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. Stay relevant to what your prospects do, need, and hope to achieve. Position your product or service as an urgent need or else your prospect will continue to put off buying.

B2B 162

B2B Gatekeeper InsideView Face-to-face 162

Zoominfo

SEPTEMBER 29, 2019

To add insult to injury, executive-level assistants are trained to be gatekeepers. Stay relevant to what your prospects do, need, and hope to achieve. Position your product or service as an urgent need or else your prospect will continue to put off buying. A – Always align. P – Raise Priorities.

B2B 190

B2B Gatekeeper InsideView Up-Sell 190

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. Stay relevant to what your prospects do, need, and hope to achieve. Every step of the buying process should be easy. A – Always align.

B2B 165

B2B Meeting Gatekeeper InsideView 165

No More Cold Calling

JANUARY 29, 2020

What excites me is working with prospects and clients on referral selling and experiencing together the dramatic results they achieve. Also, here’s what you might have missed from No More Cold Calling this month: Learn How to Get the Gatekeeper on Your Side. The dreaded gatekeeper. What’s going wrong?

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

No More Cold Calling

JULY 26, 2018

It’s sales prospecting techniques that are messed up. Right Prospect, Wrong Person. Their data suggests it’s not lack of skills; it’s getting meetings at the level that counts. Get more details on OMG’s research in this post: “ Data Reveals the Biggest Obstacle to Closing Sales.”. Cold leads won’t get your team to quota.

Pipeline 184

Pipeline Closing Decision Maker Referrals 184

Hubspot Sales

MARCH 4, 2019

If you want to develop a more effective salesperson, start with how your organization coaches and trains them. All I had to do to be successful was guide prospects through how to improve their marketing efforts. A few decades ago, salespeople were gatekeepers of information. These are the skills your sales team needs to survive.

Hiring 103

Hiring Training Hubspot How To 103

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. Stay relevant to what your prospects do, need, and hope to achieve. Position your product or service as an urgent need or else your prospect will continue to put off buying.

B2B 100

B2B Gatekeeper InsideView Face-to-face 100

PandaDoc

MAY 9, 2024

Opportunities are those prospects that have been qualified by your sales team. The key is to increase the number of qualified prospects in your sales pipeline. It may also indicate the health of your prospecting pipeline and lead qualification. All you need to do is plug in the data and work out the formula.

Lead Rank 52

Lead Rank Examples Ideal Customer Profile Lead Scoring 52

Hubspot Sales

AUGUST 10, 2020

It means being comfortable communicating with your prospects, customers, and peers in a variety of scenarios. In practice, this could look like asking prospects insightful questions during the sales process to truly understand what challenges they’re facing and what they need support with. Prospecting. Communication Skills.

Ideal Customer Profile 142

Ideal Customer Profile Face-to-face Gatekeeper Negotiation 142

Gong.io

SEPTEMBER 26, 2022

Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work. Remote selling offers more data points. Keeping prospects engaged.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Sales and Marketing Management

SEPTEMBER 4, 2018

Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer. Are you speaking to decision makers or gatekeepers or influencers? It’s not enough to hire the appropriate sales profile.

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

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. It’s like training to be a sales ninja. Need Help Automating Your Sales Prospecting Process? It’s like unlocking a secret level in a game.

How To 52

How To Gatekeeper Case Study Proposal 52

Janek Performance Group

FEBRUARY 6, 2024

In sales, preparation is the steps taken to understand prospects and clients at each stage of the sales process. From prospecting through account management, it’s being informed of their personnel, their processes, their strengths, and weaknesses. Are they bigger and faster than your prospect? Seek out recent data or statistics.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

DiscoverOrg Sales

NOVEMBER 27, 2018

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. Effective cold email outreach means find something your prospect values – and something you have in common. It’s time to get personal.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Sales Hacker

APRIL 12, 2021

Indeed, as data will show us, many sales objections are actually windows into our prospects’ world and wallets. Data that never lies. So, I dug into our sales call data on Wingman to uncover the six most common objections on sales calls and their impact on deal outcomes. Data and experience tell us otherwise.

Objections 129

Objections Decision Maker Face-to-face Coaching 129

Hubspot Sales

JULY 11, 2019

Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work. Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more.

Hiring 112

Hiring Salary Commission Sales Operations 112

Sales Hacker

DECEMBER 30, 2020

25% of sales reps believe they have not received enough sales training. Sales operations normally handle administrative functions like recruiting, training, and onboarding new sales reps. Remote selling has made sales prospecting a lot harder. Hiring the right people won’t matter if you don’t train them correctly.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

MTD Sales Training

NOVEMBER 23, 2011

Current clients threaten to leave; prospects demand more for less, and the economy bites at your profits. It’s not uncommon for the prospect to know as much or even more than the sales person about their product or service. Today’s buyer will test you, like never before. 2: Today’s Sales Professional is an Expert. . #2:

Consumer 247

Consumer Gatekeeper Cold Calling Exact 247

ExecVision

JUNE 13, 2019

These days, revenue leaders have huge swaths of data right at their fingertips. Yet a lot of data is under-utilized, sitting in a silo, or simply not what they need to make informed decisions. One of the most valuable pieces of data a sales leader can have is call dispositions. Gatekeeper. No Answer; No Voicemail.

Report 40

Report Sales Qualified Lead Gatekeeper Outbound 40

Sales Evangelist

JUNE 25, 2020

Many salespeople can struggle with this aspect of the job but it’s a critical part of gaining new prospects. David reads a lot as part of his training and personal development. He also developed a script that he still uses to get “gatekeepers” to provide needed information. They will often want to counteract the negativity.

Cold Calling 52

Cold Calling Sales Qualified Lead How To Gatekeeper 52

MTD Sales Training

AUGUST 24, 2011

In Part I, I explained a few ways to find the name of someone in your prospective company. The key though, is that the people you will speak to are not trained gatekeepers! Sales Person: “Well, hi, Steve, Dillon Smith, here, from ABC Data. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Cold Calling 120

Cold Calling Policies Gatekeeper Decision Maker 120

MTD Sales Training

JULY 4, 2011

Sales professionals look to increase the total amount of prospects they see by making more calls, sending more emails and increasing their overall prospecting activity. and you must base these numbers on factually data. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. 15 – Answers.

Closing 120

Closing Cold Calling Gatekeeper Decision Maker 120

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

PandaDoc

JUNE 4, 2019

Solution selling still has tremendous value for today’s sales team when adapted for the way that today’s prospects want to buy. Solution selling can be defined as the process of establishing a prospect’s problem or pain points and then selling one of your services or products as the resolution to that problem or pain.

Solutions Selling 72

Solutions Selling Decision Maker Case Study Ideal Customer Profile 72

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. The seller offers to benchmark information comparing the prospective executive’s company to other similar companies. Why Was Conventional Wisdom Wrong?

ROI 64

ROI How To Vendor Study 64

LeadFuze

DECEMBER 31, 2021

Competition, product features that suck and prospects who dont respond can make life difficult. Need Help Automating Your Sales Prospecting Process? LeadFuze gives you all the data you need to find ideal leads, including full contact information. Qualified Prospects are Hard to Find. Sales is a tough job.

Cold Calling 52

Cold Calling Lead Rank Sales Qualified Lead Hiring 52

Sales Hacker

OCTOBER 22, 2020

That’s what you plan to say throughout the entire call (including objection responses , messages with a gatekeeper, etc.). Also, make sure there’s a place in your script for at least one specific detail about your prospect or their company. The prospect is rejecting your talk-track, not you. Train for It.

Account 70

Account Analysis Gatekeeper Call-back 70

Braveheart Sales

MARCH 30, 2021

Here’s the data: According to Objective Management Group they are 337% more effective. With all the electronic and human gatekeepers in their way, salespeople need to be experts at navigating the maze. It may even be possible to just pick up the phone and reach these prospects. Here’s a duh! That’s the good news.

Decision Maker 52

Decision Maker Gatekeeper Call-back Groups 52

Braveheart Sales

MARCH 30, 2021

Here’s the data: According to Objective Management Group they are 337% more effective. With all the electronic and human gatekeepers in their way, salespeople need to be experts at navigating the maze. It may even be possible to just pick up the phone and reach these prospects. Here’s a duh! That’s the good news. Do and See.

Decision Maker 52

Decision Maker Gatekeeper Call-back Groups 52

Openview

JANUARY 18, 2018

What if every rep was prospecting as well as the rep generating the most leads? A few examples of the types of skills that can determine how successful your reps are: Prospecting. Use your judgement and historical sales data to rank your reps from 1 to 10 in each category. Look for situational sales training material too.

Lead Rank 104

Lead Rank Lead Scoring Coaching B2B 104

CloserIQ

DECEMBER 10, 2018

You’ll train them on your product and sales process, then put them on the phones. Think about it: they just sat through training about a product that they were already excited about. Give every prospect a huge list of features, no matter how the rest of the conversation goes! Do they pause and let the prospect talk?

Hiring 86

Hiring Lead Rank Lead Scoring Decision Maker 86

SalesLoft

MAY 23, 2016

If you reach a gatekeeper, find the decisionmaker. Ask the next prospect you call what their pains are, and share your solution with them in the context of those pains. Just like any training camp, Sales Development Reps are dialed in from the start. If you get an objection, be positive and discover why.

Top of Funnel 52

Top of Funnel Funnel Scale Gatekeeper 52

LeadFuze

JANUARY 1, 2022

Here are the 8 exercises that are most effective for sales training. Need Help Automating Your Sales Prospecting Process? LeadFuze gives you all the data you need to find ideal leads, including full contact information. Examples are CEO, Director X, or gatekeeper. It could also have a follow up like mock sales training.

Exercises 52

Exercises Hiring Objections Face-to-face 52

ExecVision

APRIL 25, 2018

Some salespeople default to dumping generic lists from InsideView, ZoomInfo, or other data sources into ConnectAndSell. Reps should be manually cleaning up the lists they pull from databases and researching the account/prospect prior to the call. Preparation , training, and coaching are essential. This is dead wrong.

Ideal Customer Profile 40

Ideal Customer Profile InsideView Cold Calling Maximizer 40

Sales Evangelist

DECEMBER 5, 2019

When you go outside your profile and start engaging with people and creating content for others, talk about your prospects and how you’re going to solve their problems. Creating your LinkedIn profile It’s not necessary to spend money on LinkedIn to make money. This episode is brought to you in part by TSE Certified Sales Training Program.

Ideal Customer Profile 75

Ideal Customer Profile LinkedIn Pipeline How To 75

Sales Hacker

NOVEMBER 22, 2017

Yes, prospects can be frustratingly unresponsive. Top 10 Sales Excuses You Need to Stop Making in 2018: We can’t find qualified prospects. We Can’t Find Qualified Prospects. Consider other approaches such as social selling to find new prospects and grow your pipeline. Get additional training to improve skill sets.

Ideal Customer Profile 87

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 87