Sales 2.0

APRIL 23, 2020

I define enterprise accounts as companies with over 1,000 employees, definitions vary). One item to seriously consider for your enhanced business plan is how you can add some more enterprise level customers. (I This does not apply to all companies.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Mr. Inside Sales

OCTOBER 9, 2020

Allow you to set a definite follow up appointment. Blow you off with another objection. This is actually great because it tells you that you won’t need to follow up on the email—they weren’t really interested to begin with). Which is fine—and at least you know they got your email! And remember: Go for a time later that same day !).

Face-to-face 227

Face-to-face Sales Qualified Lead How To Gatekeeper 227

Janek Performance Group

DECEMBER 20, 2023

How do you best apply prospecting skills through intermediators or gatekeepers? When prospecting through intermediators, like gatekeepers, influencers, and agents/brokers, help them build their own cadence. Gatekeepers will present your name and reason for calling. As with prospects, present value to the gatekeeper.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

No More Cold Calling

APRIL 15, 2021

They don’t have to worry about getting past gatekeepers or heading off the competition, because they have the best possible competitive advantage—a relationship built on trust. I also like this definition from Stephen M.R. Can I Trust You? For me, it means integrity and keeping your word. Some people engender trust immediately.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

JULY 13, 2021

When you receive a referral introduction, you breeze past gatekeepers and walk right into meetings with your prospects. The definition of insanity is doing the same thing over and over, and expecting different results. Explain why you want to get a meeting with the decision maker, and learn about your prospect’s business and issues.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

FEBRUARY 24, 2021

That’s why your existing clients are your best possible source for referrals, because with them, you’ve definitely earned that right. Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. Earn the Right to Ask. Referrals are based on trust.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

MAY 28, 2017

It happened again … a salesperson asked me to connect on LinkedIn, promised he could help my business, and then wanted to know my definition of referral selling. No automated invitations, no pitching, and no telling me you want to connect and then asking for my definition of referral selling. You’re a stranger to me.

Referrals 136

Referrals Gatekeeper Social Media Cold Calling 136

MTD Sales Training

JULY 9, 2019

The definition of insanity is ‘doing the same thing over and over, while expecting a different result’. 5) Make friends with gatekeeper or secretary. Oftentimes, people on our sales courses ask for techniques to get ‘through’ the gatekeeper, or ‘overcome’ them. Regather your thoughts and take time to reconsider your approach.

Gatekeeper 276

Gatekeeper Decision Maker Call-back Up-Sell 276

Sales 2.0

SEPTEMBER 15, 2018

If I knew what was going on in the head of my prospect, I would definitely be a rock star sales dude. You can talk to other sales people at the company, assistants (yes, be nice to “gatekeepers”), basically anyone that will fill you in. What are my prospect’s top 3 goals this quarter? What politics are really messing with their head?

Gatekeeper 236

Gatekeeper Call-back Referrals Banking 236

Zoominfo

JULY 29, 2020

Out of all the daily tasks a salesperson goes, it’s definitely the most uncomfortable. So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. It’s all about closing more deals — but that can’t happen without boosting lead conversion rates.

Cold Calling 240

Cold Calling Data Hiring Intent Data 240

The Pipeline

JULY 20, 2015

So here we go: Gatekeeper – Talk about starting off on the wrong foot. Sadly, many of the people that sellers refer to as gatekeepers, can actually be helpful in moving your agenda forward. Look at the definition: only or merely – “He was just a clerk until he became ambitious.” Right out of the gate, us vs. them.

Gatekeeper 120

Gatekeeper Decision Maker Up-Sell Objections 120

No More Cold Calling

JANUARY 24, 2019

My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. The key to qualified lead generation is being a welcome call, and for busy executives and their gatekeepers , cold calls are definitely not welcome. What makes this lead generation technique so ineffective?

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Sales 2.0

SEPTEMBER 15, 2018

If I knew what was going on in the head of my prospect, I would definitely be a rock star sales dude. You can talk to other sales people at the company, assistants (yes, be nice to “gatekeepers”), basically anyone that will fill you in. What are my prospect’s top 3 goals this quarter? What politics are really messing with their head?

Gatekeeper 150

Gatekeeper Call-back Referrals Banking 150

Mr. Inside Sales

MARCH 21, 2019

Allow you to set a definite follow up appointment. (This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle.) Blow you off with another objection. This is actually great because it tells you that you won’t need to follow up on the email—they aren’t buying!) Which is what you want.).

Face-to-face 137

Face-to-face B2C Sales Qualified Lead Inside Sales 137

Mr. Inside Sales

APRIL 17, 2020

As you know, first impressions are everything, and if you’re meeting with a prospect or client over Zoom there are some things you definitely don’t want to do, and others that you do want to do. Follow this quick list of 5 tips to insure you not only make a great impression, but that you also easily place yourself above your competition.

Film 159

Film Face-to-face Call-back Gatekeeper 159

No More Cold Calling

JUNE 7, 2018

They don’t have to worry about getting past gatekeepers or heading off the competition, because they have the best possible competitive advantage—a relationship built on trust. I also like this definition from Stephen M.R. To Know You Is to Trust You (or Is It?). For me, it means integrity and keeping your word.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Anthony Iannarino

FEBRUARY 27, 2020

Even though you had to get past the gatekeepers , they were human, which means you had a better shot of finding a way to the person you were trying to reach if you had the chops. The electronic gatekeepers are unreasonable. It was easier because you had fewer real obstacles like finding your way through a phone directory and voicemail.

Sales Tools 93

Sales Tools Tools Prospecting Ideal Customer Profile 93

Adaptive Business Services

JUNE 8, 2022

Gatekeepers – State your name and company. Get the gatekeeper’s name. Mind you, I have gone into deals where I am definitely on the outside looking in, and I have won those opportunities. Schedule an appointment! I might simply ask. “I Would it be worth 15 minutes for us to find out?”. Know who you are calling for.

Prospecting 71

Prospecting Lead Rank Lead Scoring Face-to-face 71

Hubspot Sales

AUGUST 10, 2020

Well, the answer to that question largely depends on what your definition of success is. A salesperson’s definition of success is often influenced by the environment they work in, the greater goals of their organization, and their own personal drives and tendencies. What does it really take to be successful in sales?

Ideal Customer Profile 142

Ideal Customer Profile Face-to-face Gatekeeper Negotiation 142

LeadFuze

JUNE 3, 2021

Gatekeepers. The existence of gatekeepers is the reason why your sales representatives can use tools like LinkedIn’s Sales Navigator. The existence of gatekeepers is the reason why your sales representatives can use tools like LinkedIn’s Sales Navigator. This eliminates gatekeepers from the process and increases sales velocity.

Hiring 98

Hiring Sales Qualified Lead Gatekeeper Decision Maker 98

Sales Training Connection

OCTOBER 13, 2016

The VP of Sales now feels that sales training is definitely needed and it needs to be done in short order. Is there a “gatekeeper” criterion – a criterion that should be applied first and must be met? Gatekeeper Criterion. You replaced a sales manager who did no sales training for a long time. And by the way, it needs to work.

Training 50

Training Gatekeeper Hiring Vendor 50

Zoominfo

NOVEMBER 20, 2019

The problem with this definition is that the value you receive from a solution isn’t about what you put into a purchase. Access to direct dials means the user will spend less time dealing with gatekeepers and navigating corporate switchboards. How to Not Talk About Value. There are a lot of misconceptions about what “value” is.

B2B 187

B2B Prospecting Case Study Scale 187

Hubspot Sales

JUNE 12, 2020

Do you have to interact with a gatekeeper, like an assistant, before actually speaking to the prospect? Approach every prospect with confidence, know-how, and preparation — not definitive expectations of the outcome. There's no be-all-end-all formula that definitively leads to success without fail. Selling isn't a science.

Gatekeeper 93

Gatekeeper Call-back Face-to-face Up-Sell 93

Showpad

JUNE 24, 2019

While the enterprise sales definition isn’t clear cut, it’s widely understood that selling to large organizations is far more complex and requires a group effort to offer the best solutions. The bigger the company, the more gatekeepers reps have to go through to reach key stakeholders and decision makers throughout the sales process.

Enterprise 73

Enterprise Enterprise Scale How To 73

Hubspot Sales

MARCH 20, 2018

The Gatekeeper. If budget is an important part of your qualified lead definition (e.g. It's important to gain the gatekeeper's trust and learn as much as you can from them -- but then you need to move on and build relationships with the people in the company who can actually choose your product/service. Types of Objections.

Objections 145

Objections Prospecting Call-back How To 145

InsightSquared

SEPTEMBER 13, 2018

If you are growing your team like we are, we definitely recommend this session. As more businesses are transitioning to Salesforce Lightning, administrators are increasingly becoming the gatekeepers to their organization’s adoption to Salesforce Lightning. Empower Your Admin and Supercharge Your Business.

SalesForce 69

SalesForce Gatekeeper Report Revenue 69

No More Cold Calling

JANUARY 25, 2011

My definition of a cold call: You call a person who does not know you and is not expecting your call. (For For more on why a real introduction—a referral—makes all the difference, read: “ How to Bypass the Gatekeeper ”. Finally, a Sales 2.0 company states that cold calls are dead.Yet, many sales people continue to cold call.

Cold Calling 247

Cold Calling InsideView Referrals Social Media 247

No More Cold Calling

AUGUST 23, 2018

That’s the very definition of cold calling. There are many benefits of social selling, but this strategy won’t always fill your pipeline with qualified leads, get you past the gatekeeper, or help you secure meetings at the level that counts. The prospect doesn’t know you and doesn’t expect to hear from you.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Zoominfo

NOVEMBER 20, 2019

The problem with this definition is that the value you receive from a solution isn’t about what you put into a purchase. Access to direct dials means the user will spend less time dealing with gatekeepers and navigating corporate switchboards. How to Not Talk About Value There are a lot of misconceptions about what “value” is.

B2B 100

B2B Prospecting Case Study Scale 100

DiscoverOrg Sales

FEBRUARY 12, 2016

For example, If I’m going to make tacos for a group of people with gluten sensitivity, then I’m definitely going to use a corn tortilla. All of this fantastic intel, used in conjunction, creates a magic formula for effective sales and ensures that all of your tacos are delicious and definitely not soggy.

Hiring 120

Hiring Decision Maker Sales Cycle Vendor 120

Smooth Sale

SEPTEMBER 11, 2018

And so began my gaming of sales and building a unique definition of SAAS. Included were guards, gatekeepers, receptionists, and people in the basement, in addition to the executives of large corporations. But as my mindset started to change to a discovery of the next best strategy, I considered the sports familiar to me.

Sports 68

Sports Hiring Loyalty Exercises 68

Bernadette McClelland

JANUARY 15, 2017

Besides many today have their own gatekeepers. The business manager was a decision maker in his or her own right and their sign-off was for a fairly healthy dollar figure. Today the business manager and the purchasing manager’s roles have been elevated and are considered pivotal senior management roles.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

criteria for success

OCTOBER 28, 2021

So I think we need to get underneath that type of activity because I don't think when people say they want to hire hunters and they give the definition I just mentioned that they're going to succeed. So why do you have to talk to a gatekeeper who's just there to say they don't have an answer? But imagine, you're in the door.

Hiring 98

Hiring Banking Call-back Trends 98

InsideSales.com

OCTOBER 23, 2019

Cold calling the CEO is difficult, but not impossible — if you know how to structure your pitch and how to get past gatekeepers. I’ve seen it in almost every new rep: fear of the owner, fear of the gatekeeper, fear of the 2nd gatekeeper (the dreaded executive assistant), and reluctance to even approach the challenge. Absolutely.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

Zoominfo

OCTOBER 21, 2021

The best sales funnel is one that works for your business and your sales team — all the sales funnel diagrams in the world and definitions of the KPIs that make a funnel work won’t matter if they’re not customized to fit your sales goals. Prospects have access to more information than ever.

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

Showpad

JUNE 23, 2019

While the enterprise sales definition isn’t clear cut, it’s widely understood that selling to large organizations is far more complex and requires a group effort to offer the best solutions. The bigger the company, the more gatekeepers reps have to go through to reach key stakeholders and decision makers throughout the sales process.

Enterprise 40

Enterprise Enterprise Scale Gatekeeper 40

Vengreso

SEPTEMBER 17, 2020

Eliminate objections with the right questions One of the obstacles David encountered was that although he was getting through the gatekeepers and talking to the right people, most calls would end up with the same answer: “send me more information.” Check out our definitive prospecting guide for sales management to grow pipeline.

Cold Calling 59

Cold Calling Quota Call-back Gatekeeper 59