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Get the Gatekeeper on Your Side

No More Cold Calling

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.

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Five Ways to Amp Up Direct Sales

Sales and Marketing Management

Not education or pedigree. It may be true that “sales is a numbers game”, but consider whether you need to buy/develop/cultivate more leads or if you have plenty of leads but need to qualify them better. Are you speaking to decision makers or gatekeepers or influencers? Are they coachable, and do they implement the coaching?

Hiring 202
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Do You Buy Shoes?

Smooth Sale

Persevering past the gatekeepers proved to be well worthwhile. 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. I turned to the manager to ask: “Do you buy shoes? “Yes!”

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The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

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. Today the business manager and the purchasing manager’s roles have been elevated and are considered pivotal senior management roles.

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6 Qualities Of The Modern Day Sales Professional

MTD Sales Training

2: Today’s Sales Professional is an Expert. Today’s modern consumer is educated and has access to more information about you and what you sell, than ever before in history. Perhaps the problem is the length of response time to web inquirers, or maybe it is that you are having a problem with gatekeeper screens.

Consumer 247
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15 Sales Statistics That Will Change How You Think About Revenue In 2021

Sales Hacker

As more customers begin researching online, sales professionals need to familiarize themselves with the content being created by their marketing team. Your sales leaders should be actively working with HR to develop an employee onboarding experience that evolves alongside our new working environments. What this means for you.

Revenue 125
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Are You Patiently Following Up?

Smooth Sale

Many lessons were learned for methods of patiently following up in my sales career. The second year of sales, management hounded their teams to follow-up with the same prospect every day. Call after 5:00 pm – the time the gatekeepers generally leave for the d ay. HubSpot Sales “ Sell More and Work Less!”