MTD Sales Training

NOVEMBER 23, 2011

Today’s consumer is so up to date on your industry and is willing to play you off with the competition, that you need an unwavering conviction in your product, service and company more so now than at any time in the past. . . #1: Today’s Sales Professional is a True Believer. You have to believe wholeheartedly in what you do and sell.

Consumer 247

Consumer Gatekeeper Cold Calling Exact 247

Anthony Iannarino

MARCH 25, 2019

One of the most significant changes, perhaps the greatest, in the last few decades has been the elimination of the gatekeepers when it comes to publishing, whether it be blog posts, articles, news commentary, videos, movies, films, or anything else that might pass as art.

Gatekeeper 88

Gatekeeper eBook Film Video 88

Mr. Inside Sales

NOVEMBER 3, 2019

Finding good people to hire can be a time consuming and difficult process. True or False: It is hard to find and train good customer service reps. Answer: True AND False! Let’s face it—good help is still hard to find. The saying “It’s a numbers game,” is an accurate way to describe this process. Who Should Attend?

Customer Service 120

Customer Service Customer Face-to-face Hiring 120

Pipeliner

SEPTEMBER 17, 2021

Gradually, the information gatekeepers died off, and now if you’re curious about anything or want to know the answer to pretty much any question, you can pull out the tiny supercomputer you keep in your pocket, hit a couple of buttons, or simply talk, to find the answers to all your questions. With notifications, headlines, emails, etc.,

Video 52

Video Gatekeeper Social Media Energy 52

eGrabber

NOVEMBER 27, 2019

C-Suite executives are well guarded by gatekeepers. These gatekeepers are trained to keep the sales & marketing folks away from reaching the C-Suite executives. It is a tedious and time-consuming task. LeadGrabber MF Pro enables you to bypass the gatekeepers. You can’t easily reach them. So, how can you reach them?

Gatekeeper 64

Gatekeeper How To Lead Rank Lead Scoring 64

Fill the Funnel

MARCH 6, 2014

My focus in this post is on Business-to-Business sales, though many of these apply to the consumer sales arena as well. The Gatekeeper. Old Rule: Do you remember the dance with the gatekeeper? Consider some of the changes that have occurred as a result of technology and tools: Prospect Research. Preparing Quotes and Proposals.

Tools 129

Tools Gatekeeper Proposal Decision Maker 129

Sales 2.0

APRIL 27, 2014

People in organizations like me (I’d call me a “gatekeeper” and a “user” in this case) need lots of information to verify and validate their buying decisions. Very time consuming but very necessary unless you just want to gamble your commission check. Pursuing an account involves a lot of work that takes a lot of time.

Lead Rank 268

Lead Rank Lead Scoring Proposal Gatekeeper 268

No More Cold Calling

OCTOBER 29, 2017

It’s complicated and time-consuming. Sales leaders complain that their account based sales teams don’t get enough qualified leads, their pipelines are fluff, gatekeepers block their access to the C-suite, and the sales process is way too long. And is all this talk about planning really necessary? You know the answer to that question.

Referrals 159

Referrals Cold Calling Webinar Metrics Direct Mail 159

DiscoverOrg Sales

JUNE 8, 2016

Fallible human error may be bypassed, but now we’re faced with consuming literally thousands of data points. What this means for your staffing salespeople is no more dead end phone calls from run-ins with gatekeepers and no more “this number is no longer in service” messages because old contacts have moved on without your knowledge.

Penetration 120

Penetration Gatekeeper Data Face-to-face 120

No More Cold Calling

MAY 24, 2011

That’s an expensive and time-consuming process, and it will take at least six months for your new person to ramp up. How to Bypass the Gatekeeper. You need more great clients, more sales, and your sales process and sales strategy need work. You either have too many other things to do, or you just don’t know sales. most popular.

Cold Calling 212

Cold Calling Outsourcing Services Hiring Top of Funnel 212

Janek Performance Group

OCTOBER 17, 2022

The gatekeeper keeps dropping my calls into voicemail. On YouTube, I may watch a comedian with the purpose of borrowing a joke to use as an ice-breaker with a gatekeeper or a prospect. The prospect is not returning my calls. It’s impossible to connect with the decision-maker. I’m going to miss my numbers. Maybe I don’t belong in sales.

How To 62

How To Hiring Journal Gatekeeper 62

Zoominfo

APRIL 17, 2020

Does HR act as a gatekeeper? The fastest way to find new business is among your existing clients because new customer acquisition is costly and time-consuming. Understand organizational dynamics and figure out who will need to be involved with every hiring decision. Is it just the direct hiring manager?

Ideal Customer Profile 100

Ideal Customer Profile Hiring Decision Maker Buyer Persona 100

Hubspot Sales

JANUARY 6, 2021

Consumers rely on other consumers to validate their preferences and decisions to assume risk. If you reach the gatekeeper of a client you've had a hard time contacting, try: "Maybe you can help me? Odds are, they're not going to have an intimate understanding of your business or your solution. I've been trying to reach Ms.

Call-back 135

Call-back Face-to-face Buyer Scale 135

No More Cold Calling

JANUARY 25, 2011

For more on why a real introduction—a referral—makes all the difference, read: “ How to Bypass the Gatekeeper ”. These numbers don’t lie: 90 percent of consumers trust peers based on a Nielsen poll, and less than 10 percent trust an unknown source. If you have just a name in hand (and not a referral ), your call is cold.

Cold Calling 247

Cold Calling InsideView Referrals Social Media 247

Vengreso

NOVEMBER 1, 2019

And time-consuming. This usually involved spending a lot of time creating an opportunity to “run into them” or nurture their gatekeepers so I would get some insight on how I could get in front of them. That was hard…and time-consuming. That sounds hard, doesn’t it? And may require learning new tools. insert heavy sigh here].

Trade Show 72

Trade Show Referrals Segment Sales Qualified Lead 72

No More Cold Calling

FEBRUARY 29, 2016

But that almost never happens, because CEOs and other senior decision-makers have a powerful weapon at their disposal—their trusty gatekeepers. But in the B2B world, incenting people to provide referrals isn’t the no-brainer sales strategy that it is for consumer-facing companies.

Referrals 120

Referrals Incentives Incentive Cold Calling 120

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.”. Rather than spending your time navigating gatekeepers and hounding less-than-ideal leads, take a step back and be a bit more strategic.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

Pointclear

JANUARY 26, 2012

The standard elements of a consumer direct-mail package (outer envelope, letter, brochure, reply form, business reply envelope) work solidly for lead generation. Its high perceived value and standout physical features tend to get past gatekeepers, and straight to the executive desktop.

Media 233

Media Direct Mail netFactor Trade Show 233

Sales Hacker

DECEMBER 30, 2020

We’re all sick of hearing it, but COVID-19 did change the way consumers purchased products this year. And 59% of consumers say they’ll stop pursuing a product if they can’t find the information they need online. What this means for you. B2B businesses had to pivot to a workforce going remote almost overnight. What this means for you.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

DiscoverOrg Sales

FEBRUARY 12, 2016

That’s the product or service that meats the need of the consumer. Alternatively, you could get the target audience from each restaurant’s marketing department and request a menu from the head chef, which would make the research part of your sales job a little less time-consuming. The filling of our taco,? see what I did there?)

Hiring 120

Hiring Decision Maker Sales Cycle Vendor 120

Hubspot Sales

MARCH 11, 2019

Reps were gatekeepers to information and controlled the buying process. Thanks to search and social, the way consumers shop and buy has evolved. Thanks to search and social, the way consumers shop and buy has evolved. Consumers look to Amazon for reviews, social media for information, and their social circles for advice.

Hiring 87

Hiring Ideal Customer Profile Customer Hubspot 87

Sales Training Connection

JANUARY 4, 2013

Still others are gatekeepers who can’t say yes, but can say no. Remember, developing internal champions is resource-consuming. There aren’t many shortcuts – five skills are key: 1. Remember it’s a Network. In major accounts many players are involved in the decision. A few are key decision makers. Others are influencers.

Networking 112

Networking B2B Health Care Gatekeeper 112

Close.io

DECEMBER 3, 2019

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. The material is divided into eight easy to consume chapters. 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

Hubspot Sales

AUGUST 11, 2019

In many ways, this makes prospecting easier -- but the budgets, stakeholders, and gatekeepers you encounter throughout the sales cycle can make finding the right B2B leads that much more important. 95% of consumers read online reviews before making a purchase. Need some help getting started? Try this email signature generator.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Outsourcing Services 98

Showpad

DECEMBER 16, 2021

In the past, we would create a presentation merging insights on consumer behavior, market trends, new concepts. For example, “these are the kinds of drinks consumers want when they are dancing.” Most of our training isn’t mandatory to consume upfront, but rather it’s there when they need it.

Sales Enablement 52

Sales Enablement Top of Funnel Lead Rank Lead Scoring 52

Pipeliner

MAY 26, 2018

Things like meeting consumer demands, standing out among the competition, and increasing bottom line results. We think it is not rocket science to understand how to do things like get past the gatekeeper, ask the right questions and close the deal. You not only need them to want to sell, you need them to be good at it.

Face-to-face 49

Face-to-face Gatekeeper Revenue Negotiation 49

PandaDoc

JANUARY 14, 2019

The gatekeepers of these communication channels are also becoming increasingly averse to content they deem irrelevant to their users. The fact that many companies are hiding behind effective but impersonal communication tools has created a strong desire among consumers for personal connection. The human element will take center stage.

Trends 88

Trends Marketing Top of Funnel Lead Rank 88

SugarCRM

AUGUST 15, 2022

In this new shift to product-led, you’re essentially taking the salesperson out of the gatekeeper role and putting them into the accelerator role. The way consumers are buying is changing. Sales-led growth, on the other hand, uses your sales processes and people to move customers along the funnel. Customers Are Changing, So Must We.

Scale 26

Scale Gatekeeper Retention Sales Methodology 26

Sales Training Connection

AUGUST 29, 2011

Still others are gatekeepers who can’t say yes, but can say no. Remember, developing internal champions is resource-consuming. There aren’t many shortcuts – five skills are key: 1. Remember it’s a Network. In major accounts many players are involved in the decision. A few are key decision makers. Others are influencers.

Networking 86

Networking B2B Health Care Gatekeeper 86

Hubspot Sales

MARCH 4, 2019

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. There's no such thing as a typical salesperson anymore.

Hiring 98

Hiring Training Hubspot How To 98

Sales Hacker

NOVEMBER 22, 2017

So does consumer behavior — sometimes, in surprising ways which you can exploit for your brand. The stingy gatekeeper won’t let me talk to the CTO. Are there high-value niches or consumer demographic you can engage? Budgets are tight for everyone right now. Prospects would just rather use the freemium version.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

PandaDoc

DECEMBER 19, 2022

B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. Set up a game plan for interacting with gatekeepers and decision-makers. Sales prospecting acts as the first stage in the sales process. Enrich your ICP with each new use case and promotional tactic.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Sales Hacker

JUNE 14, 2021

They’re watching those accounts that are trending and consuming their content. But the VP of IT acted as the gatekeeper and kept the distance between sales and the “buying team” that was collecting requirements in a vacuum and having internal conversations. They focus on their ideal customer profile. But then things change.

Account Based Marketing 79

Account Based Marketing Top of Funnel Ideal Customer Profile Account 79

LeadFuze

DECEMBER 31, 2021

The markets and economies fluctuate for various reasons, so does consumer behavior. The gatekeeper wont let me through the door to talk to the CTO. Its been a long time since any of us have had the opportunity to spend money on something we want. Some people just dont want to pay for a service. Leads Have Gone Dark.

Cold Calling 52

Cold Calling Lead Rank Sales Qualified Lead Hiring 52

Zoominfo

JANUARY 29, 2018

These stats certainly grab our attention, especially as Millennials grow into the decision makers and gatekeepers over the next two decades. Unfortunately, trade shows are expensive and time consuming. According to Pew Research, Millennials officially compose the largest U.S. age demographic at 75.4 Continue reading.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

CloserIQ

DECEMBER 10, 2018

Hiring is time-consuming and expensive. They should ask questions if they talk to gatekeepers. If you lead an SDR team–or are considering building one–you’re inevitably going to hire some green salespeople. Once you’ve taken the time to hire the right people, it’s in your best interest (and theirs!)

Hiring 86

Hiring Lead Rank Lead Scoring Decision Maker 86

LeadFuze

JULY 13, 2021

When we first met them, our other clients in the industry had one of our competitors as their provider, and over time, 100% of our consumers transferred to us.” Instead make them feel that they need you more by answering like this: “I’m delighted you stated that. ” That will make them reconsider their answer.

How To 98

How To Top of Funnel Decision Maker Face-to-face 98