InsideSales.com

OCTOBER 23, 2019

In this article: Engaging with C-Level Executives. Cold calling the CEO is difficult, but not impossible — if you know how to structure your pitch and how to get past gatekeepers. “I think it’s really unusual, and that’s why we’re really selling more enterprise software than Oracle or SAP.”

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Decision Maker Cold Calling How To Gatekeeper 63

Sales Hacker

JUNE 14, 2021

Our client’s software that was designed specifically to integrate with SAP’s ERP does not have the capability at this time to meet the needs of “rental” businesses. But the VP of IT acted as the gatekeeper and kept the distance between sales and the “buying team” that was collecting requirements in a vacuum and having internal conversations.

Account Based Marketing 79

Account Based Marketing Top of Funnel Ideal Customer Profile Account 79

Sales Hacker

NOVEMBER 30, 2018

You’ve ended up being trapped by the gatekeeper. Many software and hi tech equipment manufacturers have a no bid policy for ‘blue bird’ RFIs and RFPs (i.e. We’ve all heard stories of the sales person who used PowerPoint to add a new field or button to a screen grab of a software product, to indicate that a certain feature is available!

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Commission Gatekeeper Decision Maker Face-to-face 76

Sales Hacker

OCTOBER 29, 2021

Salesforce automation tools are among the most powerful CRM software workflow solutions. You can also set a scheduled email to go out after a certain amount of time has elapsed, e.g. a more in-depth email with advanced tips for using your software sent out 48 hours after the first email. The best automation for each team.

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SalesForce Scale Follow-up Tools 80

Autoklose

JANUARY 22, 2024

For instance, you should explore the use of task management software as an effective solution here. Also, our article on How to crush your sales goals is a great resource to give you a sense of direction. Also, if the goal is measurable, it will be easier to evaluate each activity and track your progress.

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Lead Rank Lead Scoring Strategy Hiring 52

SalesHandy

FEBRUARY 23, 2021

So throughout this article, we’ll explore why decision makers play an important role in the buying process, how to identify key decision makers, and how to connect with them. Connect and bypass gatekeepers earlier. This unnecessarily stretches your sales cycle and defeats the purpose of having a well-defined sales process.

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Decision Maker Company How To Campaigns 69

Hubspot Sales

OCTOBER 5, 2017

CRM (customer relationship management): Software that allows companies to keep track of their potential and existing customers at whichever stage they may assume in the sales cycle. Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants.

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Prospecting Tools Top of Funnel Lead Rank 142

HeavyHitter Sales

JUNE 1, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. Click Here for 25 More Articles. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Best New Sales Book of 2011.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

SalesHandy

FEBRUARY 23, 2021

So throughout this article, we’ll explore why decision makers play an important role in the buying process, how to identify key decision makers, and how to connect with them. Connect and bypass gatekeepers earlier. This unnecessarily stretches your sales cycle and defeats the purpose of having a well-defined sales process.

Decision Maker 52

Decision Maker Company How To Campaigns 52

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! Project management software like Jira or Workboard can be leveraged for real-time approvals.) What's the precursor to a successful ghostjack?

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Ideal Customer Profile Social Media Account Penetration 66

PandaDoc

DECEMBER 19, 2022

In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work. Set up a game plan for interacting with gatekeepers and decision-makers. In many cases, just initiating the first contact doesn’t deliver any business growth.

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Ideal Customer Profile B2B Prospecting Top of Funnel 98

OnePageCRM

JUNE 15, 2017

How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. The best way to get past a gatekeeper like this is to reframe how you approach the call. It’s easier to convince an office manager that they need your purchasing software than it is the CEO.

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Gatekeeper Social Media How To Decision Maker 46

Crunchbase

JUNE 24, 2021

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. . The author is an expert in their field and a Crunchbase user.

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Cience

JULY 25, 2019

In today’s article, we’ll examine the pros and cons of chatbots for B2B lead generation. On the other hand, the automation of business processes that comes with the introduction of certain software enables us to free our human mind for more creative tasks that no AI can yet solve. To chatbot or not? . Beyond Inbound.

Lead Generation 56

Lead Generation Lead Rank Sales Qualified Lead B2B 56

Tony Hughes

FEBRUARY 22, 2018

Iconoclastic salacious books sell with shock and awe but you need tried and true methods to sell complex products / services, if you want to stand a fighting chance of transcending self-commoditization and getting blocked by the digital gatekeepers [where do you think the traditional gatekeepers went?] this letter applies to you.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Sales Hacker

AUGUST 28, 2019

Hey Kristi, I really liked the way you asked that customer why finding a software with XYZ security feature was important to them. When I do reach them, I’m having difficulty scheduling a demo of our software with the decision-makers. Imagine you’re observing a rep on a call with a customer. As soon as she hangs up…. Nice work.”.

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Coaching Guidelines Call-back Sales Coaching 68

Cience

JULY 9, 2020

Gatekeeper. We have an article on ICP and BP where we deep dive into everything you need to know about these critical guiding documents. Learn more about how to create a cold call script to get an appointment in our additional article dedicated to crafting scripts for set appointments. Pros And Cons of Cold Calling Scripts.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

OnePageCRM

MAY 25, 2017

In this article, we’ll explore what it takes to master the sales call. Sean Burke, CEO of prospecting software Kitedesk offers this example email: Hi Jill. How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. Does cold calling still work?

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

PandaDoc

SEPTEMBER 14, 2022

In the article below, we’ll review the most efficient cold calling scripts with examples, and offer you several valuable tips on how to increase your success rate during cold calling. These staff members are usually called gatekeepers. The simplest example is software outsourcing companies. Leverage their job openings.

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Cold Calling Outsourcing Services Decision Maker Hiring 52

Hubspot Sales

AUGUST 23, 2023

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. The subject line is your gatekeeper, so 50% of email work should be spent crafting and testing different subject lines.

B2B 72

B2B Lead Rank Lead Scoring Leads 72

Hubspot Sales

AUGUST 21, 2023

To make the process easier to navigate, I’m going to walk you through everything you need to know to build a killer go-to-market strategy in this article. See what articles already exist around these topics and begin to plan your content calendar. What is a Go-to-Market Strategy?

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Sales Hacker

JANUARY 24, 2018

In this article, I’ll show you how to create a similar process. According to BuzzSumo, the top performing articles on LinkedIn included these phrases : 3c. Otherwise set up a Skype call and use screen capture software to record the discussion. That way, I’m not waiting for someone else to bring me leads.

Lead Generation 84

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 84

Sales Hacker

MAY 15, 2018

One of our founders, Jonathan Kim , spent his early days at Hubspot and so our team is fully immersed in the content-driven, freemium, product-led world of new-age software sales. Like many Software companies, we chose to allow anyone to trial the product, and so we opened the gates to about 1000 leads per month.

Sales Cycle 45

Sales Cycle Conversion Lead Rank Sales Qualified Lead 45

Lessonly

JANUARY 27, 2020

As a gatekeeper of sorts, you have the privilege and responsibility to shape the perception of your company, resolve each customer’s issue, and hone your communication and problem-solving skills every single day. Rarely does anyone reach out to customer support if they’re not confused, stuck, or upset. You’re the first line of defense.

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Customer Service Benefit Training Customer 20

Sales Hacker

MARCH 2, 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.”. Combo Prospecting. Locate invisible profit centers in your business.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Tony Hughes

MARCH 13, 2018

If you're selling software and there are already twenty five groups on mobile marketing applications, still launch your own group. Be stringent about pushing articles and spam to the promotions tab. Your colleagues or sales team can add major value by posting relevant articles to it, questions and commenting in it daily.

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Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63