Zoominfo

JANUARY 29, 2018

For today’s blog post, we put together a comprehensive list of the best articles about corporate events and event marketing. We tried to tackle every aspect of event marketing. From event planning to trade show design, there’s a little something for everyone. Keep reading for our favorite event marketing blog posts!

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Zoominfo

SEPTEMBER 29, 2019

To add insult to injury, executive-level assistants are trained to be gatekeepers. Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. It can be a lot to handle if you’re not equipped with the right sales tactics.

B2B 190

B2B Gatekeeper InsideView Up-Sell 190

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. But what is the key to c-suite sales? One of the key issues facing sales reps is their ability to get in touch with one of the elusive C-suite members. Leverage trigger events.

B2B 162

B2B Gatekeeper InsideView Face-to-face 162

Sales Evangelist

AUGUST 6, 2021

Sometimes all it takes to get past the gatekeeper is to build a solid relationship with them. In today’s episode of The Sales Evangelist, we’re going to do just that with the help of today’s guest Kevin Cummings. Make connections with the gatekeeper: Ask them what the best method is is to talk with them. Your ultimate goal?

Gatekeeper 40

Gatekeeper Decision Maker Nonprofit Hiring 40

Sales Evangelist

AUGUST 6, 2021

Sometimes all it takes to get past the gatekeeper is to build a solid relationship with them. In today’s episode of The Sales Evangelist, we’re going to do just that with the help of today’s guest Kevin Cummings. Make connections with the gatekeeper: Ask them what the best method is is to talk with them. Your ultimate goal?

Gatekeeper 40

Gatekeeper Decision Maker Nonprofit Hiring 40

Sales Evangelist

AUGUST 6, 2021

Sometimes all it takes to get past the gatekeeper is to build a solid relationship with them. In today’s episode of The Sales Evangelist, we’re going to do just that with the help of today’s guest Kevin Cummings. Make connections with the gatekeeper: Ask them what the best method is is to talk with them. Your ultimate goal?

Gatekeeper 40

Gatekeeper Decision Maker Nonprofit Hiring 40

Zoominfo

APRIL 19, 2018

To add insult to injury, executive-level assistants are trained to be gatekeepers. Thankfully, B2B sales expert Jill Konrath has solved this problem in her book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. . Leverage trigger events. Every step of the buying process should be easy.

B2B 165

B2B Meeting Gatekeeper InsideView 165

No More Cold Calling

JANUARY 29, 2020

I’m not looking forward to stepping out of my sales comfort zone this year, but I must. Sure, I can learn it, but it’s not in my sales comfort zone, and it’s not exciting for me. That said, I’ve committed to getting out of my sales comfort zone this year, and that means confronting my technology aversion head on. Let me know.

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

Mr. Inside Sales

SEPTEMBER 6, 2022

If so, then reach out to Mike Brooks today to see if your event date is still available! By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but also equipped with proven sales skills they can use to instantly perform better! Get Access Today.

Face-to-face 31

Face-to-face Inside Sales Gatekeeper Decision Maker 31

No More Cold Calling

DECEMBER 6, 2019

Cold calling is a duplicitous, disingenuous sales tactic. If you make 100 calls, you’ll talk to about 20 people, schedule 10 sales appointments, and if you’re lucky, close one new deal. Why would you bother with a sales system that gets such dismal results? Message to cold callers: Pestering strangers is NOT the way to prospect.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Janek Performance Group

DECEMBER 20, 2023

Prospecting is one of the most fundamental sales skills. All sales organizations need new business. However, as the sales environment shifts, sellers must update how they prospect. Confirm that your SPF, DKIM, and DMARC records are properly set up within your sales or marketing automation tools. In sales, things change.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

No More Cold Calling

OCTOBER 1, 2020

I used to think it was just sales newbies who struggled with referral reluctance. I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Sales Leadership Is Missing It Big (and Here’s the Proof).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. But what is the key to c-suite sales? One of the key issues facing sales reps is their ability to get in touch with one of the elusive C-suite members. Leverage trigger events.

B2B 100

B2B Gatekeeper InsideView Face-to-face 100

No More Cold Calling

FEBRUARY 24, 2021

Why the sudden interest in referral sales? The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Sales leaders have an ongoing challenge to get more qualified leads in the pipe, but seller access has evaporated. You can ask: During the sales process when you’ve added value.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Mr. Inside Sales

AUGUST 21, 2022

I watched a sales rep making cold calls the other day. Prior to the call, I asked this sales rep to send over recordings, so I could play and point out exactly what he was doing wrong. He told me that he attends many face to face networking events, and he realized he would never use his phone prospecting script with anyone in person.

Prospecting 156

Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

No More Cold Calling

DECEMBER 30, 2014

Which broken sales strategies should we leave in the past (ah-hem, cold calling )? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Gatekeepers can smell phoniness a mile away. And certainly not when you cold call. Learn more.) [Top

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Anthony Cole Training

DECEMBER 3, 2013

There is a process for hiring better sales people. There are 2 parts to the STAR (Sales Talent Acquistion Routine) screening step: 1. Pre-hire sales assessment. An important thing to consider when hiring better sales people is how much time they will need to spend on the phone either prospecting or selling.

Hiring 169

Hiring Gatekeeper Jigsaw Face-to-face 169

No More Cold Calling

MARCH 16, 2017

It can take eight to 14 touches to just to reach a prospect who isn’t expecting a call from your sales rep. There has to be an easier way to score qualified sales leads! Cold calling is a demeaning sales tactic and an inefficient way to generate qualified sales leads. They’re the reason sales gets a bad name.

Sales Qualified Lead 232

Sales Qualified Lead Cold Calling Lead Rank Lead Scoring 232

DiscoverOrg Sales

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. Myth 1: Contact lists = sales intelligence. Fact: Sales intelligence is more than a list of names and numbers. Sales intelligence includes a depth of information that is both accurate and predictive. Us either.).

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

Sales Hacker

OCTOBER 28, 2022

I recently had the genuine pleasure of attending Scott Ingram’s 2022 Sales Success Summit. Is every sales event so provocative and fun?). What is the Sales Success Summit? The summit is an idea-rich, TED-style event held over two days. Sales Success Summit 2022: Big ideas and takeaways. But first —.

LinkedIn 84

LinkedIn Lead Rank Call-back Enterprise 84

Sales and Marketing Management

MARCH 26, 2018

Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. In these three channels is where sales performance can be enhanced.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Zoominfo

MAY 21, 2020

We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. And we’ve got examples. What is a BASHO Email?

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

LeadFuze

JUNE 3, 2021

Importance of Sales Team Management. Sales team management is important to any organization that relies on its sales team to bring in revenue. A strong, well-managed sales team will always outperform a weak and poorly managed one. How to Build Your Sales Team. 7 Steps in Sales Team Management.

Hiring 98

Hiring Sales Qualified Lead Gatekeeper Decision Maker 98

No More Cold Calling

JULY 20, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. The goal of account based sales development is to land and expand within named accounts. Account based sales development only works if reps get in the door and meet with their ideal prospects. I was wrong.

Account 285

Account Referrals Lead Generation Cold Calling 285

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. B2B sales prospecting in a nutshell. The more detailed and accurate your ICP is, the more resultative your sales will be.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Mr. Inside Sales

NOVEMBER 7, 2019

Sales—and life—can be hard at times. In sales, you face a lot of rejection, daily, and yet you need to persevere and overcome in you want to succeed. The question it: What is the secret to dealing with life—and sales—when situations don’t go your way? appeared first on Mr. Inside Sales. She nearly died.

Face-to-face 120

Face-to-face Inside Sales Gatekeeper Decision Maker 120

No More Cold Calling

OCTOBER 29, 2017

No, Halloween isn’t so scary, but account based sales can be. Sales leaders and their teams have lots of fears: “We have a quota looming over our heads. Find out how in my blog posts from this month: Why Your Account Based Sales Team Will Never Be Good at Referrals. Sales leaders, here’s what you’re up against.

Referrals 159

Referrals Cold Calling Webinar Metrics Direct Mail 159

DiscoverOrg Sales

NOVEMBER 27, 2018

We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. And we’ve got examples. What is a BASHO email?

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. But first, we’ll dive into the benefits sales prospecting tools have for your organization.

Tools 107

Tools Ideal Customer Profile Prospecting Intent Data 107

Increase Sales

NOVEMBER 6, 2015

Sales referrals are golden for mid-size to small business owners and sales professionals. No cold calling, no stonewalling by the gatekeeper. Life and sales are good! Yet many sales professionals are not able to secure sales referrals. Trigger events are uncovered. The ideal customer is defined.

Referrals 70

Referrals Ideal Customer Profile Small Business Small Business 70

Smooth Sale

JUNE 14, 2018

A little thought, friendliness, and empathy work well for building the sale. Persevering past the gatekeepers proved to be well worthwhile. My company was having an in-house special event to showcase their business equipment. Most of all, the company hoped for an increase in sales. My Story About Buying Shoes. “Yes!”

Gatekeeper 98

Gatekeeper Face-to-face Commission Hubspot 98

Mr. Inside Sales

APRIL 8, 2018

At the Summit in Chicago last week, a brand new category was created just to acknowledge my commitment and contribution to inside sales. MIS was awarded the “2018 Service Provider of the Year Award” in the category of Sales Script Development! Four ways to get past the gatekeeper. A better opening than “How are you today?”.

Gatekeeper 73

Gatekeeper Cold Calling Inside Sales Prospecting 73

Fill the Funnel

MARCH 6, 2014

The impact of technology in the sales profession is profound, altering everything from strategy, tactics, process and the buyer expectaions and actions. My focus in this post is on Business-to-Business sales, though many of these apply to the consumer sales arena as well. The Gatekeeper. Preparing Quotes and Proposals.

Tools 129

Tools Gatekeeper Proposal Decision Maker 129

No More Cold Calling

JANUARY 24, 2019

percent of sales reps made quota last year. Cold calling doesn’t address the top two challenges that sales teams face. The key to qualified lead generation is being a welcome call, and for busy executives and their gatekeepers , cold calls are definitely not welcome. The person’s name came from a specific list.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

MarketJoy

APRIL 17, 2018

Savvy sales professionals know that the most fruitful lead generation activities come from in-depth knowledge of exactly who you are talking to. Knowing the nature of each can make the whole sales process slicker and more effective. How to Identify Sales Prospects. Gatekeeper. Get a Free Quote. contact-form-7].

Decision Maker 45

Decision Maker Influencer Ideal Customer Profile Gatekeeper 45

Bernadette McClelland

JANUARY 15, 2017

Very much like the sales profession. On my return home, I was asked to prepare for an interview and one of the questions was whether I had seen any changes over the past few years in the B2B sales space and if so, what were those changes? Besides many today have their own gatekeepers. But the drawer is empty today.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Autoklose

JANUARY 22, 2024

You might be confused about the best way to reach out to a customer or find yourself struggling to define go-to sales strategies that bring results. Don’t let that frighten you, as many sales tactics are actually hard-rooted in sales management by being extremely effective no matter what year it is. Mind the Sales Experience 13.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52