Partners in Excellence

JANUARY 2, 2018

We’ve been looking at how to improve their prospecting results. They won’t increase their market share, they won’t grow faster. Sales people have to add to that by a lot of outbound prospecting. Others of us would immediately leap to the high volume/high velocity approaches to prospecting.

Prospecting 59

Prospecting Inside sales Appointment Meeting 59

Hubspot

DECEMBER 18, 2023

These sales alerts also give you a relatively low-effort way to keep tabs on your main competitors and ideal prospects. To help you get started, I’ll share insights on how experts use Google Alerts to help them sell. When it comes to structuring your ECL, paragraph one is all about the prospect. But that‘s not all.

Prospecting 78

Prospecting Price Sales Up-sell 78

SaaStr

JUNE 4, 2025

All pulling your reps away from what they should be doing: having conversations that create value for prospects and customers. When your sales team can only meaningfully engage with 40% of their assigned accounts, you’re essentially running your go-to-market motion at 40% capacity. All time-consuming.

CRM 96

CRM Follow-up Pipeline Territory 96

Hubspot

OCTOBER 9, 2023

Over the years, many organizations have invested in a new selling methodology that has evolved the sales approach from strategic selling to "challenging" prospects. Business strategies aren’t one-size-fits-all — not every prospect has the same one. Is your prospect's goal to increase revenue? Increase profit?

Prospecting 74

Prospecting Drivers/motivators Strategize Service 74

Gong.io

DECEMBER 7, 2022

The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. So how can you prospect more effectively? How can you ensure that you’re targeting and focusing on the right prospects? With a proven sales prospecting process. What is sales prospecting?

Prospecting 62

Prospecting Cold Call Pitch Pipeline 62

SaaStr

JUNE 9, 2025

Margin Trajectory Clarity What It Is : Clear path to 20%+ operating margins within 2-3 years The Benchmark : Gross margins 70%+, improving unit economics each quarter Why It Matters : Public markets want to see the path to profitability. SailPoint’s struggles may reflect concerns about margin compression in competitive markets.

B2B 70

B2B Price Growth Strategize 70

Martech

SEPTEMBER 14, 2023

. #4 Defend marketing efficiency and effectiveness above budget In challenging times , CEOs and boards can look to scale back go-to-market efforts, leaving marketing in a defensive stance when it comes to budget. Many CEOs regret not prioritizing market share during periods of resiliency and growth.

GTM 134

GTM Market share Growth Technology 134

Partners in Excellence

NOVEMBER 11, 2013

Whether it’s developing a new product, improving manufacturing, improving operational efficiency, improving market share, improving the top or bottom lines, or anything else. We try to persuade a prospect they need something and ours is the best something they can buy. Rethinking Prospecting What Do The Numbers Mean?

Manufacturing 110

Manufacturing Pitch Market share Service 110

Martech

SEPTEMBER 6, 2022

iOS still dominates ad spend market share — here’s why. It’s helpful to look back at the impact of Apple’s App Tracking Transparency (ATT) privacy features on marketers’ ability to target iOS users. In the latter half of 2021, the iOS market share dipped below 30% by October 2021.

Market share 120

Market share CRM Campaign Retail 120

Highspot

MAY 18, 2025

Key takeaways ABM and sales enablement help teams focus on the right accounts and equip reps with the tools to convert prospects into customers. Companies that align their sales and marketing grow 19% faster and 15% more profitably. ABM flips the script on mass marketing by focusing on accounts with the most revenue potential.

Healthcare 52

Healthcare Objectives and Key Results Finance Objection handling 52

Salesforce

MARCH 13, 2025

It can help you decipher which ones are more likely to generate higher revenue and are ripe for opportunity-based marketing. In addition, TAM can attract prospective investors because it shows your full revenue potential, with research and calculations to back up the opportunity.

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

Heinz Marketing

SEPTEMBER 10, 2020

But the playfulness that we desperately need to stay sane in our personal lives can also help B2B brands stay close to their prospects and customers. “…as And yes, that includes your B2B prospects! Gamifying it means that prospects and customers will be left with a positive feeling about your brand.

B2B 119

B2B B2C Gaming Campaign 119

Martech

DECEMBER 18, 2023

Sentiment AI can understand speech and text, and the more your marketing team uses your CRM system for phone calls, chats, notes, calendars and email conversations, the more these systems can start gauging the sentiment of your prospects and customers. Dig deeper: 4 AI categories impacting marketing: Personalized customer journeys 4.

X-functional 126

X-functional Customer Relationship Management CRM Relationship Management 126

SaaStr

FEBRUARY 16, 2021

Firing” prospects. Do not fire a prospect. No prospect enjoys going through a sales process for fun. If a rep can’t get engagement, but a prospect has registered some interest, marketing can at least drop them into a long-term engagement campaign. But — do not do this for larger prospects.

Quota 108

Quota Commission Sales Contract 108

Heinz Marketing

JUNE 30, 2021

What are the key foundational elements that need to be established for our go-to-market strategy to be successful? How are we going to deliver our unique value proposition to our target market? Share these questions with your peers in marketing, and even sales leaders! Challenges and Barriers to an Effective GTM Strategy.

Go To Market 130

Go To Market GTM Follow-up Campaign 130

SaaStr

FEBRUARY 10, 2023

75%-90% of the time, enterprises have already made a tentative decision which vendor to choose before they pick up the phone or hit the Contact Me button or issue the RFP: In an established category, customers will pre-pick one of the Top 2–3 vendors based on brand, market share and research. Well before they even talk to a sales rep.

Negotiate 111

Negotiate Price Contact Prospecting 111

Outreach

AUGUST 11, 2020

When your business is looking to grow, especially a venture-backed business with extreme pressure to gather market share, it is absolutely imperative to be in , or better yet, drive and shape any conversation where a solution you offer is being evaluated. And so based on this A, B, C system, you prioritize your prospecting accordingly.

Sell 104

Sell Prospecting B2B Conversion 104

Heinz Marketing

MARCH 5, 2020

There’s still significant value and need here: Organizers still desire a platform to share their story, gather their customers and build greater market share, sales pipeline and more. Sponsors still desire a targeted channel to meet new prospective customers and fill their own sales pipelines.

Pipeline 114

Pipeline Presentation Networking B2B 114

Search Engine Land

MARCH 4, 2024

How to prepare for the cookieless future Build first-party data : Without cookie-powered targeting and the option to easily remarket to prospective customers, you will need to build your supply of first-party data. Take the self-guided tour of Market Share.

Territory 115

Territory Market share Legal Strategize 115

Anthony Cole Training

JULY 17, 2010

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Questions about profit, shareholder value, market value and market share are the things that presidents concern themselves with not how many power units does the company have. Motivational (8).

Sell 120

Sell Objectives and Key Results Drivers/motivators Up-sell 120

SaaStr

JANUARY 31, 2022

There is a place for order takers in SaaS, but you need a dominant brand and market share (60%+) for that playbook to work. Not listening and solving the prospect’s problem. Way, way too many reps just share the same speech, the same email, the same canned demos. Share that love with every prospect.

Price 96

Price Market share Prospecting Sell 96

criteria for success

NOVEMBER 10, 2021

But as salespeople, we tend to struggle when handling prospect or client objections. First, establish yourself as a problem-solver by asking the prospect questions that'll unearth their true pain-points. Next, get the level of urgency from the prospect for your solution. Read on to discover more about the AGREE model.

Negotiate 98

Negotiate Price Sales Trust 98

SaaStr

JUNE 20, 2025

Conquest Numbers Let’s separate the happy convergence talk from the harsh conquest reality: SaaS: The Steady Performer Under Siege $295 billion market in 2025 with 18.4% In 5 days, they deploy working AI solutions on real customer data, converting prospects to paying customers at unprecedented speed.

Government 109

Government Legal Engineering Growth 109

Sales Hacker

DECEMBER 3, 2019

Data-driven marketers aren’t playing to win a hand or two. They’re playing to grow market share. With sales engagement automation and engagement data you know what salespeople are consuming, what they’re reading, and what they’re delivering to clients and prospects,” says Mary Shea, Principal Analyst at Forrester Research. “As

Commission 108

Commission Territory Sales Market share 108

SaaStr

SEPTEMBER 25, 2023

What Sales & Marketing Teams Often Get Wrong Sales and marketing can often move in entirely different directions when it comes to critical metrics and expectations. Marketing may have one idea of a qualified prospect, while sales has another.

Objectives and Key Results 111

Objectives and Key Results Lead generation Sales Campaign 111

SaaStr

MARCH 8, 2020

Except with Salesloft and Outreach both are winning in the same space , each with dominant market share. But your sales team will see prospects and leads as something more than just a numbers game. Except … except when it doesn’t: Except, e.g., where Squarespace and Wix are both billion+ companies.

CRM 127

CRM Gaming Price Presentation 127

Cience

JUNE 23, 2020

After all, the real value of outbound is gaining a competing edge over their competition, winning market share, getting more at-bats for sales teams, improving close rates and, of course, closing more deals. Hooking your Prospect. This one hits the mark on all of the points mentioned above. Remember to Personalize.

Appointment 105

Appointment Prospecting Clients Follow-up 105

Search Engine Land

FEBRUARY 26, 2024

Videos are likely the most captivating tool to draw in prospects and guide them through the customer journey. They take away portions of search market share to self-hosted proprietary videos businesses have always used on their websites. But you have to do it right; otherwise, you might miss chances to guide your prospects.

UX 125

UX Engineering Follow-up User Experience 125

Salesforce

NOVEMBER 19, 2024

This approach helps prevent losing market share and allows your business to concentrate on adding value, such as improving customer service or making your product easier to use. This strategy applies to almost any market, be it software or shampoo. The Pros It can help grow or protect market share.

Price 52

Price Profit margin Territory Cross-sell 52

Martech

JANUARY 25, 2022

You’ve worked hard to turn the engagement from your recent marketing campaign into leads. Once your suspects have become prospects who’ve finally reached the scoring threshold, you toss the leads over the proverbial wall for sales to work. Later, you learn that after an initial push, your warm marketing leads have gone cold.

Sales 103

Sales Finance Contact Prospecting 103

ConversionXL

NOVEMBER 9, 2021

“There’s no point in saying ‘long copy always beats short copy’… or ‘long copy doesn’t work on me’… or ‘web users will only tolerate short copy’… Rather, your page needs to be as long as is necessary to make the argument that will address the prospect in their state of awareness. It answers the who and what: “Branding for Product Teams.”.

Drivers/motivators 156

Drivers/motivators Objectives and Key Results A/B testing Start-ups 156

Martech

JANUARY 31, 2024

You can also use this to identify prospective customers who will most likely be valuable to the brand over time. The data-driven rapid optimization system and the high-confidence predictive performance model significantly increased market share, exceeding client expectations.

Campaign 135

Campaign Start-ups Technique Technology 135

Sales Hacker

NOVEMBER 11, 2020

In the past, strong relationships were the main way to get in front of a prospect and close a deal. Now, data, media, and technology allow us to get in front of prospects and convince them that a complete stranger has a better solution than their incumbent partner. All I mean is: the way people buy has changed drastically.

Launch 121

Launch Sales Price Clients 121

SaaStr

FEBRUARY 12, 2022

Within each segment, they split up buckets of data in the following categories: Companies, Deal Creation, Close Rate, ACV, Market Share (which measures Gorias customer vs. competitor market share) and NRR. Inputs into the engine include things like prospects and partners that yield outputs like customer value and ARR.

Customers 98

Customers GTM Referrals Growth 98

Heinz Marketing

NOVEMBER 19, 2020

Employing your target audience ’s preferred or first language is invaluable, because it immediately makes the prospect comfortable and thus more likely to connect with your product or company as a whole. And if your company is already on the map, a great campaign could wildly expand your market share. Colloquialisms and More.

Campaign 110

Campaign Launch Market share Technology 110

Hubspot

AUGUST 27, 2020

Understanding Market Penetration. A company can use market penetration at the industry level to review potential for specific products or services or on a smaller scale as a way to gauge the market share of a product or service. It offers insight into how the market and your customers view your product or service.

Territory 101

Territory Campaign Growth Sports 101

Closing Bigger

JUNE 9, 2022

Increasing Market Share: They are interested in advertising, marketing and business development strategies, tactics and methods to increase market share. Lowering Cost of Production: Lowering costs equal better margins and bigger profits. There’s many ways our solutions can do this directly and indirectly.

B2B 98

B2B Sell Government Presentation 98