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

SalesLoft

JUNE 26, 2020

Manager of Demand Generation at Limeade, believes that executing on an account-based strategy first requires establishing good organizational health. Watch Lindsay Gates and Eric Martin, VP of Demand Generation at SalesLoft, explain “5 Tactics to Help Sales Execute Account-Based Plays” during the ABM Leadership Alliance Virtual Summit.

Account 52

Account Account Based Marketing Demand Generation Demand Generation Targets 52

Mereo

JULY 14, 2022

According to a past Objective Management Group analysis , only 1% of salespeople new to sales — those often with the onus of sales development — can get past the shield of gatekeepers to access decision makers. For example, empower your sales force with a Power Profile target buyer sheet.

Decision Maker 36

Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

The Bridge Group

SEPTEMBER 19, 2017

I wanted real practitioners to share advice so I reached out to Kevin Dorsey , Head of Sales Development and Enablement at ServiceTitan, and Natasha Miller Sekkat , VP of Demand Generation at ClickSoftware. What’s a gatekeeper? Rather than post the full transcript, I’ve grouped their thoughts below. What’s Salesforce?

Promotion 36

Promotion Hiring Gatekeeper Decision Maker 36

Sales Hacker Training

NOVEMBER 6, 2019

Director of Demand Generation at Nextiva. 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. Spend some time making sure that you are interesting to your buyers, and be interested in them too.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

Hubspot Sales

AUGUST 21, 2023

Go-to-Market Strategy Benefits As you develop a new product or service, it’s vital to start drawing a go-to-market strategy that’s customized to fit your budget and your buyer persona. More or less, it will go like this: The buyer realizes they have a business problem and researches the topic. The buyer shortlists potential solutions.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Hubspot Sales

NOVEMBER 21, 2018

Buyer: Owns the budget. Gatekeeper: Blocker in getting a product implemented or approved. With your personas and value matrix built, dive deeper to understand the journey a potential customer will take, both from the buyer’s perspective and from the perspective of your company. The buyer shortlists potential solutions.

Paid Content 133

Paid Content Top of Funnel Lead Rank Webinar Metrics 133