
APRIL 11, 2016
Thus far in this series we have looked at two prospects segments that are popular among sellers, mostly because they are likely the easier of the three. Status Quo Segment. The people in this segment are NOT buyers, they are at best potential prospects.
Sales Benchmark Index
APRIL 9, 2014
Account segmentation is likely one of the most important. You might be thinking, “Segmentation, are you kidding me?” Keep reading to learn how segmentation can improve your sales enablement. Sales Operations Strategy Account Segmentation Sales Enablement Director of Sales Enablement Recently, over 300 individuals were asked to define sales enablement. 50% responded with creating sales productivity materials.
Sales Benchmark Index
NOVEMBER 22, 2012
Customer/prospect segmentation is a key first step in making wise allocation decisions. You might have the best propeller-heads available performing segmentation analysis. But if you can’t drive segmentation into the field you’re wasting much of your company's expense and effort.
Sales Benchmark Index
OCTOBER 29, 2016
Corporate Strategy Podcast Account Segmentation Buyer Segmentation Market Research market segmentation sales strategy
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The Sales Hunter
NOVEMBER 15, 2014
Do you prospect the same way, with the same strategy, no matter who you are trying to reach? That’s a horrible approach.
Sales Benchmark Index
SEPTEMBER 8, 2016
On this month’s SBI TV episode we spoke with 2 great guests, Paul Rosen, chief sales officer at OnDeck Capital, and Aaron Stead, senior vice president of sales at Infusionsoft. Both have had phenomenal success. Paul’s company has gone from $0. Sales Strategy Video
Connext Digital
DECEMBER 3, 2018
Modern email marketing—as with most things—relies on providing a personalized user experience, and this can be made easier with an email segmentation list and a reliable email blast service. Segment by Location. Segment by Demographics. Segment by Interests.
The Sales Hunter
JUNE 25, 2015
Not segmenting your […]. We have arrived at #4 on my list of Top 10 Reasons Most Prospecting Plans Don’t Work. Number 1 is using the same prospecting process for all of your prospects, number 2 is having too many prospects in your pipeline, and number 3 is not allowing enough time to follow up. Number 4? Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university prospect prospecting sales prospecting
Sales Benchmark Index
MARCH 15, 2019
As a sales leader, you are always looking for the most optimal route to your customers. When designed & executed correctly, channel partners provide your business an incredible amount of leverage. Correctly managed channel partners can help you expand into.
Sales Benchmark Index
NOVEMBER 28, 2017
Article Market Research Sales Strategy SBI for SMB Buyer Segmentation Chief Marketing Officer CMO customer success market segmentation
Vainu
SEPTEMBER 18, 2018
Customers come in all shapes and sizes. The type of company data you look at and the methods you use to make sense of it should depend on the nature of your business and your ideal customer profile.
Vainu
SEPTEMBER 18, 2018
Customers come in all shapes and sizes. The type of data you look at and the methods you use to make sense of it should depend on the nature of your business and your ideal customer profile.
Sales Benchmark Index
NOVEMBER 12, 2016
Podcast Sales Strategy Account Segmentation account segmentation data refreshes allocation resources b2b sales icp ideal customer profile prioritize accounts prioritize sales sales strategy
Sales Benchmark Index
MAY 8, 2018
Our guest today is Bernie Kassar, Chief Customer Officer for Xactly Corporation. Bernie pioneered the field of Customer Success as one of the first SVP’s of Customer Success five years ago. As companies scramble to catch up, Bernie is a.
Sales Benchmark Index
NOVEMBER 20, 2016
Article Corporate Strategy Account Segmentation buyer alignment Buyer Segmentation Buying process Market Research positioning statement sales process sales strategy user segmentation value prop value proposition
Sales Benchmark Index
OCTOBER 31, 2017
Article Market Research Sales Strategy SBI for SMB Account Segmentation market segmentation
Sales Benchmark Index
JANUARY 24, 2019
A client recently asked my advice on how his company’s deal desk should be including competitive intelligence to inform their pricing analysis. His concern, given the intense competition his sales reps face in the field, their deal analysis should be.
Sales Benchmark Index
OCTOBER 1, 2016
Corporate Strategy Podcast Account Segmentation Business Strategy Buyer Segmentation Demand Generation Market Research Market Research Methdology
Sales Benchmark Index
FEBRUARY 8, 2019
A sales rep’s mind can be their worst enemy when it comes to pricing initiatives. You have probably heard the comments in the hall-way and board rooms. “We don’t have good products/solutions to command those types of prices” “My customer.
Sales Benchmark Index
MAY 31, 2018
Our guest today is Joe Vitalone, Chief Sales and Marketing Officer at Razberi Technologies. Joe is the top expert at developing and executing a sales strategy at scale through channel partners. Joe has previously been a featured guest on SBI.
Sales Benchmark Index
SEPTEMBER 21, 2014
CMO Marketing Resources Account Segmentation Market segmentation Marketing Strategy Buyer Segmentation The CEO is demanding results and it doesn’t get any easier next year. In my last post, I discussed how the annual marketing planning cycle is upon us.
Sales Result
FEBRUARY 6, 2017
One problem that we see with many new clients is that they don’t have a strong segmentation strategy. As a sales consulting company selling business-to-business (B2B) solutions, we use B2B strategy for ourselves and for our clients.
Sales Benchmark Index
MARCH 21, 2019
His organization had recently invested heavily in developing a new product that targeted a growing segment of the company’s customer base. A product leader at a recent client of mine expressed a frustration that most product leaders can relate to.
Sales Benchmark Index
JULY 12, 2014
CEO Account Segmentation Market segmentation Buyer Segmentation There is a common question among Chief Executive Officers. How do I stay relevant in a changing market? Many industries are experiencing significant shifts.
Sales Benchmark Index
JANUARY 4, 2017
Article Corporate Strategy chief operating officer market segment market segmentation markets to avoid markets to competeToday’s article is a demonstration on how to determine which markets to compete in and which markets to avoid.
Sales Benchmark Index
NOVEMBER 29, 2017
Article Marketing Strategy buyer persona buyer personas Buyer Segmentation Chief Marketing Officer CMO
Sales Result
JANUARY 29, 2016
A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy.
Sales Benchmark Index
JULY 1, 2018
Today’s topic explores the challenges a CSO faces when transitioning from a publicly traded company to a private equity firm. Paula Shannon, former CSO of Lionbridge, has a wealth of experience with this exact change. She delves into the impact.
Sales Benchmark Index
JANUARY 18, 2019
Advocacy is on fire! Because harnessing passion from advocates is an authentic way to drive customer intimacy and revenue growth. Research from the Demand Gen Report shared that as much as 84% of buyers seek input from their peers.
Sales Benchmark Index
MAY 25, 2018
Article Corporate Strategy Market Research Marketing Strategy active marketing campaign sweetspot CEO advice ceo guidance cover market cover the market coverage Geoff Schuler market segment market segmentationShould you cover the entire market or double down on your sweet spot? You’re a CEO who just missed the quarterly number for the 3rd time in a row. You know what happens next. You are on the hook to.
Sales Benchmark Index
JANUARY 1, 2019
Your buyers are behaving differently. Now more than ever, they have access to increasing amounts of intelligence and will scrutinize every aspect of your solution against your competitors. Recently, HBR identified 40 unique points of value that your buyers consider before.
Sales Benchmark Index
NOVEMBER 26, 2018
Channel conflict occurs when companies try to reach end customers through multiple routes forcing components of the sales ecosystem to compete against each other rather than working together. It is inherently wasteful and can be lethal to customer experience, sales.
Sales Benchmark Index
NOVEMBER 19, 2018
Sales operation needs to be in lock-step with your sales leader on your coverage plan exercise? Many sales operations leaders are stuck in tactical and daily activities. How can you elevate your sales operations team to think strategically? Sales operations.
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