Sales 2.0

APRIL 23, 2020

Follow the money. The following charts from Compile illustrate why you should put considerable effort into selling to enterprise accounts. The charts above show that enterprise accounts (companies with over 1,000 employees) have 60% of the revenue, profit and money to invest but make up less than 2% of the companies out there.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Mr. Inside Sales

JANUARY 2, 2023

In fact, this is also felt in the accounting department, the marketing department, and everywhere else. Now I’m sure you can come up with your own questions here, but you get the idea. So, write up your questions, call your prospects, and listen to how best to serve and sell them! Getting screened out by the gatekeeper.

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

Janek Performance Group

DECEMBER 20, 2023

Consider the following: Subject lines Differentiate and personalize Leverage DNS settings to bypass spam filters Your subject line is critical. Finally, work with your marketing and IT teams to ensure that your email is deliverable. Others start with emails followed by DMs to LinkedIn. Familiar names pique interest.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Sales Evangelist

AUGUST 6, 2021

Sometimes all it takes to get past the gatekeeper is to build a solid relationship with them. But even if it’s the second, third, or fourth visit, he’ll sometimes end up talking to people who act like it’s his first (even if he’s spoken to them several times.) Don’t be afraid to interact with the gatekeeper. 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. But even if it’s the second, third, or fourth visit, he’ll sometimes end up talking to people who act like it’s his first (even if he’s spoken to them several times.) Don’t be afraid to interact with the gatekeeper. 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. But even if it’s the second, third, or fourth visit, he’ll sometimes end up talking to people who act like it’s his first (even if he’s spoken to them several times.) Don’t be afraid to interact with the gatekeeper. Your ultimate goal?

Gatekeeper 40

Gatekeeper Decision Maker Nonprofit Hiring 40

Smooth Sale

FEBRUARY 27, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Helpful Recruiting Terms for Job Seekers to Familiarize Back in the job-hunting market? Still, understanding five of these crucial recruiting terms allows you to navigate the job market effectively and master the sometimes confusing hiring language.

Hiring 120

Hiring Lead Rank Lead Scoring Networking 120

Mr. Inside Sales

JULY 17, 2020

Meantime, so I know how to best follow up with you, could you let me know which of the three options below best describe your interest level with us? You’re still in the market, and if we changed our offer just a bit, you’d be open to discussing it. We should set something up to speak again this week.

Face-to-face 187

Face-to-face Gatekeeper Call-back Decision Maker 187

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

APRIL 8, 2022

This objection—like all others—is a perfect one to script an effective response to, and here is one of my favorites: Objection: “We’re happy with who we’re using” (Or any variation like, “We’re all set”): Response: “That’s perfectly OK; I didn’t expect you to be in the market today. If you would like eight other proven response, visit here.

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

Zoominfo

FEBRUARY 17, 2021

Sales reps look to increase conversion rates by upping their cold call game. Let’s take a look at what should go into cold calling guidelines, what regulations to follow, and how to create a cold call script. Guidelines for cold outreach may vary by company and department, but every organization must follow SEC regulations.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Mr. Inside Sales

MAY 22, 2021

One of the companies does it the best, and it’s no secret why: They aggressively market across all appropriate and available opportunities; They have the largest staff of inside sales appointment setters (while the majority of the other companies don’t have any!) The Secret is a good place to start if you haven’t read it.

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. When you mentioned your company’s expansion into emerging markets, it seems you were very successful in capturing market share in Asia-Pacific. Pick up the Phone. Gatekeepers are a different story.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Alice Heiman

DECEMBER 6, 2022

Sales teams can no longer be gatekeepers of the buyer’s journey. 3:13] If you’ve got a marketing organization that’s compensated on one thing and a sales organization that’s compensated and there’s no overlap, you’re not going to have marketing and sales alignment. [6:27] Website: [link].

Scale 125

Scale Outsourcing Services Hiring Sales Process 125

Zoominfo

AUGUST 5, 2020

Have you ever tried to set up a meeting with a senior-level contact? 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.

B2B 162

B2B Gatekeeper InsideView Face-to-face 162

Mr. Inside Sales

JANUARY 31, 2020

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. Conversely, if a prospect has a burning need to purchase as soon as possible, this also helps you adjust your pitch and your follow up actions.

Decision Maker 199

Decision Maker Face-to-face Gatekeeper Inside Sales 199

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. After all, don’t most emails end up in the trash folder? If you sometimes wish there was a better way, you’re not alone. Keep it Short

Conversion 293

Conversion Sales Qualified Lead B2B Direct Mail 293

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

Zoominfo

APRIL 19, 2018

Have you ever tried to set up a meeting with a senior-level executive? 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. .

B2B 165

B2B Meeting Gatekeeper InsideView 165

Smooth Sale

FEBRUARY 29, 2024

But most are unaware that ‘gatekeepers’ reside within our mindset, preventing us from achieving business growth and our desires. The last step in realizing success is ours, which is multiplying the good deed by sharing what we learn via good and bad experiences to help those following in our footsteps.

Hiring 108

Hiring Gatekeeper Media Benefit 108

Mr. Inside Sales

AUGUST 21, 2022

If you could wave a magic wand and change two things about your online marketing, what would they be?”. What was missing was the common currency of human interaction to set up the call. The responses he got were generally negative, along the lines of, “Look, I’m in the middle of something right now and can’t talk to you…”.

Prospecting 156

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

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. Think of someone who disrupts an executive’s day by getting past the gatekeeper explaining he/she knows that person and is following up ‘our previous discussions’ – yeah right!

How To 218

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

No More Cold Calling

JANUARY 29, 2020

Also, here’s what you might have missed from No More Cold Calling this month: 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.”). Let me know.

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

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. Keep reading for our favorite event marketing blog posts! Events are a great tool to have in your marketing arsenal. Check them out below!

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

DiscoverOrg Sales

OCTOBER 4, 2016

We guess that if you spend any significant effort on email marketing, then you’ve seen these recent trends in the last 12-18 months: plummeting open rates, dwindling click rates, and skyrocketing bounce rates. One glance at your inbox – personal or work – probably confirms what you secretly don’t want to admit: Email marketing is dead.

Email Marketing 254

Email Marketing Policies Campaigns Gatekeeper 254

Zoominfo

AUGUST 5, 2020

Have you ever tried to set up a meeting with a senior-level contact? 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.

B2B 100

B2B Gatekeeper InsideView Face-to-face 100

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

LeadFuze

JULY 13, 2023

Grasping the fundamentals of sales is an indispensable part of any enterprise, regardless if you are a budding salesperson or a knowledgeable marketer. This post aims to provide valuable insights into mastering the art of selling, from evading gatekeepers in B2B environments to closing tough customers effectively.

How To 52

How To Gatekeeper Case Study Proposal 52

Tenbound

JANUARY 26, 2024

Adding Value in Follow-up Emails Continuously Providing Additional Value Follow-up emails are another opportunity to provide value and nurture your relationship with the recipients. Each follow-up should offer something new, whether it’s additional information, insights, or helpful resources.

Case Study 64

Case Study Segment Social Media Follow-up 64

Mr. Inside Sales

MARCH 16, 2020

In other words, what they do now will either position them to be ahead of or behind the other companies in their market space. you can use any of the following: “Let’s schedule something for later this week so I can show you…do you have your calendar open?”. If they haven’t joined my blog yet, they can sign up here.

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

No More Cold Calling

JANUARY 24, 2019

Consider the following situations: You call someone who downloaded a whitepaper or watched a webinar. In fact, that’s why many buyers shy away from gated marketing content.). You call a lead that marketing has “qualified.” You call someone and then follow up with a letter. Still chilly.).

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

SugarCRM

FEBRUARY 14, 2023

You’ve probably heard that automation helps both marketing and sales teams do their jobs—but that doesn’t mean they’re interchangeable. Does marketing automation serve a different purpose than sales automation? The most common marketing automation features include: Email marketing. CRM integrations.

Sales Automation 26

Sales Automation Lead Rank Top of Funnel Lead Scoring 26

Janek Performance Group

FEBRUARY 6, 2024

Before reaching out, look up pertinent information about their industry. Consider the following: Market share Competition National news Financial news Before taking a call or entering a meeting, know their place in the market. Maybe your client’s longstanding products are top sellers, but they can’t keep up production.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Mr. Inside Sales

AUGUST 22, 2019

When you are in the market again, could I be one of the vendors/suppliers/sources you go to for a quote?”. Should I lose your number or put you on a 6-month follow up call?” (Say For companies registering up 5 or more reps, your average investment is less than $399 per rep! We do order, we just don’t need any now”].

Objections 153

Objections Face-to-face How To Inside Sales 153

Zoominfo

FEBRUARY 17, 2021

Sales reps look to increase conversion rates by upping their cold call game. Let’s take a look at what should go into cold calling guidelines, what regulations to follow, and how to create a cold call script. Guidelines for cold outreach may vary by company and department, but every organization must follow SEC regulations.

Cold Calling 100

Cold Calling Guidelines Prospecting Face-to-face 100

Zoominfo

OCTOBER 21, 2021

Through consistent processes, leaders derive quick insights on how its sales organization attacks their market. Its made up of the following: Total Addressable Market (TAM): The entire spectrum of prospective buyers who could potentially use a product — even the outliers. Does the organization have multiple locations?

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

No More Cold Calling

MARCH 1, 2018

It’s easier to go along with what everyone else is doing—writing blogs, commenting on social media, writing catchy email subject lines, relying on inbound marketing to fill your pipeline, and believing that 67 percent of the buying process is complete before prospects ever talk to a salesperson. Don’t get hung up with data.

Lead Generation 249

Lead Generation Data Leads Marketing Qualified Lead 249