Education Gatekeeper Prospecting Sales Management 
No More Cold Calling
JUNE 19, 2014
The gatekeepers are onto your tricks. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. Newsflash: 90 percent of CEOs do not respond to cold calls or emails, and neither do their gatekeepers. But gatekeepers are good at their job. Of course you would. Think again.
Hubspot Sales
OCTOBER 5, 2017
In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Educate and Evaluate.
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Sales and Marketing Management
SEPTEMBER 4, 2018
Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer. Not education or pedigree. It’s not enough to hire the appropriate sales profile. Not prior experience.
MTD Sales Training
NOVEMBER 23, 2011
Current clients threaten to leave; prospects demand more for less, and the economy bites at your profits. 2: Today’s Sales Professional is an Expert. It’s not uncommon for the prospect to know as much or even more than the sales person about their product or service. 4: Today’s Sales Professional Has a Plan.
Smooth Sale
JUNE 14, 2018
Persevering past the gatekeepers proved to be well worthwhile. Each representative was to ensure that a total of five clients and prospects could attend. I turned to Roberta to reveal that the high-end shoe store across the street was having a fantastic sale. Later, as I returned to the office, the Sales Manager stopped me.
Bernadette McClelland
JANUARY 15, 2017
Technology was limited, so we, as salespeople, had more control around educating our clients and winning the business so long as our activity levels and product knowledge was on point. Prospects and customers either answered the phone (or pager) or their PA did. Besides many today have their own gatekeepers.
Sales Hacker
DECEMBER 30, 2020
As more customers begin researching online, sales professionals need to familiarize themselves with the content being created by their marketing team. And nearly one-third of sales organizations say their organization has a company-wide data storage solution that houses all internal and external data. What this means for you.
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