SalesHandy

FEBRUARY 23, 2021

Especially when you’re looking for decision makers, who’re usually inaccessible, and often indistinguishable from other prospects within the organization. Hence it is important to learn and figure out how to find decision makers in a company as part of your sales process. Who are Decision makers in a company.

Decision Maker 69

Decision Maker Company How To Campaigns 69

Zoominfo

MARCH 26, 2019

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss—the decision maker. Essentially, gatekeepers hold the key to B2B sales success.

Gatekeeper 100

Gatekeeper B2B Decision Maker Cold Calling 100

Mr. Inside Sales

NOVEMBER 20, 2023

Then Google REALLY started marketing! This week ask yourself: Are you following AT&T’s marketing efforts? Then they sent out another one, this time in a neat, glossy package. Then a Google rep showed up out of the blue, canvassing the neighborhood. I wasn’t home, but he pitched my wife and said he’d come back. Or Google Fibers?

Google 222

Google Face-to-face Gatekeeper Licensing 222

SalesHandy

FEBRUARY 23, 2021

Especially when you’re looking for decision makers, who’re usually inaccessible, and often indistinguishable from other prospects within the organization. Hence it is important to learn and figure out how to find decision makers in a company as part of your sales process. Who are Decision makers in a company.

Decision Maker 52

Decision Maker Company How To Campaigns 52

Mereo

JULY 14, 2022

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.

Decision Maker 36

Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

Mr. Inside Sales

APRIL 30, 2023

They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full presentations…. Compare that with your own close rate or your team’s closing percentages.

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Licensing 212

MarketJoy

APRIL 17, 2018

It is also about understanding the difference between decision makers, gate-keepers, and influencers. Decision Makers. Every organization has its fair share of people who promote themselves as having buying decisions, when in fact the final ratification comes further along the line. Gatekeeper.

Decision Maker 45

Decision Maker Influencer Ideal Customer Profile Gatekeeper 45

Sales 2.0

APRIL 23, 2020

If you don’t sell to the enterprise market, it’s very likely your competitors will. When one of your competitors succeeds in getting business in the market that has 60% of the cash to spend in your type of solutions, what will that do for their business and yours? It’s the “80/20, Pareto rule” again. Areas of change.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Mr. Inside Sales

JANUARY 2, 2023

In fact, this is also felt in the accounting department, the marketing department, and everywhere else. Getting screened out by the gatekeeper. Identifying decision makers. Most companies are under immediate pressure already to begin accomplishing their new goals and sales targets. Qualifying prospects.

Face-to-face 223

Face-to-face Gatekeeper Licensing Decision Maker 223

Mr. Inside Sales

NOVEMBER 26, 2022

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. And let me ask you—the next time you are in the market for this, how many companies are you going to reach out to?”.

Face-to-face 156

Face-to-face Decision Maker Objections Gatekeeper 156

Mr. Inside Sales

JANUARY 31, 2020

It also means that the decision makers have all agreed that their buying motives (needs) are such that a decision needs to be made now. 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.

Decision Maker 199

Decision Maker Face-to-face Gatekeeper Inside Sales 199

No More Cold Calling

AUGUST 9, 2018

In most cases, their lead generation process depends on marketing to round up online leads. Yet, nearly 80 percent say they don’t always get past the gatekeeper. Why can’t they get past the gatekeeper? Breeze Past the Gatekeeper with Referral Sales. Reps view gatekeepers like trolls guarding the bridge.

Lead Generation 197

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 197

Mr. Inside Sales

MARCH 25, 2021

Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc., are just a few of the other factors that influence sales.

Face-to-face 178

Face-to-face Gatekeeper Licensing Decision Maker 178

Sales Evangelist

AUGUST 6, 2021

Scoring a meeting with the decision-maker can be challenging, but creating allies within the target company can be your strategy for making progress. Sometimes all it takes to get past the gatekeeper is to build a solid relationship with them. Don’t be afraid to interact with the gatekeeper. Your ultimate goal?

Gatekeeper 40

Gatekeeper Decision Maker Nonprofit Hiring 40

Sales Evangelist

AUGUST 6, 2021

Scoring a meeting with the decision-maker can be challenging, but creating allies within the target company can be your strategy for making progress. Sometimes all it takes to get past the gatekeeper is to build a solid relationship with them. Don’t be afraid to interact with the gatekeeper. Your ultimate goal?

Gatekeeper 40

Gatekeeper Decision Maker Nonprofit Hiring 40

Sales Evangelist

AUGUST 6, 2021

Scoring a meeting with the decision-maker can be challenging, but creating allies within the target company can be your strategy for making progress. Sometimes all it takes to get past the gatekeeper is to build a solid relationship with them. Don’t be afraid to interact with the gatekeeper. Your ultimate goal?

Gatekeeper 40

Gatekeeper Decision Maker Nonprofit Hiring 40

Mr. Inside Sales

APRIL 8, 2022

This objection—like all others—is a perfect one to script an effective response to, and here is one of my favorites: Objection: “We’re happy with who we’re using” (Or any variation like, “We’re all set”): Response: “That’s perfectly OK; I didn’t expect you to be in the market today.

Face-to-face 156

Face-to-face Gatekeeper Licensing Decision Maker 156

Mr. Inside Sales

MAY 22, 2021

One of the companies does it the best, and it’s no secret why: They aggressively market across all appropriate and available opportunities; They have the largest staff of inside sales appointment setters (while the majority of the other companies don’t have any!) Unlimited License: One to 100 reps can attend for one low price!

Face-to-face 178

Face-to-face Gatekeeper Licensing Decision Maker 178

No More Cold Calling

FEBRUARY 24, 2021

Or rather, change them back —from digital marketing to relationship building. Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. There is an answer to seller access. What’s old is new again. Referrals are as old as time.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Mr. Inside Sales

NOVEMBER 2, 2020

Response #2: “I didn’t expect you to be interested; heck, our marketing department hasn’t yet figured out a way to get our prospects to call us back—and that’s why they hired me! Now over 200 powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money!

Face-to-face 178

Face-to-face Gatekeeper Hiring eBook 178

Mr. Inside Sales

JULY 17, 2020

You’re still in the market, and if we changed our offer just a bit, you’d be open to discussing it. I should let you reach back to me if and when there is further interest. You liked our offer and would have gone with it, but something just changed internally. I should stay in touch and reach back in a few months.

Face-to-face 187

Face-to-face Gatekeeper Call-back Licensing 187

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. And let me ask you—the next time you are in the market for this, how many companies are you going to reach out to?”.

Face-to-face 191

Face-to-face Decision Maker Cold Calling Objections 191

Sales and Marketing Management

SEPTEMBER 4, 2018

Are you speaking to decision makers or gatekeepers or influencers? For example, how many calls your sellers make each day is important, but won’t tell you how many of those dials led to decision-maker conversations. Do you know what to do when you encounter them?

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Zoominfo

MAY 8, 2019

Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales. These critical employees ultimately have the power to make or break your ability to connect with decision-makers. Spend less time searching and more time selling.

Data 193

Data Sales Process B2B Company 193

Janek Performance Group

DECEMBER 20, 2023

Finally, work with your marketing and IT teams to ensure that your email is deliverable. Confirm that your SPF, DKIM, and DMARC records are properly set up within your sales or marketing automation tools. They have more decision makers and can take their time. Gatekeepers will present your name and reason for calling.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

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?”. The responses he got were generally negative, along the lines of, “Look, I’m in the middle of something right now and can’t talk to you…”. 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

No More Cold Calling

JULY 20, 2017

They believe the fastest ways into the C-suite are digital: targeted emails, cold calls , social media outreach, and inbound marketing automation. This digital dependence actually decreases productivity and extends the time it takes to reach a decision-maker. and try every ploy to get around the gatekeeper.

Account 285

Account Referrals Lead Generation Cold Calling 285

Mr. Inside Sales

JUNE 19, 2020

Dear {first name}, Now that the world is slowly getting back to work, it’s time to turn your attention around to how you can capitalize on the new market conditions. Email #2: Subject Line: {first name}, emerge from quarantine stronger. And we can help! The timing has never been better to get a jump on your competition.

Face-to-face 158

Face-to-face Gatekeeper Call-back Licensing 158

Zoominfo

MAY 21, 2020

A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing, or ABM ). When your prospect is a decision-maker.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

eGrabber

JULY 31, 2023

In today’s business world, it is more important than ever to have accurate and verified email addresses of CXOs and decision makers in B2B companies. With the right email addresses, you can reach these decision-makers directly and build relationships that can lead to new business opportunities. Don’t give up.

Decision Maker 52

Decision Maker Social Media How To LinkedIn 52

Hubspot Sales

OCTOBER 26, 2022

Capitalize on your inbound marketing. Learn how to communicate with gatekeepers. It's the archetype of a company with the needs, interests, budget, market position, and scale — among other factors — required to be interested in a solution like yours. Capitalize on your inbound marketing efforts. What is B2B prospecting?

Ideal Customer Profile 87

Ideal Customer Profile B2B Prospecting Gatekeeper 87

eGrabber

JULY 31, 2023

In today’s business world, it is more important than ever to have accurate and verified email addresses of CXOs and decision makers in B2B companies. With the right email addresses, you can reach these decision-makers directly and build relationships that can lead to new business opportunities. Don’t give up.

Decision Maker 52

Decision Maker Social Media How To LinkedIn 52

No More Cold Calling

JANUARY 24, 2019

In fact, that’s why many buyers shy away from gated marketing content.). You call a lead that marketing has “qualified.” The key to qualified lead generation is being a welcome call, and for busy executives and their gatekeepers , cold calls are definitely not welcome. Still chilly.). The person’s name came from a specific list.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Mr. Inside Sales

JUNE 1, 2020

I’ve written on this subject before but let me remind you of what I said: New marketing funnels and lead nurturing campaigns have created what has always been a salesperson’s dream: more inbound leads. Another company recently reached out to me wondering if there is a best practice approach for handling inbound leads.

Inbound 178

Inbound Sales Qualified Lead Leads Marketing Qualified Lead 178

Zoominfo

FEBRUARY 17, 2021

Anticipate gatekeepers (the jaded call operators). Don’t: Waste your time calling unfit, or barely fit leads — find out exactly who’s in your market. Assume you’ll always get direct access to an executive or decision maker — study the org chart. Plan different ways to close in every avenue of conversation.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Mr. Inside Sales

JANUARY 23, 2020

For example: many real estate agents have put together an up to date, free market analysis of comps of other homes in the area and call local homeowners to give this away. Are you by chance going to be in the market to sell your home within the next 6 to 12 months?”. Are you looking to downsize anytime within the next 5 years?”.

Cold Calling 180

Cold Calling Real Estate Sales Qualified Lead Face-to-face 180

Sales and Marketing Management

DECEMBER 11, 2017

This is actually an optimal time of year to reach decision-makers. This means the absence of gatekeeper types, which increases the odds that key players will pick up their own phones. Data has shown that the best sales-booking days of the year are holiday weeks. While that isn’t a bad thing, it won’t do much to help reach quota.

Gatekeeper 224

Gatekeeper Decision Maker Social Media Quota 224