Mereo

JULY 14, 2022

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. When your salespeople manage to engage a decision maker, too, they must be prepared with the right talking points and framing.

Decision Maker 36

Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

Sales Hacker Training

NOVEMBER 6, 2019

Director of Demand Generation at Nextiva. Don’t jump at every new opportunity with a $5k or $10k salary bump. I Identify a challenge (getting through gatekeepers, dealing with a pricing objection, getting to power), and then I identify two different approaches to solving that challenge. Gaetano DiNardi.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

The Bridge Group

SEPTEMBER 19, 2017

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? Have you been creating just OK opportunities because that was your job? What’s Salesforce?

Promotion 36

Promotion Hiring Gatekeeper Decision Maker 36

Hubspot Sales

AUGUST 21, 2023

In the traditional sales funnel, there is a lot of general interest at the top. It gradually narrows down as opportunities fall out of the pipeline. Build brand awareness and demand generation with inbound and/or outbound methods. Identify the buying center and personas. You must optimize.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Tony Hughes

MARCH 13, 2018

This mind shift of mind share alone will work wonders for your personal brand, company brand and make the biggest impact on filling your funnel with qualified opportunities. Remember, you're now creating demand upstream prior to "trigger events" leveraging this strategy. The holy grail is the opportunity to present on-site.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Hubspot Sales

NOVEMBER 21, 2018

Gatekeeper: Blocker in getting a product implemented or approved. The buyer’s journey -- from the perspective of the business -- is a funnel in which there is a lot of general interest at the top which gradually narrows down as opportunities fall out of the pipeline. Generate interest. Buyer: Owns the budget.

Paid Content 133

Paid Content Top of Funnel Lead Rank Webinar Metrics 133

Sales Hacker

NOVEMBER 15, 2017

Closed Won is the status of an opportunity where the deal has been closed with the prospect/lead who is now considered a customer. Demand Generation. Gatekeeper. General Manager. Gatekeeper is a person (e.g., Opportunity. Also called a customer. Deal Closing. Decision Maker. Direct Mail. Direct Sales.

Lead Rank 99

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