The Pipeline

OCTOBER 16, 2013

When I ask sales people what their biggest challenge is in getting to speak directly with decision makers they are targeting, and voice mail or gatekeepers are at the top of the list, (while call reluctance should be right there with the other two, they don’t usually volunteer that fact).

Gatekeeper 275

Gatekeeper Decision Maker Call-back Telemarketing 275

Jonathan Farrington

MARCH 13, 2013

but if anyone knows what happened to Les, please let me know - I created a Sales Camp and a Sales University for Autodesk: One of the modules was “Telemarketing” which was a real challenge for me, as I had no experience. A positive and confident mind-set is essential for successful telemarketing and cold calling.

Telemarketing 37

Telemarketing Decision Maker Cold Calling Call-back 37

Zoominfo

JUNE 22, 2022

According to the telemarketing experts at Contact Center Compliance , most B2B cold calls are exempt from federal “Do Not Call” regulations, which are typically meant to protect consumers from unwelcome phone solicitations. Gartner analysts found that the typical purchasing group for a complex B2B solution involves six to 10 decision makers.

Cold Calling 130

Cold Calling B2B Commission Exact 130

Mr. Inside Sales

DECEMBER 4, 2019

I’ll sound like a telemarketer,” he said. “I John thought what the trainer taught was just a bunch of old sales techniques that wouldn’t work. John thought he knew better. John didn’t believe in using scripts. I have to go with the flow because each prospect is different,” he persisted. So, he didn’t. Upcoming Schedule.

Face-to-face 157

Face-to-face Inside Sales Telemarketing Gatekeeper 157

Pointclear

JANUARY 9, 2014

When B2B marketers use social channels like LinkedIn and Twitter to showcase thought leadership they create an opportunity to gain credibility with key decision makers and potentially take relationships with prospects and existing customers to another level. James Obermayer | Sales Lead Management Association.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

Bernadette McClelland

JANUARY 15, 2017

The business manager was a decision maker in his or her own right and their sign-off was for a fairly healthy dollar figure. I remember when I first started out in sales some thirty years ago we had a small department of two women whose role was telemarketing. Roles weren’t as sophisticated as they are today.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Nutshell

AUGUST 16, 2018

Definition of Cold Calling: Cold calling is a form of telemarketing in which a salesperson attempts to solicit business from potential customers who have not previously expressed interest in the seller’s product or solution. If the lead purposefully blocks you from speaking to the decision maker, it’s time to drop them.

Cold Calling 132

Cold Calling Sales Qualified Lead Ideal Customer Profile Decision Maker 132

Anthony Cole Training

NOVEMBER 14, 2012

Assuming for a second, which is always dangerous that you are dealing with the lead situation either by hiring hunters or hiring telemarketers lets move on to the next Must Have strand - Qualifier. In other words someone pays something for something.

Hiring 186

Hiring Sales Qualified Lead Lead Rank InsideView 186

Mr. Inside Sales

JULY 16, 2016

I can just hear some of you complaining that you don’t want to be a telemarketer, you don’t want to be an obnoxious sales person, don’t want to be unprofessional or pushy. One who has a legitimate interest in your product or service, has a need, is a decision maker, has the budget, etc. Now please don’t misunderstand me here.

Telemarketing 120

Telemarketing Sales Qualified Lead Objections Decision Maker 120

Pointclear

JUNE 9, 2017

Calls were split: 5 were make to decision-makers/influencers and 5 were made to executive assistants. We reached 3 decision-maker/influencers and 2 executive assistants. Here’s an experience our associates had in delivering a particularly valuable opportunity: The prospect was worked from Aug. –

Lead Qualification 183

Lead Qualification Sales Qualified Lead PointClear Leads 183

MTD Sales Training

AUGUST 12, 2011

Setting appointments and closing sales over the telephone is not easy as numerous obstacles stand in the path of success: elusive decision makers, gatekeeper screens , fierce competition, privacy concerns, cold calling laws, and the lack of control you have over the telephone. Sales person, beware!”. You must eliminate phone phobia.

Cold Calling 120

Cold Calling Telemarketing Gatekeeper Decision Maker 120

MTD Sales Training

NOVEMBER 22, 2011

Just because you have made contact with the decision maker (DM) and may even have established some rapport, does not mean you will not face a gatekeeper screen (GK) when you call. Just as in a cold call, you have to be careful not to project the image of a stereotypical telemarketer. 1: The Gatekeeper Screen.

Cold Calling 216

Cold Calling Gatekeeper Telemarketing Face-to-face 216

Markempa - Inside Sales

FEBRUARY 20, 2017

Always ask if there is an alternative decision-maker available as well. Step 3: Throw away the scripts use call guides instead Telemarketers use scripts. Imagine taking the time to be helpful to the assistant or updating and verifying your database by working to share information for this source.

Cold Calling 100

Cold Calling Lead Generation Sales Qualified Lead Lead Rank 100

Hubspot Sales

OCTOBER 27, 2020

They’re more comfortable working in inside sales than others on this list, and they can often be found in retail sales or inbound telemarketing. Repairpeople thrive when talking to a prospect with similar technical knowledge, but they often run into trouble when interacting with non-technical decision-makers.

Telemarketing 131

Telemarketing Engineering Top of Funnel Territories 131

Pipeliner

MARCH 20, 2018

If you’re the salesperson, it’s important that you engage B2B decision-makers emotionally as well as commercially, as it’s their emotions that will invariably drive their decision to purchase, or to not purchase. Make it a Personal Pitch. Pipeliner CRM empowers B2B salespeople to take that personal approach.

B2B 76

B2B B2C Telemarketing Decision Maker 76

MarketJoy

JULY 10, 2018

Pioneered by technology companies like Salesforce and Oracle, the concept of sales development has since emerged as a proven tactic for reaching out key decision makers and penetrating target accounts. They are required to behave more than just telemarketers and focus on more than just getting leads.

Decision Maker 45

Decision Maker Sales Qualified Lead Telemarketing Lead Rank 45

Jonathan Farrington

OCTOBER 21, 2011

Almost Everything I Know About Telemarketing! Many years ago – more than I care to remember, but I think I still had some hair - I created a Sales Camp and a Sales University for Autodesk: One of the modules was “Telemarketing” which was a real challenge for me, as I had no experience. So what are the rules?

Telemarketing 33

Telemarketing Decision Maker Call-back Cold Calling 33

Nutshell

AUGUST 16, 2018

Definition of Cold Calling: Cold calling is a form of telemarketing in which a salesperson attempts to solicit business from potential customers who have not previously expressed interest in the seller’s product or solution. If the lead purposefully blocks you from speaking to the decision maker, it’s time to drop them.

Cold Calling 48

Cold Calling Sales Qualified Lead Ideal Customer Profile Decision Maker 48

Hubspot Sales

AUGUST 22, 2022

To make things more complicated, in B2B sales, between 4-5 individuals from the prospects’ company are involved in the sales process, as well as around 3 decision-makers. 66% say referrals from existing customers offer the best leads, followed by social media, tradeshows and events, telemarketing, and inbound marketing.

Trends 81

Trends Report Data Strategy 81

InsideSales.com

MARCH 11, 2020

Sometimes, the numbers you get aren’t for the decision maker of the organization. Unwanted telemarketing calls are no longer your best bet for connecting with prospects. The best way to reach someone is if you have the phone number that is best to reach them at. Instead, it’s safer to say that cold calling has changed.

Cold Calling 77

Cold Calling Sales Qualified Lead Call-back eBook 77

Pipeliner

MARCH 20, 2018

If you’re the salesperson, it’s important that you engage B2B decision-makers emotionally as well as commercially, as it’s their emotions that will invariably drive their decision to purchase, or to not purchase. Make it a Personal Pitch. Pipeliner CRM empowers B2B salespeople to take that personal approach.

B2B 40

B2B B2C Telemarketing Decision Maker 40

MarketJoy

MAY 30, 2018

Telemarketing/Cold Calling: Build a list of qualified prospects through online research and then, start engaging with those prospects by calling them directly. Sending a direct and personalized email piece is a powerful way to reach these C Level Executives and decision makers. ?

Outbound 53

Outbound Inbound Marketing Webinar Metrics 53

LeadFuze

JUNE 28, 2021

Telemarketing Sales Rule , which states that: You mustn’t contact anyone who’s registered on the National Do Not Call Registry. To utilize their time in the most efficient way possible, a good salesperson will use market research , focus on their target market, and get as much background on the decision-maker upfront.

Cold Calling 59

Cold Calling Ideal Customer Profile Social Media Call-back 59

LeadFuze

JANUARY 14, 2021

They will be connecting with companies and particularly targeting decision-makers. This one is a B2B telemarketing firm that obtains leads and schedules appointments with high-quality leads by making skilled cold calls. Moreover, this firm’s goal is to generate as many meetings as possible with decision-makers.

Lead Generation 52

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 52

Sales Training Advice

DECEMBER 31, 2009

I don’t want to sound like a telemarketer.”. “I It takes multiple attempts and a bulldog sense of persistence to finally connect with decision makers. Making fifty or sixty dials and not capturing a sale or being unable to connect with a buyer or decision maker can be extremely frustrating.

Cold Calling 44

Cold Calling Decision Maker Telemarketing Proposal 44

BuzzBoard

JANUARY 3, 2024

The key to reversing this alarming trend lies in hyper-personalized scripts—those carefully customized not just for companies but for individual decision makers themselves! The fact is sales reps have mere seconds to convey respect for prospects’ time before being dismissed as yet another spammy solicitor.

Cold Calling 98

Cold Calling Top of Funnel Small Business Small Business 98

Cience

JULY 9, 2020

Telemarketing. In B2B outbound marketing, cold calling is a prospecting technique used to start business conversations with decision-makers over the phone. Meanwhile, according to this study , only 50% of decision-makers get a second call. Telemarketing. Table of Contents. What Is Cold Calling? Warm Calling.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

Crunchbase

JUNE 21, 2022

Nor is inside sales the same thing as telemarketing. Unlike telemarketing which is scripted, inside sales require skilled salespeople. If your mind jumped straight to old-school single-strategy methods like cold calling and email tactics, you can relax; it’s not that. Could your sales team be performing better?

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97

The Sales Association

NOVEMBER 9, 2011

They needed access to the decision-makers at these mid-sized local businesses. This differentiates you from the telemarketers who launch right into the spiel because it shows you respect that they may be in the middle of something. They had a problem. Tips and Tactics 1. Flip the gatekeeper paradigm on its head.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

BuzzBoard

DECEMBER 6, 2023

The key to reversing this alarming trend lies in hyper-personalized scripts—those carefully customized not just for companies but for individual decision makers themselves! The fact is sales reps have mere seconds to convey respect for prospects’ time before being dismissed as yet another spammy solicitor.

Cold Calling 52

Cold Calling Top of Funnel Small Business Small Business 52

Marc Wayshak

OCTOBER 28, 2021

Prospects are weary of telemarketers, and they’re sick and tired of hearing from salespeople who are just making dials all day long. Data is everything. Hyper-personalize everything. The more personalized your outreach when you sell over the phone, the more successful you’re going to be. It’s time to call high.

Cold Calling 101

Cold Calling Social Media Gatekeeper Call-back 101

MTD Sales Training

AUGUST 26, 2011

That is, you are trying to discover whom the decision maker (DM) is, get a name or title, get pass the GK, reach the DM and set an appointment. First, keep in mind these two critical points: The average sales person is usually trying to accomplish too many sales goals during one contact. Eliminate the Negative Expectations.

Cold Calling 133

Cold Calling Policies Telemarketing Gatekeeper 133

Vengreso

JULY 10, 2023

I’ve spent 25 years in the industry, starting at the age of 19 years old when I got my first big break as a telemarketer (now called SDR) at a software organization. Within 6 months, I was promoted from a Telemarketer into a Jr. This method acknowledges that prospects are informed decision makers and have done their research.

Hiring 40

Hiring Lead Rank Ideal Customer Profile Forecasting 40

Hubspot Sales

APRIL 14, 2019

I’ve never bought anything from a telemarketer before and I’m not about to start now.". If yes, ask to speak to the decision-maker. The realization you’re hearing a prepared spiel will trigger one of the following responses: " Not another spam call! I thought I had my number on the do not call registry…".

Top of Funnel 92

Top of Funnel Ideal Customer Profile Hiring Telemarketing 92

PandaDoc

SEPTEMBER 2, 2020

This is understandable when you consider that data shared in the Harvard Business Review suggests that 90% of decision makers won’t respond to cold calls, according to Sales Leadership Forum. VanilaSoft Blog is a resource for anyone that has a team of people making phone calls including inside sales and telemarketing.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98