SBI Growth

MARCH 3, 2013

Reps need to know who in their territory wants to hear about the new widget. 8-12 months prior to launch, marketing should complete a segmentation analysis of their customer and prospect universe. The goal of Account Segmentation is threefold: Understand the size of the potential market for the new product. Call to Action.

Ideal Customer Profile 306

Ideal Customer Profile Buyer Persona Segment Education 306

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. Conversely, in the territory model, you miss out on revenue because some reps have far more accounts than they can ever work. I’ve been in the SDR trenches.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Understanding the Sales Force

JANUARY 27, 2014

OMG weighs the various findings in its Sales Candidate Assessments to predict success in a given role, market or segment, considering competition, price points and industry challenges. Finally, we were able to remove the impact of territories, product lines, and competition. Strong Desire and Commitment are must haves.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Janek Performance Group

APRIL 2, 2024

Our recent webinar Turbocharging Business Development Strategies introduced measurement at the macrolevel. Analyze trends over time and segment data by customer or territories. For more information, check out our webinar Turbocharging Business Development Strategies. Use these to measure key metrics.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Alice Heiman

MARCH 18, 2020

If you’re trying to define your market as all companies in all industries, across all territories, you’re thinking too broadly to be useful. Understand why you’re appealing, and make sure your messaging speaks to whatever your segment of the market values most. . What segment of the market are they going after?

Ideal Customer Profile 136

Ideal Customer Profile Demographics Webinar Metrics Segment 136

Zoominfo

JANUARY 11, 2021

Focusing on segmented groups of potential customers not only saves time and resources but the marketing campaign as a whole. But more niche terms like, “mobile CRM software ,” or, “competitive lead intelligence,” generally have a lower price tag and attract your segmented audiences. What’s Included in a B2B Customer Profile?

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

The Pipeline

AUGUST 10, 2011

We wanted to avoid the predictable trappings of yet another webinar, while providing our audience with relevant ideas and practices to improve their prospecting and sales. Territory Alignment. A few weeks back, I was working with the folks at NetProspex to come up with a way to help clients improve their sales success. Social Buying.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

Appbuddy

JUNE 9, 2022

Creating a recency segmentation table (like the one below) can help you determine where your value cliff is and identify when you should send a re-engagement campaign. Review your recency segmentation groups by creating segments based on last click or last purchase date. How to know when it’s time for a re-engagement campaign.

Campaigns 52

Campaigns Segment Promotion Social Media 52

The Pipeline

JANUARY 18, 2012

In the segment below we discussed the importance of “actioned information”, and its role in sales success. While this is just one segment, we’ll be posting others in the coming weeks. Territory Alignment. We covered a number of topics relating to sales and success. Download the latest version here. Social Buying. Social media.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

Sales and Marketing Management

APRIL 4, 2017

Businesses often generate leads by creating offers, such as an ebook, whitepaper or webinar, that people must complete a form to access or by releasing free products. Once this happens a contact record will be created which contains contact details, actions they have taken on your website and company information. Opportunity.

Engineering 120

Engineering Marketing Qualified Lead Lead Rank Top of Funnel 120

Alice Heiman

MARCH 18, 2020

If you’re trying to define your market as all companies in all industries, across all territories, you’re thinking too broadly to be useful. Understand why you’re appealing, and make sure your messaging speaks to whatever your segment of the market values most. . What segment of the market are they going after?

Ideal Customer Profile 62

Ideal Customer Profile Demographics Webinar Metrics Segment 62

The Pipeline

AUGUST 24, 2011

Today’s segment is the first of two dealing with what the B2B rep can do to be better prepared to achieve consistent sales success. Territory Alignment. A couple of weeks ago I posted the first in a series of conversations with Michael Bird, Chief Revenue Officer with NetProspex. Social Buying. Social media. Social Selling.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

JUNE 15, 2011

For others, the Status Quo has come to represent a segment of the market that is not ready to buy, and therefore can/should be overlooked in favour of those potential buyers who have declared their intent. Territory Alignment. This has become much more the case since the introduction of the marketing term Sales 2.0. Social Buying.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

FEBRUARY 17, 2012

First, their view of, and approach to sales training ; second the alignment of their sales assets with clearly identifiable market segments. Territory Alignment. Earlier this week, I posted on two related or intersecting topics sales leaders need to manage and improve. Social Buying. Social media. Social Selling. Time Allocation.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

Closer's Coffee

APRIL 23, 2020

Inside sales reps typically leverage tools like phone calls, social media, email campaigns, video conferences, and virtual webinars to connect with potential customers. Within the companies who sell in this way, you might not be surprised to find a sales floor with divisions that target varying segments based on product or service types.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

Close.io

SEPTEMBER 19, 2019

Move into new segment (Up or down market, launch self-service or sales assisted, multichannel). which, for the “business transformation companies” segment earlier, can take years. Example signals: Attendees to Room 1 speeches or webinars, articles or interviews, book sales. Going international. Massive sales team growth.

Outbound 60

Outbound Case Study Ideal Customer Profile Account 60

DiscoverOrg Sales

MARCH 27, 2017

Tier 3 – This segment covers all the accounts that you want to target but don’t have the resources for personalization and customization. We know one company where management felt their reps could have 100 named accounts at a time – but they gave each one 150 accounts so the reps wouldn’t feel like their territories were too small.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

Velocify

JANUARY 29, 2013

One popular solution category, marketing automation, has been growing rapidly during the past few years and continues to be a very hot segment. To meet these demands, emerging technologies are proliferating and gaining traction. For the field sales team, relationships, often built face-to-face, are critical.

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

criteria for success

DECEMBER 31, 2019

Watch our webinar on how a sales process can make or break your business. Depending on your company, you’ll want to also target based on company criteria like territory or location, company size, as well as individual criteria like job title and team size. Are the majority of leads coming in not sales-qualified? Want to learn more?

Sales Process 59

Sales Process B2B Sales Qualified Lead Top of Funnel 59

Sales Hacker

OCTOBER 10, 2019

Firmographic data is relevant for customer segmentation, with information about geographic area, number of employees, annual revenue, and industry. A recommendation for predictable revenue would be: Conduct a total addressable market (TAM) analysis to help guide segmentation into territories or market segments.

Government 58

Government SalesForce Objections Lead Rank 58

Zoominfo

JUNE 3, 2022

Whether it’s data uploaded from trade shows, list buys, or webinar leads, record merging and duplicate prevention logic form an important part of the orchestration process. By showing lead data in the context of a prospect’s overall account, you reveal key information like customer history, account assignments, and territory planning.

Data 130

Data Lead Rank Lead Scoring Marketing Qualified Lead 130

The Pipeline

JUNE 3, 2011

Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Territory Alignment. Kendra Lee is a top IT Seller, Prospect Attraction Expert and author of the award winning book “Selling Against the Goal” and president of KLA Group.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Pipeline

SEPTEMBER 19, 2011

Many do a great job segmenting their teams into A, B, and C players. Territory Alignment. Even within sales organizations, we see different development tracks organized for high potential individuals, so why not extend that logic to sales training. Most VP’s I work with know who is who, and where they sit in the group.

ROI 243

ROI Pipeline Training Twitter 243

DiscoverOrg Sales

MAY 23, 2018

SiriusDecisions points out that first 67% of a buyer’s decision-making process is completed online – in Marketing territory. WEBINAR] Dream Teams: How Marketing Activates Sales to Drive More Revenue. What if they read one blog and attended a webinar? What about one blog, one webinar, and one ebook download?

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

PandaDoc

NOVEMBER 2, 2022

If you design and execute your strategy correctly, you can significantly improve open and response rates and move from the territory of “This isn’t worth doing, we never get any replies” into the “We just landed another deal and now need to prepare the contract” zone. Do B2B cold emails work? Research your audience.

Webinar Metrics 97

Webinar Metrics Strategy Lead Rank Lead Scoring 97

PandaDoc

JULY 6, 2022

Once a lead knows enough about what your company offers, and they’re now curious about your product/services — they enter this new territory, what we call the interest stage. See also: 4 ways you can use customer segmentation to increase sales. Stage 2: Interest stage. How to create a successful sales funnel.

Top of Funnel 98

Top of Funnel Funnel Sales Qualified Lead Lead Rank 98

OnePageCRM

MARCH 21, 2017

In a sales team, a CRM can assign territories and customers to individual sales people. Research and get a demo or webinar from each. Or do they offer live customer chat, webinars or phone support? Tagging / grouping / segments. Not segmenting CRM data. Segment by function. Segment by role.

CRM 49

CRM Lead Rank Lead Scoring Segment 49

Hubspot Sales

AUGUST 8, 2019

Revenue by territory. Engagement rate (link clicks, webinar attendance, video plays, etc.). Segment your customers, then look at average LTV. Average lifetime value (LTV) of user or customer. Net Promoter Score (NPS). Number of deals lost to competition. Percentage of sales reps attaining 100% quota. Revenue by market.

Cost per Acquisition 137

Cost per Acquisition Lead Rank Churn Webinar Metrics 137

OnePageCRM

MARCH 21, 2017

In a sales team, a CRM can assign territories and customers to individual sales people. Research and get a demo or webinar from each. Or do they offer live customer chat, webinars or phone support? Tagging / grouping / segments. Not segmenting sales CRM data. Segment by function. Segment by role.

CRM 39

CRM Lead Rank Lead Scoring Segment 39

Jonathan Farrington

AUGUST 7, 2013

The coaching map is designed with different check lists and principles to cover different areas of sales management, such as: account and territory management, opportunity management, pipeline management and call/cadence planning. And the coaching map helps the sales managers also to coach their teams for any kind of internal selling issues.

Sales Coaching 52

Sales Coaching Coaching Lead Rank Sales Enablement 52

SBI

NOVEMBER 7, 2019

Resources All White Paper Awards & Recognition Blog Article Brief Case Studies eBook ebooks & Guides Funding & Acquisitions Guide Industry News Infographic Interview Podcasts Report Resources Video Video Reviews Webinars. Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

Sales Hacker Training

NOVEMBER 21, 2022

Campaigns can target different personas, buying stages, individual accounts, and other segments of your audience using various ABM tactics. The platform is also effective for online meetings with remote or distributed teams, chat, mobile communications for reps who are on the road, and even webinars.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52