Sales and Marketing Management

FEBRUARY 26, 2018

Author: Mike Schultz, President, RAIN Group Breaking through and setting sales meetings with C-suite buyers is tough. They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. The phone is also a terrific way to get past the gatekeepers. Gatekeepers are a different story.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Janek Performance Group

DECEMBER 20, 2023

How do you best apply prospecting skills through intermediators or gatekeepers? When prospecting through intermediators, like gatekeepers, influencers, and agents/brokers, help them build their own cadence. Gatekeepers will present your name and reason for calling. As with prospects, present value to the gatekeeper.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Mr. Inside Sales

APRIL 29, 2022

Some sales reps go directly into the kitchen where they’ll find a group of other reps—and even a manager or two—and they share the good news there. I’ve seen some reps strut around the office, stopping at their workmate’s desk to share their glory or tell the (often long) story of how that deal went down.

Face-to-face 156

Face-to-face Gatekeeper Energy Licensing 156

Hubspot Sales

OCTOBER 26, 2022

Maintain a presence in LinkedIn groups. Learn how to communicate with gatekeepers. Maintain a presence in LinkedIn groups. LinkedIn groups relevant to your vertical offer you unique opportunities to productively connect with prospects. Learn how to communicate with gatekeepers. What is B2B prospecting?

Ideal Customer Profile 87

Ideal Customer Profile B2B Prospecting Gatekeeper 87

No More Cold Calling

JULY 13, 2021

When you receive a referral introduction, you breeze past gatekeepers and walk right into meetings with your prospects. New research from Dave Kurlan and The Objective Management Group (OMG) backs up my claims. Without the introduction, you’re just another cold caller, and cold callers don’t usually get to talk to B2B decision makers.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

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. First off, who is this elusive group of people we’re talking about? Have you ever tried to set up a meeting with a senior-level contact? Who Is The C-Suite? Leverage trigger events.

B2B 162

B2B Gatekeeper InsideView Face-to-face 162

No More Cold Calling

DECEMBER 30, 2014

For more ideas to make 2015 your best sales year ever, check out what you might have missed from No More Cold Calling this month: 4 Ways to Get Past the Gatekeeper (No Tricks Required) Gatekeepers are valuable to the executives whose time and energy they protect, but not to you, at least not until you’ve developed a relationship with them.

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Referrals Gatekeeper Cold Calling Networking 260

Mr. Inside Sales

JANUARY 15, 2021

I’ll tell you right now, I’ve listened to hundreds of sales reps in a month, and they can easily be separated into these two groups: Those who pitch, pitch, pitch, and those who take the time to understand their prospect’s buying motives and properly qualify to understand their buying process. Quite a difference, isn’t it?

Face-to-face 195

Face-to-face Sales Qualified Lead Gatekeeper Licensing 195

No More Cold Calling

MARCH 10, 2011

Bring up the subject of cold calling with a group of sales people and you are assured of a lively conversation as they lament about the challenges associated with this task. It can be frustrating dealing with gatekeepers, receptionists, and executive assistants. Not to mention that decision makers seldom return voice mail messages.

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Cold Calling Company Gatekeeper Decision Maker 279

No More Cold Calling

JULY 26, 2018

In a recent blog post, Dave Kurlan shared research from his company, Objective Management Group (OMG), about why salespeople can’t close. As a result, they breeze right past the gatekeeper. Unless you address the actual cause, not just the symptom, that nagging pain won’t go away. So, what’s causing the pain in your sales pipeline?

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Pipeline Decision Maker Closing Referrals 184

No More Cold Calling

FEBRUARY 20, 2014

Lies You Tell Gatekeepers. Gatekeepers can smell phoniness a mile away. When you have a referral, you’ll never have to use duplicitous tactics to bypass the gatekeeper. Read “ Lies You Tell Gatekeepers.”). (Read “ Mobilizing the Corner Office—What CEOs Want From You.”). Newsflash: You’re not fooling anybody.

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Gatekeeper Referrals Cold Calling Hiring 218

Women Sales Pros

FEBRUARY 15, 2019

They’re the same habits that may be keeping you from getting past gatekeepers or closing more first appointments. You have to be able to address prospecting objections from gatekeepers through decision makers. Many of your best and worst prospecting habits are ones you probably aren’t even aware of until you hear them. That’s simple!

Cold Calling 118

Cold Calling Gatekeeper Decision Maker Call-back 118

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. First off, who is this elusive group of people we’re talking about? Have you ever tried to set up a meeting with a senior-level contact? Who Is The C-Suite? Leverage trigger events.

B2B 100

B2B Gatekeeper InsideView Face-to-face 100

Mr. Inside Sales

OCTOBER 7, 2019

Then purchase a copy of Mike’s new book: Power Phone Scrip ts , for each team member, and have Mike do a book signing for your group! Want an even more personalized sales conference event? This book will give your team even more takeaways and valuable techniques they will use all year long to make more sales! Who Should Attend?

Face-to-face 121

Face-to-face B2C Inside Sales Gatekeeper 121

No More Cold Calling

SEPTEMBER 27, 2011

Getting past the gatekeeper to your decision-maker. Five monthly group mentoring calls—call in, get coached, stay on track. PLUS: 5 monthly group coaching calls and unlimited email access directly to Joanne forever. How to Bypass the Gatekeeper. Converting key prospects to paying clients. Referral-Selling Curriculum.

Cold Calling 202

Cold Calling Webinar Metrics Referrals Gatekeeper 202

No More Cold Calling

JANUARY 24, 2019

The key to qualified lead generation is being a welcome call, and for busy executives and their gatekeepers , cold calls are definitely not welcome. Both the RAIN Group and Brevit says it takes eight cold call attempts to reach a prospect. Research from the RAIN Group confirms CSO Insights’ data.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

SalesLoft

JUNE 26, 2018

Studies reveal a 46% increase in message response rate when there’s a shared interest, skill, or industry group. 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.

Outbound 52

Outbound Gatekeeper Strategy Decision Maker 52

Mr. Inside Sales

FEBRUARY 25, 2018

I completely mishandled the gatekeeper (it was no wonder I rarely got through). The only question now is whether or not you’re in the 10% group of motivated, committed closers who will do this. When I first started doing this, it was pretty painful listening to myself, and listening to all the things I was doing wrong.

Webinar Metrics 121

Webinar Metrics Gatekeeper Call-back Inside Sales 121

Janek Performance Group

FEBRUARY 6, 2024

People Prep Preparation includes the people you need to know, such as decision makers, gatekeepers , and influencers. The post The Importance of Preparation in Selling first appeared on Janek Performance Group. Instead, they’re trusted advisors who form partnerships and place the prospect’s interests alongside their own.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

The Brooks Group

JANUARY 31, 2020

But, surprisingly, price is not the only battlefield upon which the procurement pro takes to arms, according to a recent study by the Sales Performance Research Center here at The Brooks Group. In fact, only 7 percent of the procurement professionals surveyed cited price as the only consideration when making a purchase decision.

Margin 59

Margin Hiring Negotiation Discount 59

Hubspot Sales

AUGUST 10, 2020

During this stage, B2B reps may also have to communicate with gatekeepers to reach the individual who can make the final purchasing decision. After you make your initial outreach to the contact or gatekeeper, your goal is to establish a meeting or call to keep the conversation going. Change Management.

Ideal Customer Profile 142

Ideal Customer Profile Face-to-face Gatekeeper Negotiation 142

Janek Performance Group

DECEMBER 6, 2021

One of the biggest benefits of prospecting during the holiday season is fewer gatekeepers. The post Thinking Outside the Box This Holiday Season first appeared on Janek Performance Group. In our experience, many decision-makers work through the holidays. This can give you easier access with fewer distractions.

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Sales Qualified Lead Decision Maker Gatekeeper Call-back 118

LeadFuze

JUNE 3, 2021

Sales teams are complex groups of people with individual goals, motivations, preferences, strengths and weaknesses which all need consideration when managing them effectively. Gatekeepers. The existence of gatekeepers is the reason why your sales representatives can use tools like LinkedIn’s Sales Navigator.

Hiring 98

Hiring Sales Qualified Lead Gatekeeper Decision Maker 98

Hubspot Sales

AUGUST 11, 2019

In many ways, this makes prospecting easier -- but the budgets, stakeholders, and gatekeepers you encounter throughout the sales cycle can make finding the right B2B leads that much more important. Twitter chats are when a group of people meet on Twitter to discuss a certain topic, trend, or interest area using an agreed-upon hashtag.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Outsourcing Services 98

BrainShark

SEPTEMBER 19, 2022

Remember, SMEs are not necessarily expert content creators, so you should be the gatekeeper of the content before it goes out to sales – vet it, package it and refine it. Adapt existing content from marketing and other groups (and vice versa).

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Company Sales Enablement How To Gatekeeper 77

Janek Performance Group

OCTOBER 17, 2022

The gatekeeper keeps dropping my calls into voicemail. On YouTube, I may watch a comedian with the purpose of borrowing a joke to use as an ice-breaker with a gatekeeper or a prospect. The post How to Spark Your Sales Creativity first appeared on Janek Performance Group. The prospect is not returning my calls.

How To 62

How To Hiring Journal Gatekeeper 62

Increase Sales

NOVEMBER 6, 2015

No cold calling, no stonewalling by the gatekeeper. Several years ago when meeting with a local business to business networking group, I realized my colleagues required assistance on my behalf to understand what makes a good sales referral. Sales referrals are golden for mid-size to small business owners and sales professionals.

Referrals 70

Referrals Ideal Customer Profile Small Business Small Business 70

Hubspot Sales

JULY 11, 2019

This role serves as an administrator and gatekeeper for your sales team. Image source: Shashi Group, LLC. Sales Operations Coordinator Job Description. The sales operations coordinator is the most junior of the sales ops positions we’re reviewing in this post. Sales Operations Analyst Job Description.

Hiring 108

Hiring Salary Commission Sales Operations 108

Zoominfo

OCTOBER 21, 2021

Sales Funnel: a Metaphor for Finding and Winning Customers The sales funnel a visual metaphor for the process of gathering prospects and turning them into customers: start with a large group at the top, and winnow it into a smaller group as they reach the bottom and buy. Prospects have access to more information than ever.

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Top of Funnel Funnel Data Sales Qualified Lead 130

Sales Hacker

APRIL 1, 2021

A fad. ” — Stephanie Lewis-Bennett , Managing Partner and Co-Founder at Adnova Group. The Gatekeepers.” — Gaylene Dickens , Salesforce Administrator at SecurityScorecard. “A gussied-up name for ‘salesforce admin’.” — Mike Bush , Director of Comms & Brand at Cargomatic. “A

Pipeline 92

Pipeline SalesForce Marketo Scale 92

Connext Digital

AUGUST 30, 2018

Salespeople were the gatekeepers of information—you needed to ask them about anything you needed to know about the product you wanted to get. Here are some more interesting facts that are specific to groups of people. Buying online seems more natural to them than any other age group. Who is your audience?

Consumer 83

Consumer Ideal Customer Profile Engineering Gatekeeper 83

Chorus.ai

NOVEMBER 19, 2019

And yet, The Bridge Group found that one third of all SDRs aren’t hitting quota industry wide. Reps claim the contact data isn’t great and that their connects are mostly voicemails, phone trees or gatekeepers who won’t let them through to the real prospect. The truths of objectively excellent cold calling are still a black box.

Cold Calling 50

Cold Calling Meeting Conversion Gatekeeper 50

Showpad

JUNE 24, 2019

While the enterprise sales definition isn’t clear cut, it’s widely understood that selling to large organizations is far more complex and requires a group effort to offer the best solutions. The bigger the company, the more gatekeepers reps have to go through to reach key stakeholders and decision makers throughout the sales process.

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Enterprise Enterprise Scale How To 73

Braveheart Sales

MARCH 30, 2021

Here’s the data: According to Objective Management Group they are 337% more effective. With all the electronic and human gatekeepers in their way, salespeople need to be experts at navigating the maze. Here’s a duh! Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business.

Decision Maker 52

Decision Maker Gatekeeper Call-back Groups 52

Braveheart Sales

MARCH 30, 2021

Here’s the data: According to Objective Management Group they are 337% more effective. With all the electronic and human gatekeepers in their way, salespeople need to be experts at navigating the maze. Here’s a duh! Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business.

Decision Maker 52

Decision Maker Gatekeeper Call-back Groups 52

DiscoverOrg Sales

APRIL 11, 2016

But a key characteristic of a good lead is that they have the potential to benefit from your solution – this characteristic is commonly known as “fit” – so the latter group, although interested, are bad fit leads. Be on the lookout for online groups composed of people posting about topics of interest to you and your business.

Lead Rank 120

Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

Showpad

OCTOBER 8, 2019

For the past year, we’ve been working with a small group of sales enablement practitioners to better understand the needs of practitioners and have already added more than 100 educational, practitioner-provided resources to the site. . Allison is Accelerate’s gatekeeper and leader.

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Sales Enablement Hiring Gatekeeper Vendor 60