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

Enable Sales to Make the Number using Account Segmentation

Sales Benchmark Index

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.

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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

How to Put Account Segmentation to Work for Sales Ops

Sales Benchmark Index

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

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.

Positioning Your Team for a Championship Run

Sales Benchmark Index

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

"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.

Why and How to Improve Audience Segmentation for B2B Marketing


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.

How High Growth Companies Conduct Market Research

Sales Benchmark Index

Corporate Strategy Podcast Account Segmentation Buyer Segmentation Market Research market segmentation sales strategy

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.

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

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.

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.

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.

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

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.

Do Your Buyer Personas Need a Facelift?

Sales Benchmark Index

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

New Podcast: Mitel CMO Martyn Etherington Discusses Leveraging Buyer Personas

Sales Benchmark Index

Buyer Persona CMO Resources CMO Buyer Segmentation Podcast Mark Synek interviewed Martyn Etherington, CMO of Mitel this week. The topic was the creation, and use, of buyer personas. Go here and spend 30 minutes listening to Martyn’s wisdom.

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

Sales 10

Avoid Competitive Erosion – Remain Relevant in a Changing Market

Sales Benchmark Index

Article Sales Strategy changing market market growth market segmentationThere is a common question among Chief Executive Officers. How do I stay relevant in a changing market? Many industries are experiencing significant shifts. Disruptive technologies take root, or markets are saturated. The reasons are many. As CEO, your task.

Secrets to Understanding Buyers through Buyer Data Planning

Sales Benchmark Index

Marketing Strategy Video Buyer Data Planning buyer preferences buyer research Buyer Segmentation buyer's journeyToday’s topic is how to learn who you buyers are, how they make purchase decisions, and why they will choose you over your competitors.

Buyer 41

Sales Leaders: Try Something Dangerous

Sales Benchmark Index

sales strategy Sales Leader Small Company Sales Leader Resources Market segmentation Substitute “sales leader” for “entrepreneur” in the quote shown. You’ve just described many sales leaders, especially in smaller companies.

How to Overcome Inconsistent Sales Rep Performance

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Sales Leader Prospecting Account Segmentation Sales Enablement Sales Manager Sales Manager Resources Until you close 100% of your deals, your reps must consistently generate new opportunities. If they don’t, you will miss the number.

Inspiring Sales & Marketing Projects

Sales Benchmark Index

Lead Generation Sales Process Sales Leader Sales Operations Strategy Time Management Account Segmentation sales planning You, the sales and marketing leader, have a tough job. “ Making the Number ” is hard work. Sometimes you need a little inspiration. One way to get inspired is to read success stories. Stories about people who have overcome the challenges you are dealing with are especially inspirational.

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 19

Are Your Sales Territories Keeping Pace with Customers?

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Territory Design Sales Operations Strategy sales operations Account Segmentation Sales Ops Sales reps want to be productive. Productivity results in quota attainment and job satisfaction. If they’re unproductive, they’ll likely become frustrated and leave.

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

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.

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

Inbound vs. Outbound – Generating Leads for Sales with Proactive Outreach SDRs

Sales Benchmark Index

Sales Strategy Video Buyer Data Planning buyer preferences buyer research Buyer Segmentation buyer's journeyToday’s topic demonstrates how to leverage Sales Development Reps to generate leads for the sales team.

Database Clean-Up: How to Avoid Blowing a Lot of Money and Your Career!


You can save a lot of money and salvage the value of your database(s) by intuitively ranking the prospects in the database and testing them by calling into a sample of each segment. They do not add the market segmentation or prioritization value needed to predict success.

The Components of a Metric-based Strategic Account Plan

The Sales Association

When it comes to managing a ‘strategic’ customer, (an account that has been segmented by criteria to be managed strategically as such), you need an account plan that performs more than as a report on static facts, objectives and your organization’s intent to meet the customer’s known needs.

The Reason You’re Not Winning More New Logos

Sales Benchmark Index

Develop Sales Strategy sales strategy Design Sales Force Sales Leader VP of Sales Resources Resource Planning sales execution Account Segmentation Sales VP This post is for sales leaders struggling to make the new logo number. Many of you put a plan in place to focus on new logos this year.

Sales 15

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.

B2B 8

How to Identify Strategic Accounts for Your Account-Based Sellers

No More Cold Calling

What’s the best approach to account segmentation? How should sales leaders segment accounts for their account-based sellers? Tamara Schenk of CSO Insights discusses this problem in her article, “ How to Approach Account Segmentation.”

Are you Building Your Lead Gen Program in the Dark?

Sales Benchmark Index

Unfortunately Marketers frequently skimp or altogether skip the critical 1 st step in the process: Account Segmentation. Account Segmentation answers these questions. In this post I want to walk you through the main components of account segmentation.

6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)


TARGET, SEGMENT AND TEST: How often does your team analyze lists? Keeping in mind that there’s no such thing as a good list (and remembering that more expensive lists are not always better than cheap ones), the only way to keep your team productive is to make sure your data is fresh by cleansing it continually, analyzing characteristics that indicate propensities to buy, and continually testing to maximize segmentation efforts.

Leveraging Sales Performance Management to determine Cost to Sell

Sales Benchmark Index

Sales Tech Simplified: How to Deliver Accurate Forecasts and Improve Pipeline Management @AvisoInc

Smart Selling Tools

With Aviso they not only know if a rep, product line, or business segment is forecasted to miss the number, but by how much, and what to do about it. Companies add wider geographical sales teams; they segment their business by channel of business size.