Sales and Marketing Management
AUGUST 14, 2017
Executives are more likely to have admins (often referred to as gatekeepers) that invariably will ask a question that sends shivers down many sellers’ spines: “Who is this and what is it regarding?”. Let’s take a step back and more closely consider the term “gatekeeper.” So how can salespeople get past this hurdle with gatekeepers?
Bernadette McClelland
NOVEMBER 2, 2011
Are sales cycles either nonexistent or getting even longer? Have gatekeepers had some form of combat training? The problem is not you or the sales cycle – they are just symptoms of the real problem. Is customer loyalty really down? Are boardroom presentations being tweaked more than ever to ensure the edge?
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Sales and Marketing Management
MARCH 26, 2018
Think of someone who disrupts an executive’s day by getting past the gatekeeper explaining he/she knows that person and is following up ‘our previous discussions’ – yeah right! Successful salespeople will conduct detailed research in advance and ask professional, yet probing questions to move the buy cycle forward. .
SBI Growth
AUGUST 16, 2012
The reality is that B2B buyers today will progress almost 60% of the way through the buying cycle before they ever engage a sales rep. The primary recommendations are effective gatekeeping and locking down your contacts - two simple strategies that are worth incorporating into your online presence. You’ve been squeezed out.
Hubspot Sales
MARCH 20, 2018
The Gatekeeper. When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. Types of Objections. The Brush-Off. Competition. Procrastination. Getting in the Weeds.
Sales Hacker
AUGUST 2, 2019
Stay in contact until the buying cycle dictates opening the sales process. In other words, how long is the typical buying cycle. For example, you use your car every day, but you only buy a new one every few years. If not, file it in your CRM system until the prospect’s buying cycle determines further sales contact.
DiscoverOrg Sales
APRIL 11, 2016
The addition of sales intelligence can make an impact across the entire buying cycle: marketing is provided with accurate contact data and sales is provided with powerful insights that help them strategize and close the deal. Many salespeople, however, find themselves at companies that haven’t yet invested in an intelligence platform.
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