LevelEleven

JULY 25, 2019

The Gatekeeper. Running into a gatekeeper is a fairly common sales prospecting scenario, especially when trying to get ahold of C-level decision-makers. Some skills your reps should practice before dealing with a gatekeeper include: Demonstrate knowledge of the prospect so they’ll know you’ve done research. The Demo Pusher.

Gatekeeper 54

Gatekeeper Negotiation Decision Maker Call-back 54

Hubspot Sales

JULY 11, 2019

Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. This role serves as an administrator and gatekeeper for your sales team. Enter, the sales operations manager. Sales Operations Coordinator Job Description.

Hiring 108

Hiring Salary Commission Sales Operations 108

Smooth Sale

SEPTEMBER 11, 2018

Included were guards, gatekeepers, receptionists, and people in the basement, in addition to the executives of large corporations. Exercise, a healthy diet and peace of mind play into the better outcome. My sales as a sport strategy mirrored hitting the ping pong ball left, right, next to the net and at the edge of the table.

Sports 68

Sports Hiring Loyalty Exercises 68

Zoominfo

OCTOBER 21, 2021

And just like an ICP can be segmented into various cohorts, go-to-market teams should understand how to engage various stakeholders, influencers, decision makers and – gasp – gatekeepers involved in the purchasing process. Keep in mind, each may represent a different department, with various — or even competing — agendas.

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

Sales Hacker

MAY 24, 2020

This includes your interaction with the gatekeeper. Believe it or not, your interactions with the gatekeeper is just as important as those you have with the decision maker. They had you cover all of that material, and exercise all of those hours of training only to arrive at the worst possible ending.

Cold Calling 93

Cold Calling Examples How To Sales Qualified Lead 93

Sales Hacker

APRIL 24, 2019

What follows are exercises and tips proven to level up not only your practice sessions, but your performance at game time. 8 Highly Effective Sales Role Play Exercises. That’s why this exercise needs to be repeated regularly! Begin this exercise with a list of personas typically targeted and encountered. Objection Island.

Exercises 98

Exercises Objections Follow-up Face-to-face 98

PandaDoc

JUNE 4, 2019

In addition, advocates of newer sales philosophies challenge that the buying process has become more complex, adding more decision makers, new gatekeepers and a longer sales process , thus reducing the effectiveness of a solution seller.

Solutions Selling 72

Solutions Selling Decision Maker Case Study Ideal Customer Profile 72

Hubspot Sales

MARCH 4, 2019

A few decades ago, salespeople were gatekeepers of information. Salespeople aren't gatekeepers anymore — the sales process can largely happen without us and we need to add unique value along the way to ensure our prospects choose us, not our competitors. There's no such thing as a typical salesperson anymore.

Hiring 98

Hiring Training Hubspot How To 98

Openview

JANUARY 18, 2018

How does your top performer approach a gatekeeper? Reps can show the rest of the team how to utilize their technique in situational exercises. In general I’ve found that in person training is more engaging and people learn better in person and when they can do exercises that engage them. Prospecting and Building Rapport.

Lead Rank 104

Lead Rank Lead Scoring Coaching B2B 104

Tony Hughes

FEBRUARY 22, 2018

To buck this trend and in recognition that there's typically only one name on the purchase order, I'm advocating the most counter-intuitive 'get past the gatekeeper' strategy of all time! We all know the parable of management by committee and where that story goes. When power connects to power, the magic happens in accounts.

Ideal Customer Profile 66

Ideal Customer Profile Social Media Account Penetration 66

Pipeliner

JANUARY 16, 2018

Gatekeepers furiously protect decision makers. There are numerous practical exercises that you can use to put yourself in the driver’s seat. Emotional fitness is important for anyone, but is crucially important for a salesperson. Something like 90 to 95 percent of the interactions a salesperson has are negative.

Google 40

Google Gatekeeper Decision Maker Examples 40

LeadFuze

DECEMBER 31, 2021

Gatekeepers are there to keep the flow of information under control. I now realize that a paycheck is not the only thing motivating people, and 2 things will change as a result of this exercise. Continuity. Your past experience. They might not be too receptive to strangers on the phone, but it’s worth a try.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Zoominfo

NOVEMBER 9, 2020

Gone are the days when the salesperson can act as a gatekeeper of information, forcing the buyer to have to meet with them throughout the information-gathering stage. Forward-thinking business development teams marry fact finding exercises with proof of concept content to underscore how its solution helps the prospect.

Top of Funnel 246

Top of Funnel Funnel Data Sales Qualified Lead 246

DiscoverOrg Sales

JUNE 2, 2016

You probably don’t need me to explain the value of direct dials, but just in case, two words: circumventing gatekeepers. Try this quick exercise. Sales Development: More Momentum, More Meetings. I’m guessing your SDRs log A LOT of call time. The more direct dials your SDRs have access to, the better.

B2B 120

B2B Hiring Ideal Customer Profile Sales Qualified Lead 120

OnePageCRM

MAY 25, 2017

Your physiology is important – sleep well, stay hydrated (water not caffeine), exercise, meditate, keep lunch light, stretch, sit up straight, stand up, walk around, take the stairs, breathe. How to get past gatekeepers. The best way to get past a gatekeeper like this is to reframe how you approach the call.

Top of Funnel 20

Top of Funnel Cold Calling How To Sales Qualified Lead 20

Sales Hacker

MARCH 2, 2020

Hall-of-fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get past traditional gatekeepers and reach those elusive executives by thinking outside the box and using personalized approaches that he calls “contact campaigns.”. Combo Prospecting. Mikael Krogerus & Roman Tschäppeler. Tony Robbins.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker

JULY 30, 2018

Ease of getting past gatekeepers. After this exercise, you’ll realize 2 things: Not all market segments are equal. Evaluate these segments with these criteria: Competition level. The breadth of the market. Lifetime value. Segment growth. Continuity. Your past experience. Some segments can generate higher ROI but require more resources.

Ideal Customer Profile 71

Ideal Customer Profile Top of Funnel B2B Strategy 71

No More Cold Calling

FEBRUARY 25, 2018

Learn How to Get the Gatekeeper on Your Side. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? The dreaded gatekeeper. Read “ Learn How to Get the Gatekeeper on Your Side.”). It’s an exercise in futility and wasted time. Does everyone know your ideal client profile?

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Referrals Gatekeeper Sales Qualified Lead Cold Calling 153