Why Detailed Account Segmentation is 10x More Valuable than TAM

Sales Benchmark Index

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.

How Account Segmentation Enables Sales to Make the Number

Sales Benchmark Index

Article Sales Strategy SBI on Demand Account Segmentation cross-sell sales productivity sales targeting up-sell

Achieving Prospecting Success by Segmentation – 1

The Pipeline

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

Achieving Prospecting Success by Segmentation – 2

The Pipeline

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.

Achieving Prospecting Success by Segmentation – 3

The Pipeline

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 Strategies for Selling to the Small Business Segment

Sales Benchmark Index

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

A CMO’s Guide to Customer Success Interlock

Sales Benchmark Index

Article Market Research Sales Strategy SBI for SMB Buyer Segmentation Chief Marketing Officer CMO customer success market segmentation

Putting Customer Segmentation To Work In The Field

Sales Benchmark Index

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.

Advanced Best Practices to Accelerate the Impact of Customer Success

Sales Benchmark Index

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.

How to Transform Your Indirect Sales Channel

Sales Benchmark Index

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.

Positioning Your Team for a Championship Run

Sales Benchmark Index

Article Market Research Sales Strategy SBI for SMB Account Segmentation market segmentation

Preparing Your Sales Force to Thrive During the Transition to Private Equity

Sales Benchmark Index

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.

Market Research: Guide your Business Strategy to Win

Sales Benchmark Index

Corporate Strategy Podcast Account Segmentation Business Strategy Buyer Segmentation Demand Generation Market Research Market Research Methdology

How to Stop Targeting the Wrong Accounts

Sales Benchmark Index

Podcast Sales Strategy Account Segmentation account segmentation data refreshes allocation resources b2b sales icp ideal customer profile prioritize accounts prioritize sales sales strategy

Why and How to Improve Audience Segmentation for B2B Marketing

Salesfusion

10 ways to segment your audience to meet the growing demand for personalization. But perhaps the most important piece of all is how you segment your lists (and this is also something with which the appropriate marketing technology can help). Why Audience Segmentation Matters.

Is Your Value Proposition Causing You to Lose Deals?

Sales Benchmark Index

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

VIDEO SALES TIP: Why You Need a Segmented Prospecting Strategy

The Sales Hunter

Do you prospect the same way, with the same strategy, no matter who you are trying to reach? That’s a horrible approach.

Why You Must Segment Your Prospects. Here’s How…

The Sales Hunter

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

Do Your Buyer Personas Need a Facelift?

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Article Marketing Strategy buyer persona buyer personas Buyer Segmentation Chief Marketing Officer CMO

How to Pinpoint Your Market’s Sweet Spot

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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.

Which Markets to Pursue and Which to Avoid Like the Plague

Sales Benchmark Index

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.

Top 3 Ways to Segment a B2B Market

Sales Result

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.

Are You Missing the Heart of Your Marketing Strategy?

Sales Benchmark Index

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.

"Everyone" is Not Your Prospect: Boost Sales Success with a Segmentation Strategy

Sales Result

A common mistake made by sales leadership is not including segmentation in their territory planning process and overall sales strategy.

A Channel Strategy to Out-punch Your Weight Class

Sales Benchmark Index

Sales Strategy Video changing markets Channel Strategy direct sales channels how to track direct mail indirect sales channels launching new products market segmentation new-product introductions product development product evolution sales strategy worldwide sales

Transform Your Selling Team to Hit their Growth Targets

Sales Benchmark Index

Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype, has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. Jennifer took over the sales leadership role at Monotype last year and we join.

How a CEO Remains Relevant in a Changing Market

Sales Benchmark Index

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.

What Are You Doing Today to Make Your Number Tomorrow?

Sales Benchmark Index

Many of you are living your sales lives 90 days at a time. The tyranny of the urgent plagues all sales leaders. But as a sales leader in today’s environment, you must be thinking beyond this quarter and next.

The CEO Road Map – Slow Down to Speed Up

Sales Benchmark Index

Article Corporate Strategy 2018 goals Account Segmentation ceo guidance CEO preparation ceo road map CFO data analytics data insights driver of revenue growth high-performance CEO make your number Marketing meet your goals product alignment revenue goals revenue growth road map sales sales ops sales org Segmentation ToolThe best CEO’s not only motivate their teams to hit aggressive goals, they oversee a process that gives their functional leaders a road map.

How a New Head of Sales Gets Off to a Fast Start

Sales Benchmark Index

Podcast Pricing Strategy Sales Strategy Account Segmentation buyer personas go to market strategy individual sales rep performance conditions pricing strategy roll out sales leader sales strategy sales team svp of sales

5 Prospecting Steps To Fill your Pipeline with Gold

Sales Benchmark Index

The number one reason a sales rep fails is an empty pipeline. The root cause of an empty pipeline is failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. So how do.

How Your Executive Buyers Make Purchase Decisions

Sales Benchmark Index

Podcast Sales Strategy buyer decision making Buyer Segmentation buying decision making executive buyers executive decision making

Buyer 149

3 Steps to Understand How Executives Make Purchase Decisions

Sales Benchmark Index

Article Marketing Strategy Sales Strategy SBI on Demand b2b buying journey buyer persona buyer research Buyer Segmentation buying decision process executive buyer executive decision making purchase decisions

Is Your Marketing Organization Set-up For Success?

Sales Benchmark Index

Is your marketing organization set-up to win this year and next year? Are your people aligned around the right set of tasks and activities?

Do You Have Enough Selling Heads to Make Your Number in 2018?

Sales Benchmark Index

Article Sales Strategy account coverage b2b sales leaders CAC external channels head of sales ideal customer profile increase productivity per head inside sales internal channels key accounts LTV market coverage market segmentation optimize optimized sales channels production ramp to productivity Sales Channels sales leaders sales optimization sales productivity sales reps sales solutions sales team sellers selling team strategic accounts

The Sales Leader’s Journey from Public to Private

Sales Benchmark Index

Sales Strategy Video account management Account Segmentation capital structure Chief Sales Officer go to market strategy lagging indicators leading indicators lionbridge Paula Shannon private equity private equity firm private equity investors private equity management publicly traded sales org design sales strategy Sales Structure shareholders thesisOur guest on SBI TV is Paula Shannon, the Chief Sales Officer at Lionbridge.

3 Steps to Pave the Way for High Demand Products

Sales Benchmark Index

Product Strategy Video 3 Steps to Product Growth Corporate Strategy market segment Product Leader product portfolio Product RoadmapOn this week’s SBI Insider Video Podcast we discuss three core areas of a successful product strategy.

An Executive View of Campaign Strategy & Planning

Sales Benchmark Index

Marketing Strategy Podcast Revenue Growth Assessment buyer's journey campaign model content creation customer acquisition data analytics Market Research marketing campaign Marketing campaign planning marketing content sales growth sector segment targeted campaignsJoining us for today’s show is Randolph Carter, the VP of Marketing in North America for Rentokil.

Pricing-Enhanced Personas, a Sales Leaders Secret Weapon

Sales Benchmark Index

Article Sales Strategy enhance buyer personas market segments marketing efforts metrics packaging persona pricing pricing enhanced buyer persona tool pricing enhanced personas pricing metrics pricing strategy saas sales efforts sales strategy value featuresIf you are a sales leader looking to get ahead of the competition, enhancing your personas with pricing metrics could be your secret weapon. According to a recent study, about 1% of B2B SaaS companies can describe their buyer personas.

Rethinking Inside Sales – Don’t Be Left Behind

Sales Benchmark Index

Article Sales Strategy Account Segmentation buyer behavior buyer desires buyer need chief revenue officer customer experience deploying successful resources inside sales market Organizational Design purchase decisions Revenue and Budget Planning sales orgs virtual buyer web enabled sales teamsThe business world is rapidly changing, rendering past experiences less and less valuable. Old thinking is dead and new thinking has arrived.