Sales and Marketing Management

SEPTEMBER 4, 2018

It may be true that “sales is a numbers game”, but consider whether you need to buy/develop/cultivate more leads or if you have plenty of leads but need to qualify them better. Are you speaking to decision makers or gatekeepers or influencers? Do you know what to do when you encounter them? Go get ‘em!

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

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. Full Sales Cycle.

Report 40

Report Sales Qualified Lead Gatekeeper Outbound 40

Janek Performance Group

FEBRUARY 6, 2024

Seek out recent data or statistics. People Prep Preparation includes the people you need to know, such as decision makers, gatekeepers , and influencers. This is essential to know in advance, and with the internet, it’s literally at your fingertips. As part of your industry prep, be aware of national news.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

MTD Sales Training

NOVEMBER 23, 2011

5: Today’s Sales Professional is a Performance Analyst. In addition to knowing how to gather all of your sales performance data via sophisticated CRM software, you must know what to do with the information. While today’s modern sales professionals works hard; they work smart. .

Consumer 247

Consumer Gatekeeper Cold Calling Exact 247

Sales Hacker

DECEMBER 30, 2020

READ THIS: How to Forge a Stronger Relationship Between Sales and Content Marketing. 42% of sales leaders say the ROI of their sales analytics platform was significantly higher than expected. Remote selling has made sales prospecting a lot harder. What this means for you. What this means for you.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Hubspot Sales

MARCH 4, 2019

A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. I often work with new sales managers who think, "If these tactics and scripts worked for me, they'll work for my team." A few decades ago, salespeople were gatekeepers of information.

Hiring 98

Hiring Training Hubspot How To 98

Autoklose

JANUARY 22, 2024

Don’t let that frighten you, as many sales tactics are actually hard-rooted in sales management by being extremely effective no matter what year it is. The following sales strategies and tips can help you gain more customers, achieve the desired sales results, and ultimately grow your brand.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 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. Here’s a duh! Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business.

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. Here’s a duh! Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business.

Decision Maker 52

Decision Maker Gatekeeper Call-back Groups 52

LeadFuze

DECEMBER 31, 2021

Its time to take a look at the many excuses for poor sales performance sales professionals make and how they can be improved. Need Help Automating Your Sales Prospecting Process? LeadFuze gives you all the data you need to find ideal leads, including full contact information. Variants: My quota is insane.

Cold Calling 52

Cold Calling Lead Rank Sales Qualified Lead Hiring 52

Sales Hacker

APRIL 19, 2018

I work with many salespeople across multiple industries every month in my role of mentoring and data driven sales coaching. But here are 12 common drivers of poor sales performance I see in salespeople that make them worthy of being fired. Here is an ideal meta framework for opportunity management. What are they?

Ideal Customer Profile 84

Ideal Customer Profile Forecasting CRM Sales Qualified Lead 84

Sales Hacker

AUGUST 26, 2022

Activity data lies at the heart of making this goal achievable. The key to making the productivity pivot: Activity data. From here, I’m going to be focusing specifically on a major source of loss for most companies: revenue leak in the sales org. Enter activity data. Here’s how to fix it. And obviously, it’s bad.).

Revenue 82

Revenue Data Pivotal Lead Rank 82

ExecVision

APRIL 25, 2018

Here is how your sales team can get the most out of ConnectAndSell: There are two key factors often overlooked when implementing CAS: Lists. Some salespeople default to dumping generic lists from InsideView, ZoomInfo, or other data sources into ConnectAndSell. This is dead wrong.

Ideal Customer Profile 40

Ideal Customer Profile InsideView Cold Calling Maximizer 40

Partners in Excellence

SEPTEMBER 2, 2014

In an outstanding post, Why Sales People Need To Create Value, Not Just Communicate, Bob Apollo cites a data point from Forrester: “Prospects say only 1 in 8 conversations with sales people are useful!” of the conversations customers are having with sales people are a waste of time!

Customer 96

Customer Call-back Gatekeeper Up-Sell 96

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? Sales management focuses on revenue outcomes and top line growth, tending to have urgency with respect to near term objectives and execution. Company XYZ’s data breach cost them $1.5

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

The Brooks Group

JUNE 9, 2015

Your Sales Reps Can’t Gain Access to Decision Makers. Your sales reps must consistently be in front of qualified decision makers in order to be successful. If they are repeatedly being blocked by a gatekeeper, you need to incorporate methods around gaining access and positioning into your sales strategy.

Strategy 40

Strategy Decision Maker Segment Territories 40

Tony Hughes

FEBRUARY 22, 2018

For Millennials and others looking to leverage LinkedIn or Sales Navigator at the core of your strategy, I would highly recommend dropping everything and reading Neil Rackham 's books like SPIN Selling. Wouldn't it be nice to manage the KPIs that can actually be managed and leverage the sales activities that actually lead to revenue outcomes?

Social Selling 66

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

Openview

JANUARY 18, 2018

Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? Let’s talk about how to become the manager of a sales team where every rep performs at their absolute best. Look for situational sales training material too.

Lead Rank 104

Lead Rank Lead Scoring Coaching B2B 104

ExecVision

OCTOBER 22, 2019

Cold calls represent one of the more difficult parts of the sales process , but the majority of companies and reps still use the strategy every day. Simply put, cold calls have become a challenge for reps because buyers screen their calls, and use executive assistants and other gatekeepers to avoid any and all salespeople.

Strategy 40

Strategy Cold Calling Sales Qualified Lead Call-back 40

Sales Hacker

NOVEMBER 22, 2017

Our sales manager is living on another planet. The stingy gatekeeper won’t let me talk to the CTO. Value generation : Allow objective data to trounce feelings of intimidation. Our Targets Are Ridiculously High. Variants : My quota is insane. Our goals are unattainable. My territory / opportunities are too small.

Ideal Customer Profile 86

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

Crunchbase

MARCH 11, 2020

That mentality creates a blind spot that ultimately decreases the effectiveness of their efforts, and leads to sales floor burn out. So armed with a single, anecdotal data point, we completely shifted our focus. Here are the four primary takeaways we learned to help make our outbound sales interactions more meaningful.

Outbound 66

Outbound Gatekeeper Decision Maker Sales Qualified Lead 66

The Bridge Group

SEPTEMBER 19, 2017

What’s a gatekeeper? Playing the AE game at the level needed to advance a sale, manage multiple decision makers, navigate RFPs is different. The post-promotion failure data are concerning. Natasha Miller Sekkat: There are four quarters in a year and the focus for each one is slightly different. What’s Salesforce?

Promotion 36

Promotion Hiring Gatekeeper Decision Maker 36

Sales Hacker

AUGUST 28, 2019

Sales coaching is letting people know that how well they do their job matters. RELATED: How to Turn Your Sales Managers into Effective Coaches. In sales, we have the distinct advantage of a constant scorecard letting all of us know just how our teams are stacking up. This is NOT real-time sales coaching.

Coaching 68

Coaching Guidelines Call-back Sales Coaching 68

Sales Hacker

AUGUST 28, 2020

Gather numerical data where possible — having hard data to work from can make it easier to compare results later on. This is where quantitative data really starts to shine. So, having data to help you target different departments and demographics is very valuable. There is no one-size-fits-all approach to communication.

Strategy 72

Strategy Demographics Channels Follow-up 72

Cience

JULY 9, 2020

Gatekeeper. How to Handle Objections In Sales Calls. You can set many different objectives for your cold calls, ranging from collecting sales intel to raising your company’s awareness. It would be too optimistic to expect to land a sale after the very first contact. Gatekeeper. Cold Calling Scripts that Work.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

Sales Hacker

MARCH 2, 2020

Management and Operations. Sales Manager Survival Guide. The Ultimate Sales Machine. Blueprints for a SaaS Sales Organization. Winning with Data. Sales Management. The Sales Acceleration Formula completely alters this paradigm. Sales can be predictable. Hire Right, Higher Profits.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker

NOVEMBER 15, 2017

This practical sales glossary is meant for anyone in sales who needs to refresh their memory on the most commonly used sales terms – especially new reps who are still learning the playing field. We’d also recommend this guide for any sales managers or business development leaders who are on-boarding new reps.

Lead Rank 99

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

The Spiff Blog

SEPTEMBER 9, 2022

If your team believes any data they bring to the table will incriminate them, they’re deterred from gathering and sharing valuable information when deals don’t materialize. And we learn a lot more from that in how we can incorporate it into our sales process,” says Angela Donato, Mid-market Sales Manager at Spiff.

ROI 83

ROI How To Face-to-face Commission 83

Chorus.ai

NOVEMBER 24, 2020

Cold calling is defined as any unsolicited sales call. After rigorous prospecting to determine the companies (and decision-makers/gatekeepers) to approach, your sales reps will pick up the phone. Not all sales reps will have an identical relationship with a sales script.

Cold Calling 62

Cold Calling Meeting Gatekeeper Decision Maker 62

InsideSales.com

JUNE 26, 2020

Cold calling any CEO is difficult, but not impossible — if you know how to structure your pitch and how to get past gatekeepers. They are problem solvers by nature and rely on data when making decisions. Decisions will undoubtedly be influenced by finances, but C-suite execs expect personalization, underpinned by data.

Inside Sales 98

Inside Sales Cold Calling ROI Call-back 98

OnePageCRM

FEBRUARY 6, 2017

Higher performing sales representatives ask prospects more questions–often more than twice as many. Their questions are more focused on implications than on data. The top sales people also tend to ask qualifying and closing questions to keep the deal predictably on track. They ask questions.

Hiring 52

Hiring Lead Rank Lead Scoring Sales Qualified Lead 52

Sales Hacker

SEPTEMBER 4, 2020

You can try to bypass the gatekeepers by chatting directly with a customer service representative and gathering information on your prospects. Traditional sales development organizations rely on small armies of young graduates to send hundreds of templated emails, read scripts over the phone, and enter data in CRMs.

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Quota Meeting Cold Calling Channels 109

Cience

NOVEMBER 20, 2019

They emphasized that underperforming vendors concentrate their efforts on data collection (“badge scans”) and lead scoring, treating fellow attendees like numbers instead of approaching them as people — missing in action are sales basics like establishing rapport, generating value, and simply talking. The top reason?

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Hubspot Sales

AUGUST 21, 2023

Platforms like Dealfront allow you to pull from four layers of data, enabling you to target your ideal customer, track visitor behavior, reach out to leads, and promote your company with the help of B2B display advertising. Once you’ve collected this data, you can base your larger campaigns on these successful insights.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Hubspot Sales

NOVEMBER 21, 2018

Gatekeeper: Blocker in getting a product implemented or approved. Once you’ve collected this data, you can base your larger campaigns off these successful insights. With a high volume of sales, this model can be profitable and is fairly easy to build and scale as you hire more team members. The Field Sales Business Model.

Paid Content 133

Paid Content Top of Funnel Lead Rank Webinar Metrics 133

PandaDoc

SEPTEMBER 14, 2022

These staff members are usually called gatekeepers. The best fit for the situations with insufficient data. Note: in any uncertain moments, you could mention the mutual contact as a source of additional info you aren’t aware of ( This data could be a corporate secret. Could you please help me connect with the right person?

Cold Calling 52

Cold Calling Outsourcing Services Decision Maker Hiring 52

Sales Hacker Training

SEPTEMBER 5, 2018

In contrast, unleash a team of smart sales reps and success pours like rain. Great Sales Training = The Best Sales Outcomes. Data abound and offer solid proof: The vast majority (80%) of high-performing sales teams consider their training process as very good or outstanding. Dealing with gatekeepers.

Training 103

Training Scale Lead Qualification Lead Rank 103