Zoominfo

MAY 8, 2019

Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales. Of course, it’s not impossible to gain access to top sales prospects by first speaking to a gatekeeper. Spend less time searching and more time selling. Qualify and prioritize leads quicker.

Data 193

Data Sales Process B2B Company 193

Mr. Inside Sales

MAY 22, 2021

Example: I’m working with a coaching/consulting organization right now that has many related companies in their portfolio. Mindset determines the actions you take, how you deal with adversity, how much you use good selling skills (and how much you invest in them), and how you adapt to the changing conditions around you. And a lot more!

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

Sales and Marketing Management

FEBRUARY 26, 2018

They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. For example: “I was struck by one of the comments in the Q3 analyst update. When you mentioned your company’s expansion into emerging markets, it seems you were very successful in capturing market share in Asia-Pacific.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Mr. Inside Sales

JANUARY 31, 2020

If a prospect is looking to move forward “as soon as possible,” for example, it means that budget is in place. In addition, what is also important about timeline is that if the prospect you’re speaking to isn’t in the market at this moment, it means you can relax behind your pitch. Everybody is onboard. Who Should Attend?

Decision Maker 199

Decision Maker Face-to-face Gatekeeper Inside Sales 199

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. Think Chief Executive Officer (CEO), Chief Financial Officer (CFO), Chief Marketing Officer (CMO), etc. Have you ever tried to set up a meeting with a senior-level contact?

B2B 162

B2B Gatekeeper InsideView Face-to-face 162

Zoominfo

APRIL 19, 2018

To add insult to injury, executive-level assistants are trained to be gatekeepers. Keep reading if you’re ready to bypass gatekeepers and set more meetings with the C-Level. Work with a B2B data provider like ZoomInfo to access the contact information you need to bypass gatekeepers, increase connect rates, and close more deals.

B2B 165

B2B Meeting Gatekeeper InsideView 165

Mr. Inside Sales

JANUARY 23, 2020

For example: many real estate agents have put together an up to date, free market analysis of comps of other homes in the area and call local homeowners to give this away. Are you by chance going to be in the market to sell your home within the next 6 to 12 months?”. Are you looking to downsize anytime within the next 5 years?”.

Cold Calling 180

Cold Calling Real Estate Sales Qualified Lead Face-to-face 180

PandaDoc

JANUARY 14, 2019

It’s a never-ending list of updates, upgrades, evolutions of tools and technology, and digital marketing trends. Keep reading to learn how you can shape your marketing strategies in the coming year. Marketing teams will create and distribute more video content. Integration of different marketing channels will become more common.

Trends 88

Trends Marketing Top of Funnel Lead Rank 88

Sales and Marketing Management

SEPTEMBER 17, 2018

Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules. For example: “3D2B recently helped an enterprise software company generate 17,000 qualified leads. Keep it Short .

Conversion 293

Conversion Sales Qualified Lead B2B Direct Mail 293

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. Think Chief Executive Officer (CEO), Chief Financial Officer (CFO), Chief Marketing Officer (CMO), etc. Have you ever tried to set up a meeting with a senior-level contact?

B2B 100

B2B Gatekeeper InsideView Face-to-face 100

BrainShark

SEPTEMBER 19, 2022

To deliver the onboarding, continuous training (AKA everboarding), coaching, and content that sales reps need to be successful, enablement leaders need to collaborate with other functions across the company, including marketing, product, and the C-suite. Adapt existing content from marketing and other groups (and vice versa).

Company 77

Company Sales Enablement How To Gatekeeper 77

Mr. Inside Sales

MARCH 20, 2020

For the time being, we’ve decided to focus on our current market and aren’t going to be looking into different markets right now. Yes, this is an unfolding and unfamiliar situation, so I completely understand your company’s decision to concentrate on the local market for the time being. Email from Prospect #2: Dear….

Face-to-face 157

Face-to-face Call-back Objections Gatekeeper 157

John Barrows

MARCH 5, 2020

Here’s how the structure of prospecting teams is going to change… Prospecting Teams Using Marketing Skills. Morgan: You mentioned marketing. And what are some things that you studied while you were in marketing that help you and your SDR leadership role and as an NSS sales rep? What I learned was to create.

Prospecting 140

Prospecting Top of Funnel Compensation Decision Maker 140

Zoominfo

NOVEMBER 20, 2019

For example, if you’re evaluating a solution that costs $30,000, and you expect to get $300,000 in incremental revenue – the value that you receive is $270,000. Let’s take a very poor example of communicating a problem: “Joe, your sales reps are spending too much time researching their prospects.” 300,000 minus $30,000).

B2B 187

B2B Prospecting Case Study Scale 187

Sales and Marketing Management

JUNE 26, 2017

Author: Nick Bhavsar, Senior Vice President Marketing, Get Smart Content We’ve all been there: It’s the end of the quarter and you find yourself staring at the numbers, wondering how you’re going to make up the revenue gap in such a short amount of time. But, modern marketing has created ways for marketing to help in the short term as well.

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

DiscoverOrg Sales

APRIL 25, 2017

Sales and marketing teams that buy into myths about data providers miss out on serious business value. Examples of triggers are funding events such as venture capital funding or planned mergers; product launches; and employee movement like promotions or when people leave or join the company. Remember the Sony Betamax ? Us either.).

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

LeadFuze

DECEMBER 31, 2021

The Ultimate Guide to Creating a Framework for Your B2B Marketing Plan (2022 Update). Who currently have job openings for marketing help. What Is a B2B Marketing Plan and Strategy? B2B marketing plan and strategy is about how you plan to raise brand awareness. What is a b2b marketing strategy? B2B Email marketing.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Mr. Inside Sales

AUGUST 22, 2019

Here is an example of the kinds of proven scripts and techniques you’ll learn to handle all the selling situations you and your team face: If, while prospecting, your prospect tells you, “We wouldn’t be interested,” you can more effectively respond with: “I’m not interested”. We do order, we just don’t need any now”]. Response #6.

Objections 153

Objections Face-to-face How To Inside Sales 153

Tenbound

JANUARY 26, 2024

Include brief case studies or share examples of successful outcomes achieved for your clients. Researching Competitors’ Customers for Insights Leveraging Competitor Analysis One way to gain valuable insights into your target market is to analyze your competitors’ customers. Craft them thoughtfully to maximize open rates.

Case Study 64

Case Study Segment Social Media Follow-up 64

Sales and Marketing Management

SEPTEMBER 4, 2018

Are you speaking to decision makers or gatekeepers or influencers? For example, how many calls your sellers make each day is important, but won’t tell you how many of those dials led to decision-maker conversations. Do you know what to do when you encounter them?

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Fill the Funnel

MARCH 6, 2014

The Gatekeeper. Old Rule: Do you remember the dance with the gatekeeper? Successfully navigating through or around the gatekeeper could sometimes takes weeks or even months, and was more of an art than a science. Are there other old rules vs. new tools examples you can share? Preparing Quotes and Proposals.

Tools 129

Tools Gatekeeper Proposal Decision Maker 129

SalesLoft

JUNE 26, 2018

For example, you can follow up a voicemail with an InMail message. Bypass Gatekeepers. Gatekeepers have an important responsibility. Getting around a gatekeeper is always a challenge. InMail bypasses the gatekeeper and provides direct access to decision maker’s inbox. Gatekeepers aren’t always the roadblock.

Outbound 52

Outbound Gatekeeper Strategy Decision Maker 52

ExecVision

JUNE 13, 2019

To further illustrate what call dispositions might look like, here are three examples from organizations with different sales motions: Outbound Prospecting (Cold Calling). Gatekeeper. Connected – Gatekeeper or Future Follow Up. Gatekeeper (Admin, S/B, Other Person). No Answer; No Voicemail. LVM (Left Voicemail).

Report 40

Report Sales Qualified Lead Gatekeeper Outbound 40

Zoominfo

NOVEMBER 20, 2019

For example, if you’re evaluating a solution that costs $30,000, and you expect to get $300,000 in incremental revenue – the value that you receive is $270,000. Let’s take a very poor example of communicating a problem: “Joe, your sales reps are spending too much time researching their prospects.” 300,000 minus $30,000).

B2B 100

B2B Prospecting Case Study Scale 100

Sales Hacker

AUGUST 2, 2019

If you only had 90 days to penetrate the market and produce sales, what would you do? While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan. DRIP: The Secret to Reliably Penetrate the Market.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

MarketJoy

APRIL 17, 2018

Gatekeeper. It could be a PA or executive assistant for example. Or, you can simply find away around the gatekeeper, for example using sales activities that approach decision makers “out of office” such as at networking events or in the evening. The title is pretty self-explanatory.

Decision Maker 45

Decision Maker Influencer Ideal Customer Profile Gatekeeper 45

Hubspot Sales

AUGUST 10, 2020

For example, if you work for a company that sells audio editing software and you have a prospect who does not create audio content and is looking for photo editing support, listening to their needs can disqualify those who are not in need of your offer, freeing you up to engage with customers who are. Sales Rep Competencies.

Ideal Customer Profile 142

Ideal Customer Profile Face-to-face Gatekeeper Negotiation 142

LeadFuze

JUNE 3, 2021

Gatekeepers. The existence of gatekeepers is the reason why your sales representatives can use tools like LinkedIn’s Sales Navigator. Sales Navigator, for example, allows your reps to reach the right prospects with search and filter features. This eliminates gatekeepers from the process and increases sales velocity.

Hiring 98

Hiring Sales Qualified Lead Gatekeeper Decision Maker 98

DiscoverOrg Sales

APRIL 11, 2016

For example, say you’re a round widget supplier. Marketing departments coordinate tradeshows, run email campaigns , write & promote content, and conduct an ever-growing list of activities to attract leads and then push them down the funnel. You can also use Twitter to follow companies and executives in your market.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

The Pipeline

FEBRUARY 16, 2016

Stu introduces the concept of Contact Marketing; a term he brings to full potential in the book. Stu interviewed the very VIPs in question, executive assistants, market reactionaries, marketing experts and sales experts, including myself. This is not cold calling vs. social selling; direct marketing vs. inbound market.

Meeting 120

Meeting How To Journal Gatekeeper 120

Pipeliner

SEPTEMBER 20, 2019

It’s true that the effectiveness of cold calls is lagging behind other forms of marketing. To create the best cold call script , illustrate your offer with a bold, factual example. Many salespeople get stuck on the gatekeeper. But learning how to get past the gatekeeper is easier than you might think. Don’t tire C-suites.

Cold Calling 64

Cold Calling How To Decision Maker Gatekeeper 64

Hubspot Sales

AUGUST 11, 2019

Whether you’re a rep looking for fresh lead generation avenues or a marketer trying to help their sales team, I’ve rounded up some strategies for helping you bring in new B2B leads. And see several real-life email signature examples here. Work with Marketing. For example, let’s say you’re a recruiting service.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Outsourcing Services 98

Sales Hacker

JUNE 14, 2021

Sales and marketing teams start their account-based sales (ABS) and account-based marketing (ABM) programs with strategic intentions. They target those that are in-market and those that should be showing intention. They start worrying about how many touchpoints are sales and marketing hitting. But then things change.

Account Based Marketing 79

Account Based Marketing Top of Funnel Ideal Customer Profile Account 79

Increase Sales

NOVEMBER 6, 2015

No cold calling, no stonewalling by the gatekeeper. Market trends are identified. So I crafted this How-To-Refer-Me-Tool and also provided an Example-How-to-refer-LHS. Also by listing the ideal client they realized my ideal target client is not start-ups, but a very specific niche market. Life and sales are good!

Referrals 70

Referrals Ideal Customer Profile Small Business Small Business 70

Gong.io

SEPTEMBER 26, 2022

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. Monitoring market shifts. It also becomes harder to separate anecdotal evidence from a few reps from a larger shift in the market. Understanding deal risks. Lack of visual cues.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Mereo

JULY 14, 2022

According to a past Objective Management Group analysis , only 1% of salespeople new to sales — those often with the onus of sales development — can get past the shield of gatekeepers to access decision makers. Then use this information to create marketing campaigns and related sales enablement tools.

Decision Maker 36

Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

MTD Sales Training

NOVEMBER 23, 2011

Things like CRM maximisation, sales process management, time management, multi-media, e-marketing, e-prospecting, and social networking avenues and techniques are no longer a luxury—they are the foundation of your business. . If you are not yet making the most use of current technology you are a dinosaur awaiting extinction.

Consumer 247

Consumer Gatekeeper Cold Calling Exact 247