Score More Sales

JUNE 18, 2014

For years I have worked with sales professionals who strive to get around the Gatekeeper – that person at your prospective customer’s company who guards their executive from unnecessary time with all sorts of things but most notably from salespeople. Have a negative image of what a Gatekeeper is and instead align with them.

Gatekeeper 234

Gatekeeper Ideal Customer Profile Twitter Inside Sales 234

No More Cold Calling

MAY 18, 2017

Stop trying to get around the gatekeeper. If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. This is just the latest stupid advice I’ve read about how to bypass the gatekeeper and get decision-makers on the phone. Seriously?!

Gatekeeper 224

Gatekeeper Account Referrals Decision Maker 224

Mr. Inside Sales

FEBRUARY 8, 2019

Many sales reps don’t know how to deal successfully with the gatekeeper. The post How to Successfully Deal with the Gatekeeper appeared first on Mr. If things like: “Will he know what this call is regarding?” ” keep you up at night, then you need to watch this video and use the proven techniques in it.

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Gatekeeper How To Inside Sales Video 138

No More Cold Calling

JUNE 19, 2014

The gatekeepers are onto your tricks. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. But gatekeepers are good at their job. Of course you would. Think again.

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Gatekeeper Referrals Cold Calling B2C 280

Zoominfo

MAY 8, 2019

Although many of these tips are valid, the key to improving your B2B sales process is far simpler than you might think– and it comes in the form of company and contact data. Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales.

Data 193

Data Sales Process B2B Company 193

Zoominfo

SEPTEMBER 29, 2019

To add insult to injury, executive-level assistants are trained to be gatekeepers. Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. As a B2B salesperson, it’s your job to highlight the unique value of what you’re selling.

B2B 190

B2B Gatekeeper InsideView Up-Sell 190

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. N– Be invaluable.

B2B 162

B2B Gatekeeper InsideView Face-to-face 162

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. But what is B2B prospecting? What is B2B prospecting? B2B Prospecting Methods. Learn how to communicate with gatekeepers. What is B2B prospecting? Research, research, and research some more.

Ideal Customer Profile 87

Ideal Customer Profile B2B Prospecting Gatekeeper 87

Zoominfo

APRIL 19, 2018

To add insult to injury, executive-level assistants are trained to be gatekeepers. Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. . As a B2B salesperson, it’s your job to highlight the unique value of what you’re selling.

B2B 165

B2B Meeting Gatekeeper InsideView 165

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close. As a B2B salesperson, it’s your job to highlight the unique value of what you’re selling.

B2B 100

B2B Gatekeeper InsideView Face-to-face 100

Zoominfo

NOVEMBER 20, 2019

A winning B2B sales value proposition tells a story about a real problem – and puts real monetary value on the solution. In B2B sales, value is the financial benefit you get from a solution beyond the price you pay for it. The first principle in our B2B sales value communication framework is defining the problem.

B2B 187

B2B Prospecting Case Study Scale 187

Outside Sales Talk

MAY 18, 2022

Since 2004, John has worked with B2B selling organizations to transform the way they sell. The best strategy for outside salespeople to get past potential gatekeepers. Tips for getting past or working with a gatekeeper. John led sales in large IT providers for 39 years. More From the Guest. LinkedIn: [link] .

Outside Sales 52

Outside Sales B2B Gatekeeper Face-to-face 52

Sales and Marketing Management

SEPTEMBER 17, 2018

Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules. Because of these obstacles, it takes dogged persistence coupled with sales skills to start a meaningful conversation.

Conversion 293

Conversion Sales Qualified Lead B2B Direct Mail 293

Pipeliner

APRIL 17, 2018

It read, “How to handle gatekeepers and reach decision-makers.”. This, I thought, is an online article that would be great to share with my B2B sales team. Tell the gatekeeper that your prospect is expecting your call when they aren’t. When talking to the gatekeeper, leave out your company name. I was quite wrong.

Gatekeeper 53

Gatekeeper Decision Maker ACT Influencer 53

No More Cold Calling

JULY 13, 2021

Salespeople continually struggle with reaching B2B decision makers. When you receive a referral introduction, you breeze past gatekeepers and walk right into meetings with your prospects. Without the introduction, you’re just another cold caller, and cold callers don’t usually get to talk to B2B decision makers.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

DECEMBER 6, 2019

In the digital world of today, where roughly two-thirds of the B2B buyers make their decision via online content, the rules of sales prospecting have changed. 50 percent of B2B buyers use LinkedIn as a source for making purchase decisions. 76 percent of B2B buyers prefer to work with recommendations from their professional network.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Salesmate

FEBRUARY 21, 2020

B2B sales is undoubtedly a tough nut to crack. Before even thinking about closing, you need to get over the hurdle of B2B appointment setting, which is surely quite challenging here. Scheduling a B2B appointment requires a lot of effort. Effective B2B appointment setting tips to get more sales meetings. Try Salesmate Now!

Sales Meeting 99

Sales Meeting Meeting B2B Decision Maker 99

Mr. Inside Sales

SEPTEMBER 4, 2020

Do you need customized keynotes or breakout sessions on subjects like: Prospecting – Both B2B & B2C Dealing with gatekeepers Overcoming objections and Stalls Virtual Presentation Skills Setting follow-up appointments Motivation and Attitude Adjustment And much more! Unlimited License: One to 100 reps can attend for one low price!

Hiring 156

Hiring Gatekeeper Face-to-face Inside Sales 156

PandaDoc

DECEMBER 19, 2022

B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. B2B sales prospecting in a nutshell. Contrary to the widely held opinions, B2B buyers are generally open to being contacted by sellers at the start of their buying journey. Leverage referrals.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

eGrabber

DECEMBER 2, 2021

Here is why December is the best month to start B2B prospecting. And it is during this time when a large pool of B2B Decision-makers have been known to spend more time personally evaluating products & services for their business growth. Cut Across Gatekeepers. Open Decision Makers Calendars. Act Ahead of Your Competitors.

B2B 40

B2B Decision Maker Prospecting Gatekeeper 40

Mr. Inside Sales

MAY 1, 2019

Do you want to be confident when speaking with gatekeepers and decision makers? Want to get your team excited about selling again? Would you like to be motivated to pick up the phone instead of sending yet another email? Are you ready to double or even triple your sales—in 2019? Better training = more sales. It’s that simple.

Training 172

Training Gatekeeper Workbooks Face-to-face 172

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. B2B salespeople all look the same to our buyers. percent of salespeople made quota in 2019, according to CSO Insights. Have We Met? Can I Trust You?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

OCTOBER 1, 2020

3 Referral Selling Skills All B2B Sales Reps Should Practice. Read “ 3 Referral Selling Skills All B2B Sales Reps Should Practice ”). Dylis and Joanne discuss how to get introductions to the type of clients you love working with, avoiding gatekeepers, and why prospects don’t call you back. Then make time for practice.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Zoominfo

NOVEMBER 20, 2019

A winning B2B sales value proposition tells a story about a real problem – and puts real monetary value on the solution. In B2B sales, value is the financial benefit you get from a solution beyond the price you pay for it. Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close.

B2B 100

B2B Prospecting Case Study Scale 100

Alice Heiman

DECEMBER 6, 2022

The biggest takeaway that every B2B company needs to understand, customers want everything on their terms and this includes learning about your product. Sales teams can no longer be gatekeepers of the buyer’s journey. The problem is B2B sales is in the Stone Age right now. 40:03] We live in a world of now on my terms.

Scale 125

Scale Outsourcing Services Hiring Sales Process 125

Mr. Inside Sales

MARCH 8, 2020

Over the course of seven pre-recorded webinar sessions, you and your team will learn: The New Rules of Prospecting How to Overcome Call Reluctance How to Breeze Past Gatekeepers Qualifying Fundamentals Email & Voicemail Best Practices How to Give Winning Demos and Presentations Overcoming Objections Time Management And Much, Much More….

Training 180

Training Licensing Scale Gatekeeper 180

Zoominfo

JULY 29, 2020

Challenges of B2B Cold Calling. B2B companies receive countless sales calls, which are usually filtered through an operator or phone system. So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist.

Cold Calling 240

Cold Calling Data Hiring Intent Data 240

Mr. Inside Sales

NOVEMBER 27, 2019

Join Our Next Training: If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 159

Face-to-face Gatekeeper Decision Maker B2C 159

Mr. Inside Sales

NOVEMBER 24, 2019

Now over 200 powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money! If you found these script helpful, then you’ll love my Completely Updated and Revised eBook, “The Complete Book of Phone Scripts.” Who Should Attend?

Gatekeeper 158

Gatekeeper Face-to-face eBook How To 158

Zoominfo

FEBRUARY 17, 2021

Although B2C companies get almost all attention for unwanted cold outreach, for B2B companies, the following is what the SEC lays out: Times of Day. There are plenty of reasons why 1 out of 2 B2B sales reps fear making cold calls, but preparation can boost their confidence. Anticipate gatekeepers (the jaded call operators).

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Mr. Inside Sales

NOVEMBER 24, 2019

Now over 200 powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money! If you found these script helpful, then you’ll love my Completely Updated and Revised eBook, “The Complete Book of Phone Scripts.” Who Should Attend?

Gatekeeper 156

Gatekeeper Face-to-face eBook How To 156

Mr. Inside Sales

DECEMBER 21, 2019

Join Our Next Training: If your team is struggling with call reluctance and is tired of the endless rejection they face, then this live, interactive online B2B & B2C inside sales training is exactly what they need to get excited & confident about selling again! Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 161

Face-to-face Gatekeeper Decision Maker B2C 161

Mr. Inside Sales

JUNE 12, 2018

Discover cold calling tips, best practices and techniques to avoid and learn ways that really work on how to make effective B2B cold calls for sales. Cold calling mistake #1: Don’t pitch the gatekeeper. To start with, the gatekeeper doesn’t want to hear your pitch. Cold Calling—3 Mistakes You Need to Avoid Now.

Cold Calling 162

Cold Calling Gatekeeper How To Social Media 162

Sales and Marketing Management

DECEMBER 11, 2017

Here’s why the last weeks of the year have great potential to drive B2B revenue: It’s a myth that all execs take vacation at year-end. This means the absence of gatekeeper types, which increases the odds that key players will pick up their own phones. While that isn’t a bad thing, it won’t do much to help reach quota.

Gatekeeper 224

Gatekeeper Decision Maker Social Media Quota 224

DiscoverOrg Sales

APRIL 12, 2017

It’s easy to see the correlation between data accuracy and sales efforts: If phone numbers are correct and link sales reps directly to their buyers, they can spend more time talking to likely prospects at the other end of the line, rather than shaking down a phone tree of gatekeepers. 50% fewer encounters with gatekeepers.

Data 222

Data Scale ROI Gatekeeper 222

Mr. Inside Sales

JANUARY 11, 2020

If you’d like a sample of what you’re learn—and a proven and effective way to deal with gatekeepers—then view a sample her e. One easy and fast way to do this is to enroll your team in my upcoming 7-week, live, online inside sales training webinar course. Check it out here. Who Should Attend?

Face-to-face 159

Face-to-face Gatekeeper Inside Sales Objections 159

Hubspot Sales

AUGUST 11, 2019

Whether you’re a rep looking for fresh lead generation avenues or a marketer trying to help their sales team, I’ve rounded up some strategies for helping you bring in new B2B leads. Sourcing B2B leads requires you to understand a company’s goals as well as the individual’s. How to Generate Leads for B2B Sales. Set up a lead bot.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Outsourcing Services 98