Mr. Inside Sales

JULY 11, 2020

Could I at least do a no cost/no obligation comparison quote for you?”. Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”. Could I at least do a no cost/no obligation comparison quote for you?”.

Comparison 180

Comparison Face-to-face How To Objections 180

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! Unfortunately salespeople as a rule have earned a reputation for being an unwelcomed disruption.

How To 218

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

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.”

Objections 129

Objections Decision Maker Face-to-face Coaching 129

LeveragePoint

SEPTEMBER 21, 2018

Is an individual stakeholder a decision-maker, a key recommender, a champion, an organizer, an evaluator, an influencer, a user or a gatekeeper? Moving procurement beyond a direct price comparison to looking at cost-in use is important for many innovative products. Gatekeepers. What is a stakeholder’s role in the buying process?

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

LeveragePoint

OCTOBER 5, 2018

Great Value Propositions also address the stakeholder-specific interests and concerns of individual within a buying team, enabling sales to speak the language that resonates with a stakeholder’s function, while helping to navigate the buying process through organizers, influencers and gatekeepers.

Account Based Marketing 20

Account Based Marketing Account Case Study Marketing 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. Your product’s unique value proposition will come out best when placed in comparison with your competitors. Cold calling is defined as any unsolicited sales call.

Cold Calling 62

Cold Calling Meeting Gatekeeper Decision Maker 62

PandaDoc

AUGUST 18, 2022

Competitive comparison battle card sample. Briefly summarize who your target customer is, i.e., what industry they operate in, who is the gatekeeper your sales team will typically be dealing with first, what’s their demographic, etc.). It’s time to start creating battle cards! Target customer profile. The problem.

Sales Cycle 96

Sales Cycle Closing Ideal Customer Profile How To 96