Mr. Inside Sales

APRIL 1, 2019

I was onsite training in Montreal , Canada last week—a software company, hi everyone! and one of the sales reps brought up today’s quote as we were reviewing calls during the training. Who Should Attend?

Closing 140

Closing Strategy Face-to-face Inside Sales 140

Mr. Inside Sales

JULY 1, 2019

Something like: “Hi Barbara, Mike Brooks here with HMS software. We provide the exact talk tracks, templates, and proven tools your team will be motivated to apply, all structured around an award winning comprehensive inside sales approach that gives your team the confidence to succeed in every selling situation they face today.

Face-to-face 126

Face-to-face Inside Sales Gatekeeper Sales Qualified Lead 126

Zoominfo

AUGUST 26, 2020

A failure to invest in the right tools or intelligence wastes countless hours, puts dents in company budgets, and decreases sales team morale. I work with information security executives in software companies looking to optimize their cybersecurity tools. Does your team still use [antiquated digital tool]?

Cold Calling 130

Cold Calling How To Exact Campaigns 130

Gong.io

SEPTEMBER 26, 2022

Thanks to the internet and a plethora of online communication tools, sellers can engage buyers remotely through virtual channels like email, video chat, social media, and more. Before you can reach a CEO or a C-level executive, you’ll likely have to get through a gatekeeper (typically assistants or office managers) first.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Hubspot Sales

MAY 12, 2023

EAs need to be diplomatic with good communication while remaining a firm and decisive gatekeeper for the executive. With time, she found she needed someone with digital software skills who could jump in quickly without much guidance. Job-seekers can use this list to prepare for a job interview, even if the exact questions vary.

Hiring 111

Hiring Examples Social Media Software 111

Close.io

MAY 1, 2019

They’re used to getting what they want, and what they want is for you to customize your software to their needs. They slow down the sales process, but can also be powerful sales tools. The gatekeeper. Gatekeepers are living, breathing objections and, in many cases, they’re the first roadblock you’ll face.

Objections 91

Objections Examples Gatekeeper Decision Maker 91

Sales Hacker

FEBRUARY 15, 2022

Tools to help close huge deals [16:39]. Traditional tools don’t work in a hybrid sales world, find out why Outreach is the right solution at click.outreach.io/30MPC. Only a few years ago, Jamal was a typical enterprise software sales rep barely making his number, he struggled to close the bigger deals that he knew were possible.

Enterprise 77

Enterprise Enterprise Influencer Sales Cycle 77

Gong.io

SEPTEMBER 19, 2022

Purchasing decisions often involve multiple stakeholders — some are gatekeepers who are simply passing along information, while others have the final say. Whether you’re the head of sales for a Software-as-a-Service (SaaS) startup or an enterprise, you can adapt the framework and continue to refine it over time. Cons of using BANT.

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

ExecVision

DECEMBER 11, 2018

These symptoms can be triggered by arriving at their desk, putting on their headset, or opening the dialer software. Over-reliance on email can turn the buzz of your sales floor into the clack-clack-clack of keyboards you’d normally find where your software development team sits. In other cases, dial dread is more of a mental block.

Call-back 40

Call-back Cold Calling Gatekeeper Follow-up 40

Salesmate

JULY 28, 2020

Modern mindset, skills, and tools are required to handle these smart buyers. . It offers high-powered strategies, techniques, and tools you require to fill your pipeline with high-quality opportunities. What is the best way to address gatekeepers and how can I leverage them to gain access to executive buyers? The Modern Seller.

Lead Rank 103

Lead Rank Buyer Outbound Influencer 103

Sales Hacker

AUGUST 28, 2019

Hey Kristi, I really liked the way you asked that customer why finding a software with XYZ security feature was important to them. People don’t have the right tools. When I do reach them, I’m having difficulty scheduling a demo of our software with the decision-makers. Imagine you’re observing a rep on a call with a customer.

Coaching 68

Coaching Guidelines Call-back Sales Coaching 68

Zoominfo

JUNE 24, 2021

Throughout the process you probably use a number of tools, including social media platforms, email, an applicant tracking system (ATS), a candidate relationship manager, a contact information finder, and more. It can work as a one-stop-shop or an excellent complementary tool to your existing tech stack.

Campaigns 130

Campaigns Gatekeeper Licensing Social Media 130

The Science and Art of Selling

DECEMBER 9, 2013

Today they maybe selling computer software. They work with everyone, the office assistant, all of their staff, the gatekeepers. Knowledge is your advantage in any unknown situation, and reading people becomes a very valuable tool. But like any tool, it’s all about how you use it. How do you read their mind?

Benefit 64

Benefit Lead Rank Lead Scoring Real Estate 64

Zoominfo

APRIL 23, 2020

How many contacts, notes, and valuable pieces of information are in your CRM or marketing automation tool? (If Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Sloppy Databases Are a Waste of Time. Burned by Churn.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

Cience

JULY 9, 2020

Cold Calling Tools CIENCE Uses. Gatekeeper. Process – The SDR’s daily routine ; – Number of dials per day/ per prospect; – Sales intelligence; – Work with software; – Personalization and value generation; – Analysis of the phone calls; – Reporting; – Looking for new prospecting and calling techniques. Cold Calling Scripts.

Cold Calling 79

Cold Calling Ideal Customer Profile Hiring Decision Maker 79

DiscoverOrg Sales

MAY 7, 2019

How many contacts, notes, and valuable pieces of information are in your CRM or Marketing Automation tool? (If Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Sloppy databases are a waste of time. Burned by churn.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

Chorus.ai

NOVEMBER 24, 2020

Of course, no two sales reps have the exact same approach, and no single sales script will be perfect for every style. After rigorous prospecting to determine the companies (and decision-makers/gatekeepers) to approach, your sales reps will pick up the phone. As Nancy Nardin, founder of Smart Selling Tools Inc.

Cold Calling 62

Cold Calling Meeting Gatekeeper Decision Maker 62

OnePageCRM

MAY 25, 2017

Sean Burke, CEO of prospecting software Kitedesk offers this example email: Hi Jill. We help SaaS companies like yours increase their top of the funnel pipeline by 4x while also simplifying the prospecting process/tools so that reps get more done. Use tools like Rapportive, Clearbit and FullContact. How to get past gatekeepers.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

Hubspot Sales

AUGUST 23, 2023

The subject line is your gatekeeper, so 50% of email work should be spent crafting and testing different subject lines. Understanding your prospect's pain points requires some research, but once you determine how to solve them, it can be a great tool to build trust and show that you take them seriously. Download Now 1.

B2B 78

B2B Lead Rank Lead Scoring Leads 78

Sales Hacker

MARCH 2, 2020

The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers’ expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth. Winning with Data. Sales Management. Simplified. Sales Skills.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

SalesLoft

MARCH 20, 2014

Navigating phone trees and avoiding gatekeepers all together are extremely effective strategies in getting through to the people you need to talk to. Learn to Get Past Gatekeepers. Pro-tip: one of our readers told us when the gatekeeper asks them the purpose of their call, they reply: “It’s personal” 3.

Gatekeeper 52

Gatekeeper Cold Calling Referrals Decision Maker 52

Zoominfo

JUNE 24, 2021

Throughout the process you probably use a number of tools, including social media platforms, email, an applicant tracking system (ATS), a candidate relationship manager, a contact information finder, and more. It can work as a one-stop-shop or an excellent complementary tool to your existing tech stack.

Campaigns 52

Campaigns Gatekeeper Licensing Social Media 52

Sales Hacker

JANUARY 24, 2018

Otherwise set up a Skype call and use screen capture software to record the discussion. This “lumpy mail” technique bypasses the gatekeeper and straight into the hands of the decision maker, eager to know what’s inside. Ask for referrals from people who fit your criteria, e.g., “marketers in the software space.”.

Lead Generation 85

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 85

eGrabber

JANUARY 11, 2024

Don’t gatekeep this knowledge! They serve as social proof, building credibility and trust, and are compelling tools to influence potential prospects and get sales leads. It enables you to amplify your reach and draw the exact leads you need to thrive. Give it freely, and reap the rewards of long-lasting loyalty.

Paid Content 45

Paid Content Inbound Sales Qualified Lead Lead Rank 45

Tony Hughes

MARCH 13, 2018

Do not release the same exact material as them. If you're selling software and there are already twenty five groups on mobile marketing applications, still launch your own group. This software will save you hours of clicks based on daily lead recommendations from key accounts that it serves up to you on a silver platter.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63