Zoominfo

MAY 8, 2019

Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales. Of course, it’s not impossible to gain access to top sales prospects by first speaking to a gatekeeper. Spend less time searching and more time selling. Time your outreach.

Data 193

Data Sales Process B2B Company 193

MTD Sales Training

JULY 9, 2019

By condemning the buyer as a fool for not seeing you is counterproductive and leads to your attitude being one of constriction and lack of advancement. So, what strategies can you consider that would help in the situations where you can’t get in front of the buyer? 5) Make friends with gatekeeper or secretary.

Gatekeeper 276

Gatekeeper Decision Maker Call-back Up-Sell 276

Alice Heiman

DECEMBER 6, 2022

Sales teams can no longer be gatekeepers of the buyer’s journey. We’ve created a process where the salesperson is a gatekeeper for information instead of giving it to consumers on their terms. Watch the podcast below or on our YouTube channel. The problem is B2B sales is in the Stone Age right now.

Scale 125

Scale Outsourcing Services Hiring Sales Process 125

Zoominfo

JULY 29, 2020

And with the use of intent data , preparation can include things like current pain points, revenue, industry niches, and beyond. So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. Your script will change with different industries, locations, and even job titles.

Cold Calling 240

Cold Calling Data Hiring Intent Data 240

Mr. Inside Sales

JANUARY 23, 2020

In terms of this real estate agent, one suggestion I had was to do what others in his industry are doing. Obviously, you can adapt this strategy to any other industry, i.e., yours! I received an email last week from a real estate rep asking me if cold calling was dead. So, is cold calling dead? Who Should Attend?

Cold Calling 180

Cold Calling Real Estate Sales Qualified Lead Face-to-face 180

Partners in Excellence

JULY 3, 2012

As sales people, we always are trying to get into our Buyers’ minds. I’m always fascinated by the machinations we go through to understand what’s going on in our Buyers’ minds. I’m always fascinated by the machinations we go through to understand what’s going on in our Buyers’ minds.

Buyer 94

Buyer Gatekeeper Automotive Maximizer 94

DiscoverOrg Sales

APRIL 25, 2017

It should reduce time spent prospecting; offer sales development reps (SDRs) an opportunity for smart expansion into new markets; let sales reps identify the 3% of any industry’s target accounts that are active buyers … and a whole lot more. Does the provider have any client success stories in your industry?

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

Sales Hacker

AUGUST 2, 2019

RELATED: 4 Steps to Create a Buyer Persona Sales Reps Will Use (Template Included). This description should include: the industry they operate in. Do you make more sales to certain sized companies in particular industries in specific geographical markets? You can search by company, job title, industry and geographic location.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. Direct Prospecting at Interested Buyers. Timing is everything in sales.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

criteria for success

OCTOBER 28, 2021

Why it's ineffective is that the whole premise of hunting , particularly what I refer to as old school hunting, doesn't work because it relies on salespeople reaching out to make contact with buyers using traditional methods. So why do you have to talk to a gatekeeper who's just there to say they don't have an answer? Watch Now.

Hiring 98

Hiring Banking Call-back Trends 98

Zoominfo

APRIL 17, 2020

Quality service and experience have become expected in almost every service-based industry, including staffing. They’ll learn what firms often look for in a candidate and be able to speak the “language” of the industry. Does HR act as a gatekeeper? Create Buyer Personas. Think of hiring managers as your “buyers.”

Ideal Customer Profile 100

Ideal Customer Profile Hiring Decision Maker Buyer Persona 100

PandaDoc

JANUARY 11, 2021

Befriending The Gatekeeper. A gatekeeper can be anyone who comes in the way of direct interaction between a salesperson and their prospect. For example, receptionists, secretaries, and HR managers can be referred to as gatekeepers as they filter all the calls they get and decide which call to forward to their boss.

Cold Calling 52

Cold Calling Gatekeeper Referrals Decision Maker 52

Zoominfo

JULY 29, 2020

And with the use of intent data , preparation can include things like current pain points, revenue, industry niches, and beyond. So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. Your script will change with different industries, locations, and even job titles.

Cold Calling 100

Cold Calling Data Hiring Intent Data 100

Zoominfo

OCTOBER 21, 2021

Stages of a Sales Funnel: Two Perspectives While typically depicted as a simple four-step visual, modern sales professionals should be simultaneously thinking about two different funnels in various snapshots that account for the different perspectives of the buyer and the seller, respectively.

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

Sales Hacker

OCTOBER 28, 2022

Gatekeeper in your way? Check back in with the buyers during implementation to see if the competitor is able to keep the same implementation timeline you’d promised. Deliver value at every point in the conversation — the buyer will start to lean on you as a consultant, even after you’ve lost the deal. Always multithread. “If

LinkedIn 84

LinkedIn Lead Rank Call-back Enterprise 84

Hubspot Sales

NOVEMBER 26, 2019

The first person you talk to will usually be a gatekeeper , who is still a valuable contact to have. As a sales professional, you are no stranger to buyer personas and you likely have your ideal customer clearly mapped out. Understand what is happening in their industry as a whole. Connect with an associated gatekeeper.

Decision Maker 72

Decision Maker Sales Qualified Lead Gatekeeper Lead Rank 72

Close.io

MAY 1, 2019

You’ve got a great product, but we’re going to go with [the industry standard].”. Your product may be better, but the industry standard is safer. The gatekeeper. Gatekeepers are living, breathing objections and, in many cases, they’re the first roadblock you’ll face. Are buyers liars?

Objections 91

Objections Examples Gatekeeper Decision Maker 91

Zoominfo

APRIL 20, 2020

Basic firmographic and demographic data points simply aren’t enough to hone and engage prospective buyers in a good economy, never mind the current climate. Go-to-market teams need a better understanding of what the new market looks like in order to cut through the noise. Think about it. They are getting through.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

SBI Growth

AUGUST 16, 2012

The answer lay in the fact that buyer trends are shifting. The reality is that B2B buyers today will progress almost 60% of the way through the buying cycle before they ever engage a sales rep. You want your prospect to view a profile that conveys mastery of your industry. Create A Brand Called You. You’ve been squeezed out.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

No More Cold Calling

AUGUST 23, 2018

92 percent of B2B buyers use social media to engage with industry thought leaders. In fact, the social media version might be even more annoying because you’re wasting buyers’ personal time and basically spamming their personal accounts. That’s what business buyers want from salespeople. Source: LinkedIn ).

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

BrainShark

SEPTEMBER 19, 2022

Enabling sales reps to sell more and sell better is not an easy job — that’s why sales enablement departments (and an entire industry) were created. Remember, SMEs are not necessarily expert content creators, so you should be the gatekeeper of the content before it goes out to sales – vet it, package it and refine it.

Company 77

Company Sales Enablement How To Gatekeeper 77

Hubspot Sales

JANUARY 6, 2021

Yet most salespeople fail to do so — repelling buyers and making them think, "It's a salesperson, how do I get them off the phone?”. These are the most buyer-repellent statements I hear in my coaching work: How are you today? I create partnerships with our buyers to help them save money on …. How to Overcome Sales Resistance.

Call-back 135

Call-back Face-to-face Buyer Scale 135

MTD Sales Training

NOVEMBER 23, 2011

You probably know already that I often speak and write about the evolution of the modern-day buyer. . Today’s sales professional has to evolve along with the modern-day buyer in every aspect. Today’s buyer will test you, like never before. However, simply adapting to some new and advanced techniques is not enough.

Consumer 247

Consumer Gatekeeper Cold Calling Exact 247

SalesLoft

JUNE 26, 2018

If a buyer senses a pitch, the relationship can quickly derail. Studies reveal a 46% increase in message response rate when there’s a shared interest, skill, or industry group. Bypass Gatekeepers. Gatekeepers have an important responsibility. Getting around a gatekeeper is always a challenge. Earn Referrals.

Outbound 52

Outbound Gatekeeper Strategy Decision Maker 52

Pointclear

JANUARY 26, 2012

prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches. Business buyers themselves are looking for information to help them do their jobs, and they generally welcome and open letters as they arrive on their desks.

Media 233

Media Direct Mail netFactor Trade Show 233

Zoominfo

NOVEMBER 20, 2019

This is an important principle to understand when you’re selling or doing a demo with a prospective buyer: They’re going to be evaluating a number of different providers in the process, and they’re going to be providing a number of different value stories. 300,000 minus $30,000). There are two parts to establishing the problem.

B2B 187

B2B Prospecting Case Study Scale 187

PandaDoc

JUNE 4, 2019

Solution selling has earned itself a bad rap in recent years as buyer behaviors and the role of the sales rep have both changed drastically. The criticism of solution selling is that it doesn’t account for today’s hyper-informed buyer who subconsciously devalues the role of the sales rep due to their own access to information and research.

Solutions Selling 72

Solutions Selling Decision Maker Case Study Ideal Customer Profile 72

Showpad

FEBRUARY 14, 2019

However, it is a crucial part of finding potential buyers, developing relationships with them, and closing deals. Sales prospecting is the way sales reps search for potential buyers in order to move them through the funnel, and ideally, convert them into a customer. Research the buyer. What is Sales Prospecting?

Sales Enablement 66

Sales Enablement Top of Funnel Prospecting Lead Qualification 66

SalesLoft

JUNE 26, 2020

For those industries impacted by COVID-19, we created industry-based Cadences offering our help. . SalesLoft: The current environment has brought new buyers into the buying committee. How is your team collaborating with reps to identify and engage these buyers? . How did you help your sellers focus on priority accounts?

Account 52

Account Account Based Marketing Demand Generation Demand Generation Targets 52

Connext Digital

AUGUST 30, 2018

Salespeople were the gatekeepers of information—you needed to ask them about anything you needed to know about the product you wanted to get. The internet contains the information buyers need to know about products via a simple search. If you encountered a salesperson who knew all the ins and outs of the product, then you’re lucky.

Consumer 83

Consumer Ideal Customer Profile Engineering Gatekeeper 83

InsideSales.com

OCTOBER 23, 2019

Cold calling the CEO is difficult, but not impossible — if you know how to structure your pitch and how to get past gatekeepers. I’ve seen it in almost every new rep: fear of the owner, fear of the gatekeeper, fear of the 2nd gatekeeper (the dreaded executive assistant), and reluctance to even approach the challenge.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

SalesLoft

APRIL 19, 2018

No matter your organization’s size or industry, the need for a robust pipeline is something every salesperson has in common. Use the ability to efficiently identify prospects by company, location, or industry to your advantage. In the end, it provides a better experience for your buyer (and you!). Be a thought leader.

Pipeline 69

Pipeline Top of Funnel Social Media Decision Maker 69

PandaDoc

DECEMBER 19, 2022

And the outbound sales are driven by the proactive efforts of the sales reps who look for potential buyers via various methods like cold calls and emails. An ideal customer profile (ICP) describes what the most fitting potential buyers should look like. And buyers always want to learn about the price tag as soon as they can.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Zoominfo

NOVEMBER 20, 2019

This is an important principle to understand when you’re selling or doing a demo with a prospective buyer: They’re going to be evaluating a number of different providers in the process, and they’re going to be providing a number of different value stories. 300,000 minus $30,000). There are two parts to establishing the problem.

B2B 100

B2B Prospecting Case Study Scale 100

Hubspot Sales

OCTOBER 5, 2017

As the sales conversations grows even more buyer-focused, sales reps have begun developing his or her own hack, own technique, own process. Prospecting: The process of searching for potential customers, clients, or buyers in order to develop new business. We usually have to go through a gatekeeper to reach them.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Showpad

FEBRUARY 14, 2019

However, it is a crucial part of finding potential buyers, developing relationships with them, and closing deals. Sales prospecting is the way sales reps search for potential buyers in order to move them through the funnel, and ideally, convert them into a customer. Research the buyer. What is Sales Prospecting?

Sales Enablement 40

Sales Enablement Top of Funnel Prospecting Lead Qualification 40

Zoominfo

APRIL 20, 2020

Basic firmographic and demographic data points simply aren’t enough to hone and engage prospective buyers in a good economy, never mind the current climate. Go-to-market teams need a better understanding of what the new market looks like in order to cut through the noise. Think about it. They are getting through.

Pipeline 100

Pipeline Marketing Top of Funnel Hiring 100