Sales and Marketing Management

FEBRUARY 26, 2018

They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. When you mentioned your company’s expansion into emerging markets, it seems you were very successful in capturing market share in Asia-Pacific. The phone is also a terrific way to get past the gatekeepers.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Mr. Inside Sales

JANUARY 31, 2020

In addition, what is also important about timeline is that if the prospect you’re speaking to isn’t in the market at this moment, it means you can relax behind your pitch. Conversely, if a prospect has a burning need to purchase as soon as possible, this also helps you adjust your pitch and your follow up actions. Everybody is onboard.

Decision Maker 199

Decision Maker Face-to-face Gatekeeper Inside Sales 199

Mr. Inside Sales

AUGUST 21, 2022

If you could wave a magic wand and change two things about your online marketing, what would they be?”. Instead, he said, he would make conversation first, connect and interact with someone. ON DEMAND SALES TRAINING THAT GETS RESULTS! As you read this article, can you identify what the mistake in this approach is?

Prospecting 156

Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. Think Chief Executive Officer (CEO), Chief Financial Officer (CFO), Chief Marketing Officer (CMO), etc. Have you ever tried to set up a meeting with a senior-level contact?

B2B 162

B2B Gatekeeper InsideView Face-to-face 162

Zoominfo

APRIL 19, 2018

To add insult to injury, executive-level assistants are trained to be gatekeepers. Keep reading if you’re ready to bypass gatekeepers and set more meetings with the C-Level. For example, if you sell compliance training products, new corporate legislation might increase a company’s need for your products.

B2B 165

B2B Meeting Gatekeeper InsideView 165

Mr. Inside Sales

DECEMBER 4, 2020

Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Response Four: “I understand; I didn’t expect to catch you in the market right now. Then keep the conversation going by asking an additional qualifying question. Let me ask you…”.

Face-to-face 191

Face-to-face Decision Maker Cold Calling Objections 191

No More Cold Calling

JANUARY 29, 2020

Also, here’s what you might have missed from No More Cold Calling this month: Learn How to Get the Gatekeeper on Your Side. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? The dreaded gatekeeper. Read “ Learn How to Get the Gatekeeper on Your Side.”). Let me know.

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

Hubspot Sales

MARCH 4, 2019

But today, buyers put less trust in us than they ever have, market competition is fiercer than ever, and these traits no longer separate the best salespeople from merely good ones. If you want to develop a more effective salesperson, start with how your organization coaches and trains them. Training by inquiry is more personal.

Hiring 102

Hiring Training Hubspot How To 102

No More Cold Calling

FEBRUARY 20, 2014

Lies You Tell Gatekeepers. Gatekeepers can smell phoniness a mile away. When you have a referral, you’ll never have to use duplicitous tactics to bypass the gatekeeper. Read “ Lies You Tell Gatekeepers.”). Many of them simply don’t know how to have business conversations. Newsflash: You’re not fooling anybody.

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218

Women Sales Pros

FEBRUARY 15, 2019

How do you know it will garner the highest percentage of conversations and appointments with decision makers? They’re the same habits that may be keeping you from getting past gatekeepers or closing more first appointments. No cold call should be a one-way conversation. So, how do you assess your cold call effectiveness?

Cold Calling 118

Cold Calling Gatekeeper Decision Maker Call-back 118

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. Think Chief Executive Officer (CEO), Chief Financial Officer (CFO), Chief Marketing Officer (CMO), etc. Have you ever tried to set up a meeting with a senior-level contact?

B2B 100

B2B Gatekeeper InsideView Face-to-face 100

Sales and Marketing Management

SEPTEMBER 4, 2018

Are you speaking to decision makers or gatekeepers or influencers? If your lead generators aren’t scheduling enough appointments or if your sellers aren’t closing deals, you can train and coach them to hit their desired outcomes—as long as you have a methodology that is fully developed, documented, tested, and refined.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

eGrabber

MARCH 27, 2020

Improving sales productivity can help you increase conversion rates. If you are one of those sales folks desperate to improve sales productivity & increase sales conversion rates, read on. This inaccurate prospect information drastically decreases sales conversions. Though it is a fact, it is not the reality. What’s more?

Ideal Customer Profile 132

Ideal Customer Profile Webinar Metrics Strategy Maximizer 132

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. According to Hubspot, only 3% of the market is actively ready at any moment.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

No More Cold Calling

SEPTEMBER 27, 2011

Referral Selling Training Programs. No other sales or marketing strategy comes close to the results you get through referrals. Getting past the gatekeeper to your decision-maker. Create a template for an ROI conversation—that delivers a 10x return. Practically no marketing cost so far this year. Speaking Video.

Cold Calling 202

Cold Calling Webinar Metrics Referrals Gatekeeper 202

No More Cold Calling

AUGUST 23, 2018

Social media is a place to begin conversations, which leads to building relationships, which can yield real-world sales. Instead, look for what’s in common, and have a conversation about that. Then earn the right for a future conversation by adding value to them.”. Social selling is a misleading term. You must also nurture them.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

ExecVision

JUNE 13, 2019

Have conversation. Optionally, if you have conversation intelligence software, request coaching on the call. Gatekeeper. Connect; No Conversation. Connected – Gatekeeper or Future Follow Up. Gatekeeper (Admin, S/B, Other Person). How can we adjust our marketing campaigns from lessons learned?

Report 40

Report Sales Qualified Lead Gatekeeper Outbound 40

Hubspot Sales

AUGUST 10, 2020

It could also include engaging in regular competitive analysis to gain perspective on what’s happening in your market. During this stage, B2B reps may also have to communicate with gatekeepers to reach the individual who can make the final purchasing decision. Sales Rep Competencies. Upselling and Cross-selling. Relationship-Building.

Ideal Customer Profile 142

Ideal Customer Profile Face-to-face Gatekeeper Negotiation 142

Zoominfo

MAY 21, 2020

Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing, or ABM ). 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.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Gong.io

SEPTEMBER 26, 2022

Training virtual teams. It’s easier to conduct sales training when your reps are in the same location. But training and aligning your team with your sales strategy becomes harder when they’re in different parts of the country (or world). Monitoring market shifts. Develop product knowledge training. Integrations.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

SalesLoft

MARCH 20, 2020

” A better question is: “What’s one thing I should work on if I’m struggling to get past gatekeepers?” Have honest conversations with folks who are scared and asking questions. Be specific and avoid vague requests like: “Any advice you have would be much appreciated.” ” Follow up.

Scale 131

Scale Gatekeeper Churn Quota 131

Mereo

JULY 14, 2022

According to a past Objective Management Group analysis , only 1% of salespeople new to sales — those often with the onus of sales development — can get past the shield of gatekeepers to access decision makers. Then use this information to create marketing campaigns and related sales enablement tools. appeared first on Mereo.

Decision Maker 36

Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

Sales Hacker

DECEMBER 30, 2020

There’s no telling how the sales landscape will continue to evolve, and sales representatives will need to stay agile if they want to hit their goals in an increasingly competitive market. 25% of sales reps believe they have not received enough sales training. 40% of businesses did not meet revenue targets in 2020.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Corporate Visions

OCTOBER 31, 2019

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. This is an approach we’ve tested and proven to work in other sales conversations but had not yet tested specifically as an approach to gaining executive access.

ROI 64

ROI How To Vendor Study 64

criteria for success

OCTOBER 28, 2021

For this week's blog post, I sat down with our CEO and Founder, Charles Bernard, to discuss why old school hunting in sales outreach doesn't work in today's market, and what new school outreach asks of salespeople and leaders. So why do you have to talk to a gatekeeper who's just there to say they don't have an answer? Listen Now.

Hiring 98

Hiring Banking Call-back Trends 98

Sales Hacker

AUGUST 2, 2019

If you only had 90 days to penetrate the market and produce sales, what would you do? While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan. DRIP: The Secret to Reliably Penetrate the Market.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

DiscoverOrg Sales

NOVEMBER 27, 2018

Hyper-personalized cold emails are a main tenant of account-based sales approach (related to Account-Based Marketing, or ABM.). 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.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Showpad

DECEMBER 16, 2021

In this interview, Pedro shares the innovative ways IFF is integrating technology into the sales training and content process , from information tagging to augmented reality and AI. Learn how IFF introduces an a la carte engagement training approach that empowers salespeople to find content on-demand, to meet their customer’s needs.

Sales Enablement 52

Sales Enablement Top of Funnel Lead Rank Lead Scoring 52

Score More Sales

OCTOBER 2, 2012

Be aligned and work closely with marketing – an aligned company does better than one that is not. 5. Read something that will help your target market monthly – then share your top insights about it with them (need an example? Sharon Baker). Make sure your messaging is perfectly targeted at your buyer. Create buyer personas.

Ideal Customer Profile 195

Ideal Customer Profile Revenue Buyer Persona ACT 195

LeveragePoint

SEPTEMBER 21, 2018

Account-Based Selling (ABS) is necessary to execute effectively on Account-Based Marketing (ABM). A strong Value Proposition supports customer conversations that are account-specific with respect to (i) an account’s identity and business, (ii) its problems and objectives and (iii) the decisions it is considering. Buying roles.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

No More Cold Calling

AUGUST 20, 2015

What is the marketing plan for following up? Don’t even think about training your sales team on closing techniques. Only one kind of lead with a 50-percent conversion rate. When you prospect through referrals : You bypass the gatekeeper and score meetings with decision-makers every time. Save your money.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

Sales Evangelist

NOVEMBER 17, 2019

Once on the phone, they don’t spend time introducing themselves, starting a conversation and making appointments. Salespeople are having a difficult time getting past the gatekeeper and making contact with the decision-maker. With the gatekeepers, like receptionists, salespeople have to get assertive to get to the decision makers.

Closing 67

Closing Decision Maker Ideal Customer Profile Gatekeeper 67

Sales Hacker

APRIL 12, 2021

When authority came up in a sales conversation, the deal won rate shot up by almost 60%. Look, if you’re new in the market or segment, you’re naturally going to face some questions around trust. Nothing spells trust like word-of-mouth marketing. Guess what? Multi-threaded deals FTW. Oh, the irony of it!

Objections 129

Objections Decision Maker Face-to-face Coaching 129

SugarCRM

AUGUST 15, 2022

ProductLed is a consulting firm that helps train B2B software companies on how to execute product growth strategies—such as launching freemium models or learning how to scale operations on existing products. This is a decision you and your company will have to make at some point in your go-to-market strategy to drive growth.

Scale 26

Scale Gatekeeper Retention Sales Methodology 26

LeadFuze

JANUARY 1, 2022

Sales role play is a vital component of becoming proficient in sales conversation and messaging. Here are the 8 exercises that are most effective for sales training. Who currently have job openings for marketing help. If not, they will be eliminated from the conversation. Examples are CEO, Director X, or gatekeeper.

Exercises 52

Exercises Hiring Objections Face-to-face 52

LeveragePoint

OCTOBER 5, 2018

The Question for Marketing. Do B2B sales teams use marketing content? It’s a legitimate question to ask as marketing leadership sets next year’s goals. For many marketing teams, Account-Based Marketing (ABM) is at the top of their priority list. Marketing and Sales – Bridge the Gap.

Account Based Marketing 20

Account Based Marketing Account Case Study Marketing 20

Klozers

JUNE 10, 2014

After nearly 30 years in sales, selling, managing, coaching, training and consulting, I can honestly say the majority of sales people are nothing like that. The courage to have difficult conversations and tell the truth is what makes us better than the competition. They are good people trying to earn an honest wage.

Gatekeeper 50

Gatekeeper Cold Calling Buyer Discount 50