Zoominfo

MAY 21, 2020

If you don’t have their direct-dial phone number , you could plan to spend a lot of time negotiating with admins and other gatekeepers, or pressing buttons to navigate the phone tree. The podcast reference was specific enough to demonstrate that he really did know who Kara was, and understood her position. And she responded!

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Hubspot Sales

AUGUST 21, 2023

In many cases, prospects need to be compelled to act, and digital channels may not be enough to close the sale. A modern enterprise communication solution can help simplify your outbound communications by connecting your telephone sales with your other digital channels. Use a positioning statement.

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

PandaDoc

JANUARY 14, 2019

Integration of different marketing channels will become more common. Traditional marketing channels will retain their importance as essential drivers of new customers. But the integration of previously disparate channels has been a notable occurrence throughout last year, and it’s expected to pick up pace even more in 2019.

Trends 88

Trends Marketing Top of Funnel Lead Rank 88

DiscoverOrg Sales

NOVEMBER 27, 2018

If you don’t have their direct-dial phone number, you could plan to spend a lot of time negotiating with admins and other gatekeepers, or pressing buttons to navigate the phone tree. The podcast reference was specific enough to demonstrate that he really did know who Kara was, and understood her position. Sounds good to us!

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Sales Evangelist

JUNE 25, 2020

He also developed a script that he still uses to get “gatekeepers” to provide needed information. David mimics a negative attitude that most gatekeepers have and uses it to position them to offer something positive. Reach him via these channels: LinkedIn , Instagram , Twitter , and Facebook about any sales concerns.

Cold Calling 52

Cold Calling Sales Qualified Lead How To Gatekeeper 52

Hubspot Sales

JULY 23, 2018

If you've had trouble getting past a gatekeeper or find it difficult to reach the right person at a prospective company, keep a close eye on their hiring. Once on the jobs landing page, click "Create Search Alert" and choose a cadence and notification channel for LinkedIn to use to share hiring news and new positions with you.

LinkedIn 145

LinkedIn Prospecting Hiring Ideal Customer Profile 145

Zoominfo

APRIL 20, 2020

Conversely, use the same approach to eliminate accounts normally in your sights that currently not in position engage. People are using their cell phones for business, and if your sales team has access to those numbers, they don’t have to deal with voicemails that are never checked or gatekeepers that won’t pass along their messages.

Pipeline 100

Pipeline Marketing Top of Funnel Hiring 100

LeadFuze

DECEMBER 31, 2021

It involves identifying the channels and tools you’re going to use, as well as what resources are needed for that journey. What Are the Main B2B Marketing Plan Channels? We are going to go over some marketing channels and strategies, then take a look at how you should create your b2b startup marketing strategy the right way.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Hubspot Sales

DECEMBER 23, 2022

Additionally, nearly 16 million of these people hold ownership or senior C-suite positions within their organizations. This database includes email, LinkedIn, and phone numbers for over 113 million contacts with decision-making positions within their organization. This includes data such as location, revenue, and number of employees.

Tools 105

Tools Ideal Customer Profile Prospecting Intent Data 105

Close.io

DECEMBER 3, 2019

Overall it’s a great resource to learn successful prospecting across multiple channels. In the following sections, the author covers converting your cold calls into warm calls through better conversations and getting past the gatekeeper to close more sales. It concludes with a section on how to secure your position at the top.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Autoklose

JANUARY 22, 2024

Sometimes prospects need a little push when they’re still on the fence, so being open to a slightly different agreement and making concessions can have a positive impact on the outcome. Be Flexible Flexibility is key when it comes to negotiating. By insisting on some minor details, you risk losing a customer.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52

SalesHandy

FEBRUARY 23, 2021

Decision makers can usually be identified by positions and titles they hold. Simply put, decision makers are in a better position to ascertain if their organization finds your product or service worthy of an investment. Connect and bypass gatekeepers earlier. Why Decision Makers matter in sales. Connect over email.

Decision Maker 69

Decision Maker Company How To Campaigns 69

SalesLoft

APRIL 19, 2018

In fact, referral leads convert 30% better than leads from other channels, and they have a 16% higher lifetime value ( Hubspot ). Take that intel, and use it to A) figure out the best way to address a pain point and B) get past the final gatekeeper. Slow your roll. Start writing short articles to share on blogs or social media.

Pipeline 69

Pipeline Top of Funnel Social Media Decision Maker 69

Partners in Excellence

JANUARY 18, 2013

Gatekeepers will do their job. These gatekeepers will do their job and prevent you from wasting anyone else’s time. He quickly channeled the conversation to the things we did. We don’t create value in those calls, we actually create cost–diminishing our position.

Gatekeeper 90

Gatekeeper Face-to-face Promotion Channels 90

Partners in Excellence

SEPTEMBER 2, 2014

It’s no wonder that customers put huge barriers to sales–screening calls, avoiding calls, putting gatekeepers in place. What would that do in positioning you to be the trusted advisor? What would that do to your competitive positioning? Collectively, it’s $100′s of millions if not billions.

Customer 95

Customer Call-back Gatekeeper Up-Sell 95

SalesHandy

FEBRUARY 23, 2021

Decision makers can usually be identified by positions and titles they hold. Simply put, decision makers are in a better position to ascertain if their organization finds your product or service worthy of an investment. Connect and bypass gatekeepers earlier. Why Decision Makers matter in sales. Connect over email.

Decision Maker 52

Decision Maker Company How To Campaigns 52

OnePageCRM

JUNE 15, 2017

How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. The best way to get past a gatekeeper like this is to reframe how you approach the call. Scale this across whatever channels your customers use – Linkedin, Facebook groups, Industry forums, Angellist.

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46

Hubspot Sales

MARCH 4, 2019

I interviewed for an account executive position at HubSpot and bombed it. A few decades ago, salespeople were gatekeepers of information. Salespeople aren't gatekeepers anymore — the sales process can largely happen without us and we need to add unique value along the way to ensure our prospects choose us, not our competitors.

Hiring 100

Hiring Training Hubspot How To 100

Tony Hughes

FEBRUARY 22, 2018

Where I'm going with this is that Trigger Event selling is a science irrespective of technological channel. Jim Holden posits that only 3% of all sellers ever achieve or operate at this level. Are you thinking of social selling from a lens of elevating the channel? They now screen the CEO's LinkedIn Profile!

Social Selling 66

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

Zoominfo

MAY 21, 2020

If you don’t have their direct-dial phone number, you could plan to spend a lot of time negotiating with admins and other gatekeepers , or pressing buttons to navigate the phone tree. The podcast reference was specific enough to demonstrate that he really did know who Kara was, and understood her position. And she responded!

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Zoominfo

NOVEMBER 9, 2020

Gone are the days when the salesperson can act as a gatekeeper of information, forcing the buyer to have to meet with them throughout the information-gathering stage. Success at this stage requires go-to-market teams to decipher which channels and messaging turns prospects into customers. Related blog: What is intent data?

Top of Funnel 246

Top of Funnel Funnel Data Sales Qualified Lead 246

Sales Hacker

SEPTEMBER 4, 2020

Couple that with an entry-level salary, and you’ll understand why most SDRs do everything they can to be promoted to AE or any position outside of sales. Traditional outreach channels are overused. By using the same crowded channel as everyone else, you reduce the chances of your message being noticed. Let’s dive in.

Quota 109

Quota Meeting Cold Calling Channels 109

Sales Overdrive

JULY 24, 2012

These days there are many channels one can use to reach these markets and begin what we like to call the “Conversation” – that meaningful, collaborative business conversation that ultimately has the best chance of developing into a business relationship. So let’s talk about three roles. The Decision Maker. Don’t be fooled!

Conversion 20

Conversion Decision Maker Gatekeeper Social Media 20

Autoklose

MARCH 4, 2024

Another plus lies in the fact that there are no gatekeepers that will stop them from reaching a decision-maker. It’s Easier to Reach Decision-Makers As we’ve already mentioned, decision-makers can be extremely hard to reach, and before you get a chance to even schedule a meeting, you need to get past the gatekeeper.

Cold Calling 52

Cold Calling Decision Maker Scale VanillaSoft 52

OnePageCRM

FEBRUARY 6, 2017

Or even before you meet them, you can use the candidate’s cover letter for the position. As an added bonus, a curious sales rep also tends to be a happier , more positive person, which creates a much nicer working environment for us all. How will you generate leads for this position? Show up prepared. – George Dudley.

Hiring 52

Hiring Lead Rank Lead Scoring Sales Qualified Lead 52

Sales Hacker

NOVEMBER 15, 2017

Average Sale/Selling Price (ASP) is a term that may refer to 1) the average price of a product in a given market or channel or 2) the price a certain class of products or services is commonly sold for. Channel Partner. Channel Sales. Gatekeeper. Gatekeeper is a person (e.g., Base Salary. BASHO Email. Closed Won.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

Hubspot Sales

AUGUST 21, 2023

To aid you in this process, we have free go-to-market strategy templates that can help you build a strategy that positions your product in front of your target audience. You’ll have three variables to test: the channel you advertise on, the audience you target, and the message you share. Next, optimize your audience.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

The Spiff Blog

SEPTEMBER 9, 2022

Losses aren’t shared with the entire company and teams don’t rally in Slack channels to react to losses with flame emojis. When reps are contending with gatekeepers, champions, influencers, blockers, and decision-makers, lost opportunities may require a more nuanced explanation than “getting outsold.”

ROI 83

ROI How To Face-to-face Commission 83

Tenbound

JANUARY 3, 2024

Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline By Marylou Tyler & Jeremey Donovan Part 1: TARGET Chapter 1: Internalizing Your Competitive Position Conduct a Six-Factor analysis of your strengths, weaknesses, opportunities, and threats. sales leaders) 2- Gatekeepers: (e.g., It is content dependent.

Prospecting 49

Prospecting Outsourcing Services Top of Funnel Sales Qualified Lead 49

OnePageCRM

MAY 25, 2017

Jay Abraham developed the strategy of preeminence , a position whereby you become a fiduciary, a trusted advisor for life. How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call. The best way to get past a gatekeeper like this is to reframe how you approach the call.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

Chorus.ai

NOVEMBER 24, 2020

After rigorous prospecting to determine the companies (and decision-makers/gatekeepers) to approach, your sales reps will pick up the phone. On the other hand, outbound prospecting is when your sales development pros actively pursue potential leads through channels such as Google, LinkedIn, or other social media.

Cold Calling 62

Cold Calling Meeting Gatekeeper Decision Maker 62

Sales Overdrive

JUNE 22, 2012

Let’s start with Targeting: First you will need to build the ideal profiles of your target prospect industries and channels. It’s hard to avoid them as they play the roles of effective gatekeepers and influencers. Buying behaviors, complexity and current dynamics of the industry, among other things, also should be considered.

Conversion 20

Conversion Decision Maker Lead Rank Lead Scoring 20

Sales Hacker

JANUARY 10, 2018

Using the two channels results in an up to a 35% lift over a single channel—IWCO. Consider delivering critical information in both channels to reinforce the message and increase the likelihood it’ll make an impact. This will get past any B2B gatekeepers as well as attract more attention than an email might.

Direct Mail 90

Direct Mail Campaigns Marketing Channels 90

Close.io

JANUARY 7, 2019

But today, there are so many channels where you don’t have to rely on a gatekeeper. Take a step back and really dig into your top marketing channels. Every founder I know has found themselves in this position at one point (myself included!) Back in the day, this meant building a relationship with a TechCrunch reporter.

Strategy 132

Strategy How To Top of Funnel Follow-up 132

Appbuddy

JANUARY 9, 2023

Above all, we needed to send messages people wanted to see so we didn’t abuse the channel. . Before you create and deploy an email, pretend you are an email client gatekeeper (not AI-based) whose job is pre-screening emails to decide if they are worth reading or deleting. We’re finally seeing its long-term effects.

Email Marketing 52

Email Marketing Marketing Insurance Insurance 52

Sales Hacker

JULY 30, 2018

In this guide, I’ll share with you a proven B2B marketing strategy framework that will help you identify the most prolific market segments, your ideal customer profile, and the right marketing channels to generate leads. Ease of getting past gatekeepers. There are dozens of marketing channels, tools, and growth hacks you can implement.

Ideal Customer Profile 71

Ideal Customer Profile Top of Funnel B2B Strategy 71

Sales Hacker

MARCH 2, 2020

Shanks has trained and advised 100’s of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). This book will help you position yourself for success by staying top of mind. Jeff Thull. For that, professional customer guidance is key.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141