No More Cold Calling

APRIL 15, 2021

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. B2B salespeople all look the same to our buyers. Problem is, buyers don’t actually buy software. The same is true for our buyers.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. Instead, go-to-market teams are tirelessly doing anything and everything they can to hit their numbers today. Market segmentation needs to be beyond reproach and sales metrics need to be measurable and projectible.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Sales 2.0

APRIL 23, 2020

Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. If you don’t sell to the enterprise market, it’s very likely your competitors will. Adapting your sales collateral/marketing pieces to the specialized needs of large accounts.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

No More Cold Calling

FEBRUARY 24, 2021

Are your buyers clamoring to talk to you? When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople. Or rather, change them back —from digital marketing to relationship building. Who are buyers going to talk to when they’re short on funds and stressed about the future of their organizations?

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Sales and Marketing Management

FEBRUARY 26, 2018

Author: Mike Schultz, President, RAIN Group Breaking through and setting sales meetings with C-suite buyers is tough. They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. Seventy-five percent of C-level and VP level buyers are influenced by customized offers. Pick up the Phone.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

CloserIQ

AUGUST 5, 2019

When you’re selling to a mid- or lower-level buyer, it’s usually a multi-step process to get to the real decision-maker. But selling to C-level buyers requires a different approach than with typical buyers. They know what these buyers care about and how to get through to them. . Again, C-suite buyers don’t have time.

Buyer 89

Buyer Gatekeeper Vendor Decision Maker 89

DiscoverOrg Sales

APRIL 12, 2017

The last thing you want is to spin cycles on bad data until your sales and marketing teams wear out. If Sales talks to more buyers, they will book more meetings, deliver more demos, and close deals faster. Many data providers claim to have the “most accurate” or “most actionable” business intelligence on the market.

Data 222

Data Scale ROI Gatekeeper 222

Zoominfo

MAY 8, 2019

Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales. Of course, it’s not impossible to gain access to top sales prospects by first speaking to a gatekeeper. Spend less time searching and more time selling. Qualify and prioritize leads quicker.

Data 193

Data Sales Process B2B Company 193

Hubspot Sales

OCTOBER 26, 2022

Understand your buyer personas — inside and out. Capitalize on your inbound marketing. Learn how to communicate with gatekeepers. It's a key component of any sale — one where salespeople identify, connect with, and ideally appeal to a potential buyer to set a deal in motion. Prioritize educating your buyer.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Gatekeeper 90

Alice Heiman

DECEMBER 6, 2022

Sales teams can no longer be gatekeepers of the buyer’s journey. 3:13] If you’ve got a marketing organization that’s compensated on one thing and a sales organization that’s compensated and there’s no overlap, you’re not going to have marketing and sales alignment. [6:27]

Scale 125

Scale Outsourcing Services Hiring Sales Process 125

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. Think Chief Executive Officer (CEO), Chief Financial Officer (CFO), Chief Marketing Officer (CMO), etc. Today’s buyers are overwhelmed with similar products and services.

B2B 162

B2B Gatekeeper InsideView Face-to-face 162

Zoominfo

APRIL 19, 2018

To add insult to injury, executive-level assistants are trained to be gatekeepers. Keep reading if you’re ready to bypass gatekeepers and set more meetings with the C-Level. SNAP—a B2B sales framework aimed at selling to the modern buyer—is a loose acronym explained below: S – Keep it simple. N – Be invaluable.

B2B 165

B2B Meeting Gatekeeper InsideView 165

Mr. Inside Sales

JUNE 1, 2020

I’ve written on this subject before but let me remind you of what I said: New marketing funnels and lead nurturing campaigns have created what has always been a salesperson’s dream: more inbound leads. By separating out people who are “just looking,” sales reps can identify and spend more time with the real buyers.

Inbound 178

Inbound Sales Qualified Lead Leads Marketing Qualified Lead 178

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. Instead, go-to-market teams are tirelessly doing anything and everything they can to hit their numbers today. Market segmentation needs to be beyond reproach and sales metrics need to be measurable and projectable.

Pipeline 100

Pipeline Marketing Top of Funnel Hiring 100

No More Cold Calling

JUNE 7, 2018

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs still aren’t making quota. We all look the same to our buyers. Problem is, buyers don’t actually buy software. Wait, wasn’t technology supposed to solve that problem?

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

No More Cold Calling

JANUARY 24, 2019

How about a buyer who enjoyed receiving cold calls? In fact, that’s why many buyers shy away from gated marketing content.). You call a lead that marketing has “qualified.” The key to qualified lead generation is being a welcome call, and for busy executives and their gatekeepers , cold calls are definitely not welcome.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Janek Performance Group

FEBRUARY 6, 2024

Yet, research in LinkedIn shows 70 percent of B2B buyers think sales reps are not adequately prepared. These deficiencies can hinder selling or drive buyers away. It’s understanding what widgets are, what they do, and how they affect their buyers. And today’s better-informed buyers will see right through. Things change.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Zoominfo

OCTOBER 21, 2021

Through consistent processes, leaders derive quick insights on how its sales organization attacks their market. Awareness Stage Buyer Perspective At this stage, potential customers have diagnosed pain points and are beginning to conduct preliminary research about available solutions in the marketplace.

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

Mr. Inside Sales

JANUARY 23, 2020

For example: many real estate agents have put together an up to date, free market analysis of comps of other homes in the area and call local homeowners to give this away. Are you by chance going to be in the market to sell your home within the next 6 to 12 months?”. Are you looking to downsize anytime within the next 5 years?”.

Cold Calling 180

Cold Calling Real Estate Sales Qualified Lead Face-to-face 180

No More Cold Calling

JULY 20, 2017

They believe the fastest ways into the C-suite are digital: targeted emails, cold calls , social media outreach, and inbound marketing automation. There are hundreds of great applications for account based sales development—CRM, marketing automation, social-selling tools, advocate platforms. It’s really that straightforward.

Account 285

Account Referrals Lead Generation Cold Calling 285

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. Direct Prospecting at Interested Buyers. Timing is everything in sales.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

No More Cold Calling

MAY 8, 2014

The name of the game is speed for salespeople and marketers. Today’s successful sales and marketing pros are turning to referrals, not taking shots in the dark. Considering that more than 70 percent of emails today are spam , buyers are naturally resistant to anything that seems fishy. So why are people still cold calling?

Cold Calling 290

Cold Calling Small Business Small Business Referrals 290

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. Think Chief Executive Officer (CEO), Chief Financial Officer (CFO), Chief Marketing Officer (CMO), etc. Today’s buyers are overwhelmed with similar products and services.

B2B 100

B2B Gatekeeper InsideView Face-to-face 100

No More Cold Calling

FEBRUARY 20, 2014

Buyers do business with you, not with your company and not with technology. Lies You Tell Gatekeepers. Gatekeepers can smell phoniness a mile away. When you have a referral, you’ll never have to use duplicitous tactics to bypass the gatekeeper. Read “ Lies You Tell Gatekeepers.”). No lies necessary.

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218

DiscoverOrg Sales

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. To buyers, these types of interactions may seem serendipitous, but timing sales and marketing interactions requires foresight. Account-based marketing can use sales intelligence for a new level of personalization.

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

No More Cold Calling

NOVEMBER 14, 2013

So how do you ensure that buyers choose you? Your competitors have access to the same data, social-selling tools, and marketing applications that you do. Waiting for buyers to finish up their homework and come to you is not smart salesmanship. It’s no secret that today’s marketplace is a crowded one. Here’s a hint.

Competition 218

Competition Referrals Gatekeeper Social Media 218

No More Cold Calling

MARCH 1, 2018

Data is great, but even the most thorough reports won’t provide as in-depth insights into your buyers as people who actually know them (a.k.a., Buyers today think salespeople are pretty much all the same. your referral sources). And therein lies the problem. The Bandwagon Is Already Overcrowded. You know what won’t help you do that?

Lead Generation 249

Lead Generation Data Leads Marketing Qualified Lead 249

Sales 2.0

APRIL 27, 2014

Probably because I’m so keen on helping sales people I tend to be a pretty “open” buyer. As a marketing director, there are always projects I’d like to do but my company is not going to be able to fund or provide me the resources to get them all done. The concept is that buyers don’t know what’s good for them. And I mean it.

Lead Rank 268

Lead Rank Lead Scoring Proposal Gatekeeper 268

LeadFuze

DECEMBER 31, 2021

The Ultimate Guide to Creating a Framework for Your B2B Marketing Plan (2022 Update). Who currently have job openings for marketing help. What Is a B2B Marketing Plan and Strategy? B2B marketing plan and strategy is about how you plan to raise brand awareness. What is a b2b marketing strategy? B2B Email marketing.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Zoominfo

APRIL 17, 2020

Identify a particular market where your company has expertise with finding candidates and filling positions. Does HR act as a gatekeeper? Create Buyer Personas. Now that you’ve established your ideal client organization, you need to know who to target with marketing content and sales calls. Define Your Niche.

Ideal Customer Profile 100

Ideal Customer Profile Hiring Decision Maker Buyer Persona 100

SBI Growth

AUGUST 16, 2012

Are you going to rely too much on marketing to provide high quality leads to hit the number? Let’s be honest, the majority of reps would be out on the street if they had to rely solely on marketing for Lead Generation What can you do about it? Our Make the Number Tour specifically addresses market changes that will affect you in 2013.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

Sales Hacker

OCTOBER 28, 2022

Gatekeeper in your way? Check back in with the buyers during implementation to see if the competitor is able to keep the same implementation timeline you’d promised. Deliver value at every point in the conversation — the buyer will start to lean on you as a consultant, even after you’ve lost the deal. Always multithread. “If

LinkedIn 84

LinkedIn Lead Rank Call-back Enterprise 84

Gong.io

SEPTEMBER 26, 2022

50% of buyers say that working remotely has made the purchasing process easier. Thanks to the internet and a plethora of online communication tools, sellers can engage buyers remotely through virtual channels like email, video chat, social media, and more. Buyers increasingly prefer digital interactions. Lack of visual cues.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Zoominfo

NOVEMBER 20, 2019

This is an important principle to understand when you’re selling or doing a demo with a prospective buyer: They’re going to be evaluating a number of different providers in the process, and they’re going to be providing a number of different value stories. We offer the most intelligent B2B contact database on the market.

B2B 187

B2B Prospecting Case Study Scale 187

Close.io

MAY 1, 2019

The gatekeeper. Gatekeepers are living, breathing objections and, in many cases, they’re the first roadblock you’ll face. The gatekeeper is a unique objection because they can become one of your most valuable assets. Each market has its own objections. Create an objection management document for your market.

Objections 91

Objections Examples Gatekeeper Decision Maker 91

BrainShark

SEPTEMBER 19, 2022

To deliver the onboarding, continuous training (AKA everboarding), coaching, and content that sales reps need to be successful, enablement leaders need to collaborate with other functions across the company, including marketing, product, and the C-suite. Adapt existing content from marketing and other groups (and vice versa).

Company 77

Company Sales Enablement How To Gatekeeper 77

No More Cold Calling

AUGUST 23, 2018

92 percent of B2B buyers use social media to engage with industry thought leaders. In fact, the social media version might be even more annoying because you’re wasting buyers’ personal time and basically spamming their personal accounts. That’s what business buyers want from salespeople. Source: LinkedIn ). Source: Bambu ).

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218