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WHY IS IT SO HARD TO ACCESS DECISION MAKERS?

Mereo

B2B decision makers have often been akin to the Viking warriors centered behind a shield wall. 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.

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Bridging the SDR-to-AE Promotion Gap (Two Leaders' Perspectives)

The Bridge Group

I wanted real practitioners to share advice so I reached out to Kevin Dorsey , Head of Sales Development and Enablement at ServiceTitan, and Natasha Miller Sekkat , VP of Demand Generation at ClickSoftware. What’s a gatekeeper? Rather than post the full transcript, I’ve grouped their thoughts below. What’s Salesforce?

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The Proven Process for Developing a Go-to-Market Strategy [+Templates]

Hubspot Sales

According to Gartner, the typical buying group for a complex B2B solution involves six to 10 decision-makers. Evaluation: The decision-makers in the organization weigh the cost of the product to the results they achieved during the business case. These people make up what is called the "buying center." You must optimize.

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The Proven Process for Developing a Go-to-Market Strategy

Hubspot Sales

decision makers for every sale who have a say in whether a product is purchased. Decision maker: gives final approval for the purchase. Gatekeeper: Blocker in getting a product implemented or approved. Negotiation: Both sales rep and decision makers discuss pricing details and feature needs.

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170 Sales Terms From A – Z: The Updated Glossary of B2B Sales Definitions

Sales Hacker

Complex Sale is a type of sale common in B2B markets involving multiple decision makers, custom service or purchase agreements, and relatively longer sales cycles. Decision Maker. Demand Generation. Gatekeeper. General Manager. Gatekeeper is a person (e.g., Deal Closing. Direct Mail.

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31 Simple, Yet Brilliant Lead Generation Techniques to Supercharge Your Sales Pipeline

Sales Hacker

What are your biggest demand generation challenges? This “lumpy mail” technique bypasses the gatekeeper and straight into the hands of the decision maker, eager to know what’s inside. Who are the thought leaders and senior decision makers with access to your best leads? Add practical information.

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Sales Hacker Recommends: 97 Best Sales Books for Peak Performance (2020 Update)

Sales Hacker

Setting up meetings with corporate decision makers has never been harder. Here, he shows you how to use content to keep your brand front and center in the minds of decision makers who matter. It’s a guide that remains relevant, by many standards, and is a must-read for anyone in demand generation and sales development.