No More Cold Calling

FEBRUARY 24, 2021

My phone rang off the hook the last half of 2020. The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. A sudden decline in seller access.

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Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Mr. Inside Sales

DECEMBER 21, 2019

Just remember: “Sales solve everything,” so enjoy your time off until the new year and if there is anything we can do to make your 2020 your most successful yet, then please do let us know. It’s our pleasure to post a tip once a week, and we sincerely hope it helps make your selling careers easier and more enjoyable. Who Should Attend?

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Face-to-face Gatekeeper Decision Maker B2C 161

Mr. Inside Sales

DECEMBER 12, 2020

In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!” I listen to a lot of calls each week that my clients send me.

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Decision Maker Face-to-face Call-back Gatekeeper 291

No More Cold Calling

APRIL 15, 2021

And as of July 2020, 69 percent of B2B reps didn’t have enough leads in their pipeline to meet their annual quotas, according to a survey by ValueSelling Associates. They don’t have to worry about getting past gatekeepers or heading off the competition, because they have the best possible competitive advantage—a relationship built on trust.

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Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

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.

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Cold Calling Gatekeeper Referrals Decision Maker 52

Mr. Inside Sales

AUGUST 23, 2020

Let’s face it, 2020 has been a tough year. First the pandemic; then being sent home to work; then finding it hard to contact people—who are also working from home…. Now that fall is almost upon us, things are still up in the air: are our kids going back to school? Are we going back into the office? Are prospects going to answer their phones?

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Face-to-face Referrals Call-back Quota 220

Salesmate

JULY 28, 2020

25 sales books you must-read in 2020. Here is a compilation of top sales books that you should consider reading in 2020 to improve your performance and reach your sales goals. What is the best way to address gatekeepers and how can I leverage them to gain access to executive buyers? Unbreakable Laws of Selling.

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Mr. Inside Sales

JUNE 14, 2020

Thanks for contacting me, but I’ve checked with the powers that be, and we’re just not going to do anything until (Fall, 2020, OR next year, 2021, OR maybe even 2022).”. When following up with a prospect after delivering a presentation, does this kind of email sound familiar? Disappointing, isn’t it?

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Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. The Gatekeeper. The gatekeeper is usually an executive assistant or associate of the decision-maker. Enter gatekeeper marketing. Build trust with gatekeepers.

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Decision Maker Influencer Gatekeeper How To 110

Zoominfo

JULY 29, 2020

So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. — ZoomInfo (@ZoomInfo) March 31, 2020. B2B companies receive countless sales calls, which are usually filtered through an operator or phone system. Thanks for the feedback, Jay! We are happy to hear this.

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Mr. Inside Sales

NOVEMBER 7, 2019

How about for 2020? When you wake up in the morning, are you choosing to take action based on the temporary circumstances in your life, or do you have a burning vision for your success and where you’re ultimately going? Another word for vision is goals. Do you have a specific production number you’re committed to by the end of this year?

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Face-to-face Inside Sales Gatekeeper Decision Maker 120

Sales Hacker Training

NOVEMBER 6, 2019

Our question: “What is your best advice for anyone starting their sales career in 2020?” I Identify a challenge (getting through gatekeepers, dealing with a pricing objection, getting to power), and then I identify two different approaches to solving that challenge. The post Career Advice from the Pros: Starting a Sales Career in 2020?

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Hiring Demand Generation Agencies Up-Sell Hubspot 79

Hubspot Sales

JANUARY 8, 2020

Another tactic involves continually tapping your company knowledge gatekeepers — your subject matter experts (SMEs) — on the shoulder every time technical questions arise. Depending on the complexity of your organization, this SME shoulder-tapping will happen quite frequently.

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Data Proposal Survey Software 72

Zoominfo

APRIL 20, 2020

Now more than ever, it is critical that sales and marketing leaders establish a strategy and KPIs for short and long-term success in 2020. . — Work smarter: Focus your efforts where they will make the most impact. Yes, I said “and.” Market segmentation needs to be beyond reproach and sales metrics need to be measurable and projectible.

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Pipeline Marketing Top of Funnel Hiring 239

Chorus.ai

DECEMBER 19, 2019

Thank you for bringing us into 2020 better than ever. We are so grateful for the opportunity to work together, and we look forward to continuing to help grow in 2020! If you haven’t tried all of them, I’d really, really encourage you to give it a shot to start 2020 (and SKO season) off right! Happy Holidays!

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Zoominfo

JULY 29, 2020

So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. — ZoomInfo (@ZoomInfo) March 31, 2020 Key Takeaways of Sales Cold Calling Scripts Cold outreach is a nerve-wracking, but essential part of building a customer base. Thanks for the feedback, Jay!

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Sell Integrity

DECEMBER 8, 2020

By Mike Esterday for the December 2020 edition of Top Sales Magazine. My last column for Top Sales World – in the July 2020 issue – was titled Successful Selling When Your World Turns Upside Down. Too often, when something is new, a salesperson gets nervous and it turns into a monologue instead of a dialogue.

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Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. 40% of businesses did not meet revenue targets in 2020. 40% of businesses did not meet revenue targets in 2020. Sometimes you just don’t have time to read an entire article. What this means for you.

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Hubspot Sales

AUGUST 10, 2020

According to the LinkedIn 2020 State of Sales Report , 77% of sales professionals are holding more virtual meetings. During this stage, B2B reps may also have to communicate with gatekeepers to reach the individual who can make the final purchasing decision.

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Ideal Customer Profile Face-to-face Gatekeeper Negotiation 142

Chorus.ai

NOVEMBER 19, 2019

Every sales team is going to be looking back at 2019 and ready to head into 2020. Reps claim the contact data isn’t great and that their connects are mostly voicemails, phone trees or gatekeepers who won’t let them through to the real prospect. If it’s a lot of gatekeepers and phonetrees, you should strategize about data improvements.

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No More Cold Calling

AUGUST 23, 2018

Three years ago, in a report titled “Death Of A (B2B) Salesman,” Forrester predicted that 1 million B2B sales reps would lose their jobs between 2012 and 2020. In fact, as more companies move to self-service digital models, expertise will soon be the only thing that buyers need from salespeople. subject matter experts).

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Social Selling Social Media Referrals Lead Rank 218

Zoominfo

APRIL 20, 2020

Now more than ever, it is critical that sales and marketing leaders establish a strategy and KPIs for short and long-term success in 2020. Work Smarter Focus your efforts where they will make the most impact. Yes, I said “and.” Market segmentation needs to be beyond reproach and sales metrics need to be measurable and projectable.

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Pipeline Marketing Top of Funnel Hiring 100

Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. Hall-of-fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get past traditional gatekeepers and reach those elusive executives by thinking outside the box and using personalized approaches that he calls “contact campaigns.”.

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Top of Funnel Lead Rank Hiring Handbook 141

Tony Hughes

FEBRUARY 22, 2018

To buck this trend and in recognition that there's typically only one name on the purchase order, I'm advocating the most counter-intuitive 'get past the gatekeeper' strategy of all time! We all know the parable of management by committee and where that story goes. When power connects to power, the magic happens in accounts.

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Ideal Customer Profile Social Media Account Penetration 66

PandaDoc

SEPTEMBER 14, 2022

These staff members are usually called gatekeepers. Originally published January 11, 2020, updated September 14, 2022. The post Best cold calling scripts to boost sales in 2020 (and beyond) appeared first on Blog. The best fit for reaching the companies with decision-makers that are unknown or difficult to reach. Disclaimer.

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Cold Calling Outsourcing Services Decision Maker Hiring 52

Crunchbase

JUNE 24, 2021

The buyer is in charge now, and they don’t want the old method of tech sales gatekeeping and jumping through hoops. ” This statistic is directly from Jeff Bezos’ 2020 Letter to Shareholders. The solution, however, isn’t gatekeeping or forcing buyers to talk to a salesperson to get help sorting out options.

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Cience

JULY 25, 2019

Your bot is a gatekeeper that answers the questions, redirects inquiries unrelated to sales, and keeps users engaged and entertained. 80% of businesses are expected to have some sort of chatbot automation by 2020 ( Outgrow, 2018). of companies using chatbots have less than 50 employees ( Landbot.io ). Marketsandmarkets , 2017).

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Lead Generation Lead Rank Sales Qualified Lead B2B 56

Zoominfo

NOVEMBER 9, 2020

Gone are the days when the salesperson can act as a gatekeeper of information, forcing the buyer to have to meet with them throughout the information-gathering stage. Related infographic: Ultimate Guide for Sales Outreach in 2020! Prospects have access to more information than ever. Stages of a Sales Funnel: Two Perspectives.

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Cience

JULY 9, 2020

And yet, many of the most successful businesses still practice cold calling in 2020, and they won’t be stopping anytime soon. Gatekeeper. Applying this do-everything salesperson in 2020 is an ultimate ‘sink’ strategy. Gatekeeper. There isn’t a tactic on how to get past a gatekeeper that all the salespeople agree upon.

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Sales Hacker

SEPTEMBER 4, 2020

You can try to bypass the gatekeepers by chatting directly with a customer service representative and gathering information on your prospects. I have created a VP of Sales Guide to Navigating 2020, where I collected the opinions of major voices in sales. For example, you could create a prospect-driven guide for your ICP.

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Quota Meeting Cold Calling Channels 109

InsideSales.com

MARCH 11, 2020

The Gatekeeper. The gatekeeper (usually an intern, office manager, or executive assistant) is the first person you end up talking to when you make that first call. XANT Kicks Off NEXT 2020 Conference, Sharing the Vision for… Read More. XANT Announces Stellar Speaker Roster for NEXT 2020. XANT Announces NEXT 2020.

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Objections Cold Calling Decision Maker Hiring 58

Cience

NOVEMBER 20, 2019

Are events even a thing in 2019-2020? When talking to a gatekeeper. Gatekeepers have heard about the event their boss is heading to. Event Lead Generation. Just like any other business process, mastering conference networking is impossible without understanding current industry trends. Yes, they are.

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Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Hubspot Sales

AUGUST 21, 2023

Why Bread Beauty Supply’s Go to Market Strategy Works: The brand launched in 2020 and partnered with Sephora as its principal distribution channel. Get your team together and brainstorm the various job titles that could be impacted by your solution.

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Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Highspot

DECEMBER 19, 2019

Appeal to Gatekeepers and Influencers. Before you reach the person who can sign the dotted line, you’re going to have to clear a number of hurdles, including winning over gatekeepers and influencers. The post 8 Ways to Make Every Sales Conversation Count in 2020 appeared first on Highspot.

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Conversion Gatekeeper Scale Buyer 89

Allego

AUGUST 4, 2020

Once controlled by a limited number of gatekeepers, content exploded horizontally across a huge number of new channels—YouTube, blogs, and social media to name a few. There was a massive expansion of content away from traditional providers in established media into the hands of ordinary citizens.

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Harvest Face-to-face Scale Video 77