article thumbnail

The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

So here are ten of the changes I have noticed and they are in no particular order: Competition in the past was contained to local or domestic vendors, in local cities and at margins that were typically healthy however with the introduction of technology, we have now become more of a global village.

article thumbnail

10 Excuses for Sales Performance That Need To Stop In 2022!

LeadFuze

We need better advertising in order to be successful. The gatekeeper wont let me through the door to talk to the CTO. The customer is happy with their current vendor. They were looking for proposals from vendors who compete with each other. Another approach would be social selling, which can help you find new prospects.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

The Biggest Sales Excuses You Need to Stop Making in 2018

Sales Hacker

We don’t have the right advertising. The stingy gatekeeper won’t let me talk to the CTO. The prospect likes their current vendor. They were just soliciting proposals from competing vendors. Consider other approaches such as social selling to find new prospects and grow your pipeline. Optimize or upgrade your CRM. .

article thumbnail

Sales Intelligence: What to Expect When You’re Prospecting

Zoominfo

Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Once you’ve identified the “who,” if you have good data, the rest of the processes falls in place: Who is this customer, and what do they need to hear from me, the vendor?

article thumbnail

How to make sales calls [The Ultimate Guide]

OnePageCRM

” “We sell print ads and content marketing site solutions in the $1,000 – $20,000 range, so if I can sell print advertising over the phone – you should have no problems selling yours.” How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call.

article thumbnail

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Once you’ve identified the “who,” if you have good data, the rest of the processes falls in place: Who is this customer, and what do they need to hear from me, the vendor?

article thumbnail

170 Sales Terms From A – Z: The Updated Glossary of B2B Sales Definitions

Sales Hacker

Accounts Payable refers to an accounting entry denoting the amount of short-term monetary obligation your company owes its suppliers, vendors and other service providers. Gatekeeper. Gatekeeper is a person (e.g., advertising (PPC, banner ads, Yellow Pages, sponsoring an event); 3. General Manager. Global Business Unit.