The Sales Hunter

OCTOBER 23, 2015

Today is part 2 of my 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Rather than asking the gatekeeper for the person you want to speak to, begin the call by asking them the same questions you would ask your prospect. See Part 1 at this link. Here is #2: 2.

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Gatekeeper Prospecting Selling Skills Sales 100

Women Sales Pros

FEBRUARY 15, 2019

In email prospecting , one of the first things I recommend is that you send yourself a draft before hitting send. That way, you experience what it’s like for the prospect you’re emailing – from the perceived length to the content and call to action. Just start your phone recording app before you walk in the door.

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Cold Calling Gatekeeper Decision Maker Call-back 118

The Sales Hunter

NOVEMBER 12, 2015

I’ve been digging deeper into 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and I’ve reached #8: Let your personality come through and allow the gatekeeper to see you as a normal person who is merely doing their job, just like them.

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Gatekeeper Prospecting Cold Calling Selling Skills 100

The Sales Hunter

NOVEMBER 3, 2015

I’ve been looking at 10 Ways to Get Past Gatekeepers When Prospecting on the Phone, and today we come to number 5, which may surprise a few people: Call one or two digits off from the phone number you’ve been calling. It’s […].

Gatekeeper 100

Gatekeeper Prospecting Selling Skills Sales 100

Hubspot Sales

AUGUST 21, 2023

You have your list of names and phone numbers. Cold Call Script Examples How to Create a Cold Call Script The Best Cold Calling Script Ever Cold Calling Script Variation Cold Calling Script Templates Cold Calling Tips Once you have a list of prospects to call, it's time to reach out. But that's no longer the way to do it.

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Cold Calling Call-back Inbound Follow-up 98

The Sales Hunter

NOVEMBER 17, 2015

If you’ve been following for the past few weeks, I’ve been digging into 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone. Today we’ve reached #9.

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Gatekeeper Prospecting Company Selling Skills 100

The Sales Hunter

NOVEMBER 5, 2015

I know this next tip may seem odd in my 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. I have found it to be effective at times, though. Here is number 6: Call and ask for Accounts Receivables. Every company is eager to collect all of the money they can, […].

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Account Gatekeeper Prospecting Company 100

The Sales Hunter

OCTOBER 29, 2015

I’ve been looking closely at 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. We’ve reached number 4, which I think is quite effective: Call during holiday weeks. I’m always surprised at how people behave differently knowing there’s a holiday coming.

Gatekeeper 100

Gatekeeper Prospecting Closing Selling Skills 100

No More Cold Calling

FEBRUARY 18, 2016

Lead generation isn’t so tough when you’re asking for referrals. I hung up the phone, feeling excited and still a bit nervous. Yet, getting Bill on the phone was surprisingly easy, thanks to a referral from someone he trusts. That’s the best part of getting referrals: leveraging the insights of your referral source.).

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Referrals Gatekeeper Cold Calling Lead Generation 120

DiscoverOrg Sales

APRIL 25, 2017

Some information is so sensational that it gets passed around regardless of the truth: The amount of tryptophan in a Thanksgiving turkey is enough to make people sleepy. Humans only use 10% of their brains. When false assumptions are the basis for business decisions, the fallout can be sudden and steep. Us either.).

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground.

Ideal Customer Profile 87

Ideal Customer Profile B2B Prospecting Gatekeeper 87

Sales and Marketing Management

SEPTEMBER 4, 2018

Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer. Either way, it’s important to identify the proper sales profile(s) that is most essential to driving sales success for your operation.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Autoklose

JANUARY 22, 2024

You might be confused about the best way to reach out to a customer or find yourself struggling to define go-to sales strategies that bring results. There are a number of approaches, tips, and techniques that salespeople use daily to get in touch with new leads. Research and Understand Your Prospects 3. Pick Up the Phone 9.

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Lead Rank Lead Scoring Strategy Hiring 52

Score More Sales

OCTOBER 2, 2012

There is nothing like sharing some good ideas to get others thinking and sharing too. In sales this is critical for your success – you cannot get stagnant. My co-presenter, sales coach Lynn Hidy from B2B Camp last week added 10 tips, author Robert Terson , Alan from Sales HeartBeat , and business writer M. Lynn’s 10: .

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Ideal Customer Profile Revenue Buyer Persona ACT 195

Sales Hacker

JULY 17, 2020

Are you one of the millions of salespeople still searching for ways to overcome your phone fears and finally get over your call reluctance? Some of the best salespeople on the planet still have moments of fear when they reach for the phone. So, why are salespeople afraid to pick up the phone? Don’t worry.

Decision Maker 120

Decision Maker How To Call-back Cold Calling 120

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

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Tools Ideal Customer Profile Prospecting Intent Data 103

No More Cold Calling

JANUARY 25, 2011

For more on why a real introduction—a referral—makes all the difference, read: “ How to Bypass the Gatekeeper ”. The cold calling conversion rate is less than 10 percent, and you are in the “dialing for dollars” league (read, “wasting time”. When you receive a referral introduction: You are pre-sold. Finally, a Sales 2.0

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Cold Calling InsideView Referrals Social Media 247

Salesmate

FEBRUARY 21, 2020

Before even thinking about closing, you need to get over the hurdle of B2B appointment setting, which is surely quite challenging here. You need to get in front of them to convince them your product is worth their precious dollars. You need to get in front of them to convince them your product is worth their precious dollars.

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Sales Meeting Meeting B2B Decision Maker 99

Sales Evangelist

NOVEMBER 17, 2019

Throughout his sales journey, Terry has observed three bottleneck scenarios in which entrepreneurs and sales professionals can get stuck. The first is that many struggle to increase their sales and income because they are not getting in front of the right kinds of companies and individuals. Terry Hansen hails from Idaho Falls, Idaho.

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Closing Decision Maker Ideal Customer Profile Gatekeeper 67

LeadFuze

JULY 13, 2021

In time though, you’ll get used to it and realize that it’s part of the business. You’ve been rejected a number of ways in life before you even got into sales, right? From prospects who cancel all their appointments last minute to secretaries who won’t let us get any time on the phone with the decision-makers.

How To 98

How To Top of Funnel Decision Maker Face-to-face 98

No More Cold Calling

MAY 11, 2011

If You’re Not Getting the Sales You Want, Help Is On the Way. It’s harder and harder to reach people, and once you reach them, they postpone and postpone a conversation with you—whether in-person or on the phone. We don’t have enough time in our day to get everything accomplished as it is. No More Cold Calling.

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Cold Calling Referrals Gatekeeper Top of Funnel 205

LeadFuze

DECEMBER 31, 2021

When people are successful, they make things happen. When unsuccessful, they create excuses for poor sales performance to avoid responsibility for their failure. Competition, product features that suck and prospects who dont respond can make life difficult. Need Help Automating Your Sales Prospecting Process?

Cold Calling 52

Cold Calling Lead Rank Sales Qualified Lead Hiring 52

Anthony Cole Training

APRIL 15, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! desire for success (10). getting sales decisions (4). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales accountability (10). Fix Your Problem Now. Alltop.com.

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

PandaDoc

JUNE 4, 2019

Solution selling still has tremendous value for today’s sales team when adapted for the way that today’s prospects want to buy. Solution selling still has tremendous value for today’s sales team when adapted for the way that today’s prospects want to buy. Let’s get to the heart of solution selling.

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Solutions Selling Decision Maker Case Study Ideal Customer Profile 72

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Goal: Get to a connect.

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Prospecting Tools Top of Funnel Lead Rank 142

InsideSales.com

OCTOBER 23, 2019

Get Social. Cold calling the CEO is difficult, but not impossible — if you know how to structure your pitch and how to get past gatekeepers. Is it easier to get a mid-level manager on the phone? Read on for some tips to help engage better with high-ranking officers. Start at the Top. Forget the Features.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

ExecVision

APRIL 25, 2018

The average ConnectAndSell client gets somewhere around seven connects and one scheduled meeting per hour. While those numbers are impressive, it takes more than buying software to get there. Along the way, we’ve discovered what it takes to maximize your ROI from CAS. This is dead wrong. Conversion Rates.

Ideal Customer Profile 40

Ideal Customer Profile InsideView Cold Calling Maximizer 40

LeadFuze

DECEMBER 31, 2021

Need Help Automating Your Sales Prospecting Process? Who have more than 10 employees. We are going to go over some marketing channels and strategies, then take a look at how you should create your b2b startup marketing strategy the right way. Increasingly, high-quality content is becoming a primary way to demonstrate expertise.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Sales Hacker

AUGUST 28, 2019

Sales coaching typically looks one of two ways… Micromanaging the rep’s every step. And lucky for you, too much and never aren’t your only options when it comes to sales coaching. Now if you’ve never been on a river in southern Missouri with 2 boys under the age of 10, I highly recommend it. The day started well.

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Coaching Guidelines Call-back Sales Coaching 68

Sales Training Advice

JULY 14, 2012

When salespeople receive a referral, their close rate exceeds 50 percent (clients tell me typically 70 percent or higher). The introduction can be by phone, email, or in person. The introduction can be by phone, email, or in person. If you just get a name, you are making a cold call. It makes all the difference.

Referrals 42

Referrals Cold Calling Gatekeeper Guarantee 42

Marc Wayshak

JULY 1, 2021

Want to learn some easy phone sales tips that can actually increase your close rates? Check out this video to learn the 9 phone selling tips no salesperson should live without. As a salesperson, do you find yourself using the phone less and less? Don’t listen to what some gurus are saying: Phone sales isn’t dead.

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Gatekeeper Call-back Campaigns Up-Sell 115

OnePageCRM

FEBRUARY 6, 2017

Interview questions: “Tell me about a time when you knew you were right but you still had to follow directions.”. That’s the cost of a sales rep mis-hire, according to research by Dr. Brad Smart of Topgrading Inc., a firm that helps companies assess sales candidates. Not to mention the less quantifiable damage to team morale and culture.

Hiring 52

Hiring Lead Rank Lead Scoring Sales Qualified Lead 52

Autoklose

MARCH 4, 2024

The synergy of cold calling and cold emailing can be used for breaking the ice and getting on your prospects’ radar. Table of Contents Is It Better to Call or Email a Prospect? Table of Contents Is It Better to Call or Email a Prospect? Email Cold calling When to Call? The best answer to this question is – both!

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Cold Calling Decision Maker Scale VanillaSoft 52

Hubspot Sales

AUGUST 23, 2023

Balancing a friendly tone with getting to the point can be tricky. With the help of the templates in this article and expert tips on what not to write in your next cold email, you'll have the confidence to write attention-grabbing emails that prospects will want to read. Crafting a CTA that is inviting and not forceful takes skill.

B2B 72

B2B Lead Rank Lead Scoring Leads 72

LeadFuze

AUGUST 10, 2021

For most, it’s a long journey that involves plenty of falling down, picking yourself up, and getting back out there. When confronted with a tough circumstance, a person with a good responsibility does not cast blame on others. Focus generates the best outcomes in a salesman when it is matched with compassion. 1 Responsible.

Gatekeeper 52

Gatekeeper Sales Qualified Lead How To Cold Calling 52

Sales Hacker

MARCH 2, 2020

This list is not endorsed or sponsored in any way. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. There are only about 10–15 books in each discipline, so you can easily read up on the books you’re likely to need or want. Fanatical Prospecting.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Hubspot Sales

OCTOBER 15, 2018

Is it the subject line, the length, the way the copy is written, or the ideas contained in the content? If you have a targeted lead list and your response rate is less than 10% with personalized emails, your emails could use some work. No one thinks they're getting a personal email if it's too pretty. When works best for you?

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B2B Customer Advertising Advertising 144