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
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 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
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. 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
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 MORE
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. MORE
Corporate Strategy Podcast Account Segmentation Buyer Segmentation Market Research market segmentation sales strategy MORE
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 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
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 MORE
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. MORE
Podcast Sales Strategy buyer decision making Buyer Segmentation buying decision making executive buyers executive decision making 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
Article Marketing Strategy buyer persona buyer personas Buyer Segmentation Chief Marketing Officer CMO MORE
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. 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 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. 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
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
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
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? 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 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. MORE
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. 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
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. MORE
Article Sales Strategy SBI on Demand Account Segmentation cross-sell sales productivity sales targeting up-sell MORE
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. MORE
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. 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
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.
Sales Benchmark Index
MAY 20, 2017
Article Sales Strategy SBI on Demand Account Segmentation cross-sell sales productivity sales targeting up-sell
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
The Pipeline
APRIL 7, 2016
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.
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
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
Sales Benchmark Index
NOVEMBER 28, 2017
Article Market Research Sales Strategy SBI for SMB Buyer Segmentation Chief Marketing Officer CMO customer success market segmentation
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
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
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
OCTOBER 31, 2017
Article Market Research Sales Strategy SBI for SMB Account Segmentation market segmentation
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
OCTOBER 1, 2016
Corporate Strategy Podcast Account Segmentation Business Strategy Buyer Segmentation Demand Generation Market Research Market Research Methdology
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
Salesfusion
FEBRUARY 15, 2016
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.
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
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.
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
NOVEMBER 29, 2017
Article Marketing Strategy buyer persona buyer personas Buyer Segmentation Chief Marketing Officer CMO
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 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 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
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
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
MARCH 1, 2018
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
Sales Benchmark Index
JUNE 26, 2018
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.
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
APRIL 27, 2018
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.
Sales Benchmark Index
FEBRUARY 28, 2018
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.
Sales Benchmark Index
FEBRUARY 20, 2018
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
Sales Benchmark Index
APRIL 19, 2018
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.
Sales Benchmark Index
DECEMBER 10, 2016
Podcast Sales Strategy buyer decision making Buyer Segmentation buying decision making executive buyers executive decision making
Sales Benchmark Index
APRIL 2, 2017
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
Sales Benchmark Index
APRIL 6, 2018
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?
Sales Benchmark Index
JANUARY 12, 2018
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
Sales Benchmark Index
MARCH 29, 2018
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.
Sales Benchmark Index
OCTOBER 25, 2016
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.
Sales Benchmark Index
NOVEMBER 16, 2017
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.
Sales Benchmark Index
APRIL 4, 2018
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.
Sales Benchmark Index
FEBRUARY 12, 2018
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.
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