Sales and Marketing Management

MARCH 26, 2018

With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. 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! Author: Peter Gillett, CEO and founder, Zuant.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

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.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

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.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

SalesLoft

JULY 20, 2015

The most beneficial tool a sales development rep can leverage when first starting out is advice from a sales development veteran. Title, company size, industry, buying cycles, typical spend on something similar to your product, basically anything you can get your hands on. Bubba Page. Know your target prospect.

Face-to-face 52

Face-to-face Hiring Gatekeeper Call-back 52

Tony Hughes

FEBRUARY 22, 2018

Apps that filter Twitter give you context, then you're being strategic with the tool from firehose to laser. The 57% statistic on 'buying cycle' by CEB is a bit of a red herring because great sellers know they can uncover demand or even create it in any economy. The medium changes but the message stays the same.

Social Selling 66

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

Tenbound

JANUARY 3, 2024

sales leaders) 2- Gatekeepers: (e.g., sales leaders) 2- Gatekeepers: (e.g., 3- Urgency ( Why now?) PART 2: ENGAGE Chapter 4: Crafting the Right Message Recognize the 7 different stages of the buying cycle: unaware, aware, interested, evaluating, pushase, and postpurchase. This includes: 1- Direct influencers: (e.g.,

Prospecting 49

Prospecting Outsourcing Services Top of Funnel Sales Qualified Lead 49

LeadFuze

DECEMBER 31, 2021

A gatekeeper is usually a person who has to procure products or services for others in their organization, but they dont actually have ownership over solving that problem themselves. If the buyer is this far along in their buying cycle, youve missed your chance to influence them and it will be difficult for you to win.

Negotiation 52

Negotiation Hiring Commission Lead Rank 52