Gong.io

SEPTEMBER 26, 2022

They don’t have to waste time driving from prospect to prospect, which means they can focus more of their day on high-value tasks like booking meetings and closing deals. Before you can reach a CEO or a C-level executive, you’ll likely have to get through a gatekeeper (typically assistants or office managers) first. Meetings booked.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Hubspot Sales

DECEMBER 23, 2022

From software that leverages your partner ecosystem to prospect databases, every tool on this list can help you fill your sales pipeline. Unlike manual prospecting, sales prospecting software allows you to quickly identify potential customers. HubSpot Sales Lead Software. That includes how prospects are identified. Image Source.

Tools 105

Tools Ideal Customer Profile Prospecting Intent Data 105

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. They’re missing opportunities, booking fewer meetings, and hurting productivity.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

Janek Performance Group

OCTOBER 17, 2022

The gatekeeper keeps dropping my calls into voicemail. On YouTube, I may watch a comedian with the purpose of borrowing a joke to use as an ice-breaker with a gatekeeper or a prospect. First Name, are you using (Type of software)? The prospect is not returning my calls. It’s impossible to connect with the decision-maker.

How To 62

How To Hiring Journal Gatekeeper 62

Sales Hacker

FEBRUARY 15, 2022

In this episode of the Sales Hacker Podcast, we have Jamal Reimer , Commercial Vice President at Saama and author of Mega Deal Secrets , a book about the principles that unlock the biggest deals of our career. And the book is called Mega Deal Secrets: How to Find and Close the Biggest Deal of Your Career. powered by Sounder.

Enterprise 76

Enterprise Enterprise Influencer Sales Cycle 76

Hubspot Sales

MAY 12, 2023

EAs need to be diplomatic with good communication while remaining a firm and decisive gatekeeper for the executive. With time, she found she needed someone with digital software skills who could jump in quickly without much guidance. Have you improved an ineffective system or implemented a new software?

Hiring 106

Hiring Examples Social Media Software 106

Salesmate

FEBRUARY 21, 2020

You need to stay focused, get past the gatekeepers, connect with the right decision-makers, and convince them to meet you. Well, most of the sales reps only use the medium of the phone to reach and book an appointment. Most of the software give you the flexibility of creating automated sequences. Use multiple media.

Sales Meeting 99

Sales Meeting Meeting B2B Decision Maker 99

Zoominfo

OCTOBER 21, 2021

And just like an ICP can be segmented into various cohorts, go-to-market teams should understand how to engage various stakeholders, influencers, decision makers and – gasp – gatekeepers involved in the purchasing process. Sales Automation In terms of productivity, sales automation software is the sales team’s holy grail.

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

Hubspot Sales

AUGUST 11, 2019

In many ways, this makes prospecting easier -- but the budgets, stakeholders, and gatekeepers you encounter throughout the sales cycle can make finding the right B2B leads that much more important. Strategic Account Director Jack Matsen saw a 38% increase in demos booked within six months of implementing a lead bot. Set up a lead bot.

Lead Rank 100

Lead Rank Lead Scoring Sales Qualified Lead Outsourcing Services 100

Sales Hacker

MARCH 2, 2020

As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Books that made the cut: Are on my own bookshelf. The Decision Book.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

LeadFuze

JANUARY 14, 2021

Although a customer relationship management (CRM) software can help you stay organized, the customer information you collected will inevitably get messy over time. 5 Ways to Book More Appointments Without a Service. With it, clients can enjoy the convenience of booking an appointment anytime, anywhere.

Lead Generation 52

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 52

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

HeavyHitter Sales

JUNE 1, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Books For Heavy Hitters. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. Why Year End Deals Dont Close: THE CESSPOOL! If Sigmund Freud Was Your Sales Manager. Categories.

SAP 98

SAP Jigsaw Cold Calling 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.

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46

Tony Hughes

FEBRUARY 22, 2018

For Millennials and others looking to leverage LinkedIn or Sales Navigator at the core of your strategy, I would highly recommend dropping everything and reading Neil Rackham 's books like SPIN Selling. Get crystal clear about what actually can and will move the needle; read Mike Weinberg's book: New Sales. Simplified.

Social Selling 66

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

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.

Prospecting 143

Prospecting Tools Top of Funnel Lead Rank 143

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?

Ideal Customer Profile 66

Ideal Customer Profile Social Media Account Penetration 66

Cience

JULY 25, 2019

scheduling, appointment booking, etc. 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. Great chatbot software options abound on 3rd party review sites like G2 , TrustRadius , and Gartner.

Lead Generation 56

Lead Generation Lead Rank Sales Qualified Lead B2B 56

Keith Rosen

OCTOBER 7, 2010

Some of these strategies are straight out of my cold calling book. However, the more links you include, the greater the odds that your email will not make its way into the prospect’s inbox due to the virtual gatekeepers of email: firewalls and spam filters. 1: Don’t Send Attachments in Your First Email.

Campaigns 67

Campaigns Prospecting Collateral Cold Calling 67

LeadFuze

AUGUST 10, 2021

While there is no one-size-fits-all approach to selling, there are certain tools, mindsets, and processes that can help you sell more, fall less, and keep your sanity as you navigate the world of sales and build your book. In his book Influence: The Psychology Of Persuasion Dr. Robert Cialdini examines the Weapons Of Influence.

Gatekeeper 52

Gatekeeper Sales Qualified Lead How To Cold Calling 52

The Science and Art of Selling

DECEMBER 9, 2013

” I’m working on a book about this right now: Getting introverted people in a company more involved. If you Google it or check Amazon, there’s only one book about it besides mine. Today they maybe selling computer software. They work with everyone, the office assistant, all of their staff, the gatekeepers.

Benefit 64

Benefit Lead Rank Lead Scoring Real Estate 64

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. Demos Completed: How many demos that were scheduled actually happened, in other words, what were the quality of demos booked? Demos Scheduled ? Demos Completed ?

Top of Funnel 246

Top of Funnel Funnel Data Sales Qualified Lead 246

Cience

JULY 9, 2020

Gatekeeper. Process – The SDR’s daily routine ; – Number of dials per day/ per prospect; – Sales intelligence; – Work with software; – Personalization and value generation; – Analysis of the phone calls; – Reporting; – Looking for new prospecting and calling techniques. Conversation Intelligence Software. Making A Cold Call.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

Crunchbase

JUNE 16, 2023

Therefore, the last thing salespeople want is a buyer going on a wild goose chase to find a pitch deck or e-book they received via email from a seller a few months before. These gatekeepers are valuable contacts, so sellers don’t want to destroy that relationship by following up constantly.

Sales Enablement 59

Sales Enablement Decision Maker How To Ideal Customer Profile 59

OnePageCRM

MAY 25, 2017

Sean Burke, CEO of prospecting software Kitedesk offers this example email: Hi Jill. The prospecting methodology described in the book Predictable Revenue recommends reaching out via email to other contacts in a company and asking them to refer you to the job role or prospect you actually want to talk to. How to get past gatekeepers.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

Autoklose

MARCH 4, 2024

Another plus lies in the fact that there are no gatekeepers that will stop them from reaching a decision-maker. So, email automation software is a must if you want this strategy to succeed. Since with email, there’s no need to engage with prospects in real time, they can come up with the best way to organize their thoughts.

Cold Calling 52

Cold Calling Decision Maker Scale VanillaSoft 52

Hubspot Sales

AUGUST 23, 2023

Editor's note: This post contains an excerpt from the book The Predictable Revenue Guide to Tripling Your Sales , and is published here with permission. The subject line is your gatekeeper, so 50% of email work should be spent crafting and testing different subject lines. Download Now 1. Craft an exciting subject line.

B2B 75

B2B Lead Rank Lead Scoring Leads 75

Zoominfo

APRIL 23, 2020

This is a valiant undertaking; however, it is ultimately extremely time-consuming for anyone who’s primary objective is booking demos or closing business. 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. Burned by Churn.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

Sales Overdrive

JUNE 22, 2012

It’s hard to avoid them as they play the roles of effective gatekeepers and influencers. So let’s say you are selling software and you hear this: “Let me tell you what happened to me the last time we tried implementing this (other) software tool.” Don’t be fooled! Just don’t start with them. It’s emotion-based.

Conversion 20

Conversion Decision Maker Lead Rank Lead Scoring 20

DiscoverOrg Sales

MAY 7, 2019

This is a valiant undertaking; however, it is ultimately extremely time-consuming for anyone who’s primary objective is booking demos or closing business. 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. Burned by churn.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

Hubspot Sales

DECEMBER 4, 2017

Of course, very few of us are “passionate” about selling software, cars, or service packages, so we have to find an angle that does make us excited. If your software helps users get promoted or frees up time they can spend with their families that’s something to get passionate about. Passion is critical to selling. Have Great Timing.

Prospecting 111

Prospecting Face-to-face Call-back Course 111

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. Now we’re talking.

Sales Cycle 45

Sales Cycle Conversion Lead Rank Sales Qualified Lead 45

Sales Hacker

JANUARY 24, 2018

In the above example, Jim Keenan of “A Sales Guy” has done the following: Used a cover image to showcase his book (authority). Otherwise set up a Skype call and use screen capture software to record the discussion. books) are 47.3% Ask for referrals from people who fit your criteria, e.g., “marketers in the software space.”.

Lead Generation 84

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 84

Tony Hughes

MARCH 13, 2018

If you're a sales person, sales manager or CEO that aspires to greatness this year and leveraging the new channels to book major revenue, remember that it's not just about social selling – it's about advanced strategic social selling ! In the book Shift, they posit that 'changes and transitions' are the strongest trigger event.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63