Sales and Marketing Management
AUGUST 14, 2017
My definition of prospecting is trying to take prospects from latent to active need. Another way to phrase that is to say that: Prospecting is looking for people that aren’t looking. Let’s take a step back and more closely consider the term “gatekeeper.” So how can salespeople get past this hurdle with gatekeepers?
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. A crucial yet overlooked aspect of objection handling occurs at the very beginning of the buying process, during prospecting. Prospecting is hard.
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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! During this first meeting is generally when the salesperson and the prospect discover common interests and determine if the business can be moved forward.
SBI Growth
AUGUST 16, 2012
Simply put, you have to drive your own brand to ensure that prospects are finding you when searching for options. 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. Your prospects are doing the same. Your prospects are doing the same.
DiscoverOrg Sales
APRIL 11, 2016
According to Investopedia , “A sales lead is a prospective consumer of a product or service that is created when an individual or business shows interest and provides his or her contact information.”. What if I’m responsible for prospecting but don’t have access to sales intelligence? So, what is a lead in a sales context?
Sales Hacker
AUGUST 2, 2019
In sales, no matter how much you may wish otherwise, the fact is a prospect buys on their own timeline. If they won’t buy today, you must develop a plan to stay in touch until they do. Now, traditionally, it was thought that 7–10 touches were required to engage prospects and get them ready to talk to a sales rep.
Sales Hacker
NOVEMBER 30, 2018
It’s not surprising, just getting prospects to engage at all has become so hard! You’ve ended up being trapped by the gatekeeper. If the buyer is this far along their buying cycle, you’ve missed the opportunity to influence their thinking, and winning the deal is going to be a long shot. Reason One.
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