LeadFuze
JULY 13, 2023
This post aims to provide valuable insights into mastering the art of selling, from evading gatekeepers in B2B environments to closing tough customers effectively. We’ll discuss delivering powerful case study presentations as part of your overall strategy on how to learn sales effectively. How do you teach sales skills?
Chili Piper
APRIL 13, 2020
This can be something as simple as sending them a case study (and following up on it) to getting them to book a call using an online calendar. Social proof – Convert leads into meetings by using case studies. If you’ve got case studies, don’t just stick them in the case studies section of your website.
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PandaDoc
JUNE 4, 2019
In addition, advocates of newer sales philosophies challenge that the buying process has become more complex, adding more decision makers, new gatekeepers and a longer sales process , thus reducing the effectiveness of a solution seller. Ask a senior sales team member to present client case studies to new reps for Q&A.
InsideSales.com
MARCH 11, 2020
The Gatekeeper. The gatekeeper (usually an intern, office manager, or executive assistant) is the first person you end up talking to when you make that first call. In this case, your prospect doesn’t see what you offer as a priority. Counter this with case studies or examples of how others benefited from your solutions.
Corporate Visions
OCTOBER 31, 2019
You need to offer up relevant case studies, ROI calculations, and quantified strategic results as the price of entry. But that advice is over two decades old—popularized at a time when you had limited access to executive decision-makers and almost always had to finesse your way around the gatekeeper.
Sales Hacker
APRIL 12, 2021
As Ken Baldo puts it in this article: “The salesperson will either give up by hanging up, try some pushy, aggressive way to get through the gatekeeper or call point – to eventually find out it doesn’t work and over-time this creates frustration, desperation and a cry for help to their manager.”
LeveragePoint
SEPTEMBER 21, 2018
In the hands of good sales teams, strong Value Propositions evolve from Flexible Case Studies early in the sales cycle to Customer Value Analyses during a customer evaluation to a Shared Business Case to Buy that helps sales teams speed the time to closing. Here is the clinical study. Organizers.
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