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? Rather than post the full transcript, I’ve grouped their thoughts below. What’s Salesforce?

Promotion 36

Promotion Hiring Gatekeeper Decision Maker 36

Sales Hacker Training

NOVEMBER 6, 2019

Director of Demand Generation at Nextiva. 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. Then I go through the numbers and figure out which one yielded a more positive outcome.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

Hubspot Sales

AUGUST 21, 2023

To aid you in this process, we have free go-to-market strategy templates that can help you build a strategy that positions your product in front of your target audience. Build brand awareness and demand generation with inbound and/or outbound methods. Those entering demos will make contact with a direct sales/support person.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Sales Hacker

NOVEMBER 15, 2017

BASHO Email is a customer engagement sequence using voicemail and email messaging aimed at increase the likelihood of a positive response from prospects. Demand Generation. Gatekeeper. General Manager. Gatekeeper is a person (e.g., Deal Closing. Decision Maker. Direct Mail. Direct Sales. Onboarding.

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

Sales Hacker

MARCH 2, 2020

In this book, Thull shares a value-based approach that positions you as the most credible solution and removes customers’ internal barriers to moving forward. This book will help you position yourself for success by staying top of mind. Jeff Thull. When the stakes are high, you need a way to stand out and win. Stu Heinecke. Simplified.:

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker

JANUARY 24, 2018

What are your biggest demand generation challenges? The positioning of your solution will be different for each persona. This “lumpy mail” technique bypasses the gatekeeper and straight into the hands of the decision maker, eager to know what’s inside. The easiest way to automate this is by segmenting your outreach list.

Lead Generation 84

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 84

Tony Hughes

MARCH 13, 2018

Understand each others' pain and come to the center with insight generation which leads to demand generation rather than reactive servicing of demand. In the book Shift, they posit that 'changes and transitions' are the strongest trigger event. Go ballistic in LinkedIn Groups. Track and harness trigger events.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63