Janek Performance Group

FEBRUARY 6, 2024

In sales, preparation is the steps taken to understand prospects and clients at each stage of the sales process. From prospecting through account management, it’s being informed of their personnel, their processes, their strengths, and weaknesses. Are they bigger and faster than your prospect? And how to get them there.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Hubspot Sales

MARCH 20, 2018

The Gatekeeper. A crucial yet overlooked aspect of objection handling occurs at the very beginning of the buying process, during prospecting. Sales reps who do their own prospecting and sales development reps encounter a myriad of objections in their attempts to connect with and qualify prospects. Prospecting is hard.

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Objections Prospecting Call-back How To 145

Hubspot Sales

JULY 23, 2018

LinkedIn Prospecting Tips. Reach Out to Prospects in New Roles. See Who’s Commented On Your Prospects’ Posts. They keep their profiles in tip-top shape, look up their prospects' profiles before calling or emailing, and keep close tabs on what potential customers post in groups. How to Use LinkedIn for Sales Prospecting.

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LinkedIn Prospecting Hiring Ideal Customer Profile 145

Hubspot Sales

JUNE 20, 2018

You’ve made hundreds if not thousands of prospecting calls in your career, and regardless of how well you prepared or how perfect the prospect was for your offering, some of those dials resulted in hang-ups. Here are the top reasons prospects hang up on salespeople. Prospect : “Well, now’s not really a good time.”.

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Prospecting Gatekeeper Decision Maker Follow-up 141

Hubspot Sales

AUGUST 21, 2023

Cold Call Script Examples How to Create a Cold Call Script The Best Cold Calling Script Ever Cold Calling Script Variation Cold Calling Script Templates Cold Calling Tips Once you have a list of prospects to call, it's time to reach out. Cold calling is a way to engage prospects one-on-one to move them to the next step in the buying process.

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Cold Calling Call-back Inbound Follow-up 98

Gong.io

SEPTEMBER 19, 2022

Qualifying prospects is a critical step in the sales process. How do you determine if a prospect is a good fit for your products or services? It helps sales teams qualify prospects and determine if they have a high chance of converting. BANT is an acronym for: Budget: What is the prospect’s budget? .

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Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

PandaDoc

JANUARY 11, 2021

That’s why your sales team should always have appropriate cold calling scripts at hand before they approach a prospective client. That’s the key to preparedness, so you know your salespeople are ready to deal with any type of prospect in any situation when presenting their pitch. Reaching The Decision-Maker.

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Cold Calling Gatekeeper Referrals Decision Maker 52

Hubspot Sales

MARCH 4, 2019

I experienced this tension myself 10 years ago, when I first started working at HubSpot. I interviewed for an account executive position at HubSpot and bombed it. HubSpot told me it was a "no. ". All I had to do to be successful was guide prospects through how to improve their marketing efforts.

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Hiring Training Hubspot How To 101

Sales and Marketing Management

SEPTEMBER 4, 2018

Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer. Are you speaking to decision makers or gatekeepers or influencers? It’s not enough to hire the appropriate sales profile.

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Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

LevelEleven

JULY 25, 2019

More than 40 percent of salespeople say prospecting is the most challenging part of the sales process but it doesn’t have to be. An objector is a prospect that rapid fires tough questions and reasons why your solution is not for them. Your reps need to add value so the prospect feels like the call is worth their time.

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Gatekeeper Negotiation Decision Maker Call-back 54

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. Direct Prospecting at Interested Buyers. Timing is everything in sales.

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Data Lead Rank Decision Maker Account Based Marketing 120

LeadFuze

JULY 13, 2023

This post aims to provide valuable insights into mastering the art of selling, from evading gatekeepers in B2B environments to closing tough customers effectively. Prospective customers are like gold mines – even if they don’t convert immediately, they can lead to easy deals down the line.

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How To Gatekeeper Case Study Proposal 52

Hubspot Sales

JULY 11, 2019

In fact, HubSpot research shows 72% of companies with less than 50 new opps were unable to meet their goals. Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work. This role serves as an administrator and gatekeeper for your sales team.

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Hiring Salary Commission Sales Operations 110

Hubspot Sales

JUNE 12, 2020

Do you have to interact with a gatekeeper, like an assistant, before actually speaking to the prospect? Relay the information the prospect will need to them clearly, concisely, and frankly. And that tone can't stop when you're done prospecting. Have a comprehensive understanding of the prospects you're selling to.

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Gatekeeper Call-back Face-to-face Up-Sell 96

SBI Growth

AUGUST 16, 2012

Simply put, you have to drive your own brand to ensure that prospects are finding you when searching for options. Your prospects are doing the same. Let’s assume you have a meeting with a big prospect. You want your prospect to view a profile that conveys mastery of your industry. What will they find? Case and Point.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

Hubspot Sales

MARCH 11, 2019

Alongside coaching, we're focusing on hiring and how employing the same kind of person limits your team, dissuades your prospects, and hurts your business. Reps were gatekeepers to information and controlled the buying process. This is difficult when salespeople don't reflect or understand their prospects. Why Diversity Works.

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Hiring Ideal Customer Profile Customer Hubspot 90

Smooth Sale

JUNE 14, 2018

Persevering past the gatekeepers proved to be well worthwhile. Each representative was to ensure that a total of five clients and prospects could attend. What prospects might consider being a bonus. Roberta’ and I found much in common as we became familiar with one another. Laughter was always included in our conversations.

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Gatekeeper Face-to-face Commission Hubspot 98

Hubspot Sales

JULY 9, 2018

Building a relationship with prospects -- before reaching out over email -- allows you to foster trust, provide value, and ask for their email personally, which skyrockets your chances of a reply. But is this really the best way to reach prospects? Subscribe to your prospect's email list. So, what does this tell us?

Account Based Marketing 106

Account Based Marketing How To Sales Qualified Lead Twitter 106

Hubspot Sales

AUGUST 11, 2019

HubSpot research shows 40% of salespeople view prospecting as the most difficult part of their jobs. It’s often the most critical barrier to meeting quota, and the ability to prospect effectively and bring in qualified leads is what will help reps move forward and succeed. Find your favorites below. Check out this post.

Lead Rank 101

Lead Rank Lead Scoring Sales Qualified Lead Outsourcing Services 101

Hubspot Sales

NOVEMBER 26, 2019

The first person you talk to will usually be a gatekeeper , who is still a valuable contact to have. Connect with an associated gatekeeper. A gatekeeper is typically an executive assistant or associate who has direct contact with the decision maker. This question could make your point of contact feel unimportant.

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Decision Maker Sales Qualified Lead Gatekeeper Lead Rank 75

Hubspot Sales

AUGUST 10, 2020

It means being comfortable communicating with your prospects, customers, and peers in a variety of scenarios. In practice, this could look like asking prospects insightful questions during the sales process to truly understand what challenges they’re facing and what they need support with. Prospecting. Communication Skills.

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Ideal Customer Profile Face-to-face Gatekeeper Negotiation 142

Smooth Sale

JULY 24, 2018

The second year of sales, management hounded their teams to follow-up with the same prospect every day. It didn’t take very long for the sales prospecting memories to arise. Call after 5:00 pm – the time the gatekeepers generally leave for the d ay. My Story of Patiently Following Up. I diligently called the entire list.

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Follow-up Referrals Gatekeeper Decision Maker 84

Hubspot Sales

NOVEMBER 24, 2017

1) The Tough Gatekeeper. You try to call the decision maker, but the gatekeeper will not let you speak to them. You have an amazing conversation with a prospect, you built great rapport, and you were 100% confident they were going to buy. You know this company would really benefit from your product. 2) The Fake Promise.

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Gatekeeper Commission Decision Maker Salary 103

LeadFuze

DECEMBER 31, 2021

Competition, product features that suck and prospects who dont respond can make life difficult. Need Help Automating Your Sales Prospecting Process? Who use Hubspot. Qualified Prospects are Hard to Find. Another approach would be social selling, which can help you find new prospects. Sales is a tough job.

Cold Calling 52

Cold Calling Lead Rank Sales Qualified Lead Hiring 52

Sales Hacker

DECEMBER 30, 2020

Remote selling has made sales prospecting a lot harder. CRM systems allow salespeople to automate the tedious, repetitive tasks that come with prospecting. If you’re finding yourself spinning your wheels with old sales outreach tactics, try your hand at sliding into a prospect’s DMs on LinkedIn. What this means for you.

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Revenue Lead Rank Hiring Account Based Marketing 125

Hubspot Sales

JANUARY 6, 2021

As sellers, we must immediately break down prospect resistance by creating a great first impression. Prospects are skeptical of your offering, your company, or you. Some sales calls can be sketchy for prospects. Prospects are reluctant to shake things up. That can make for some serious resistance from prospects.

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Call-back Face-to-face Buyer Scale 135

SalesLoft

APRIL 19, 2018

Use LinkedIn for prospecting. Use the ability to efficiently identify prospects by company, location, or industry to your advantage. At Salesloft, we’ve made reaching out to your prospects even easier with our LinkedIn integration. Take time to have discovery calls with people within prospect organizations.

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Pipeline Top of Funnel Social Media Decision Maker 69

Smooth Sale

SEPTEMBER 11, 2018

Included were guards, gatekeepers, receptionists, and people in the basement, in addition to the executives of large corporations. Book Packages Available ~ email: elinor@smoothsale.net . HubSpot Sales “ Sell More and Work Less!” I spoke to everyone as equals. My favorite example was having called the CEO of a company.

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Sports Hiring Loyalty Exercises 68

LeadFuze

JULY 13, 2021

From prospects who cancel all their appointments last minute to secretaries who won’t let us get any time on the phone with the decision-makers. So when your prospect says no to what you’re selling them on the phone or face-to-face, don’t be discouraged! There are three reasons why prospects reject your product.

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How To Top of Funnel Decision Maker Face-to-face 98

ExecVision

OCTOBER 22, 2019

So if you’re a salesperson, complimenting a prospect on their business, or their home, or their car is a great way to build a relationship and eventually close a sale. After so many compliments, the prospect starts to think, “Hey, I’m pretty great. Here’s a list of six techniques that are dated at best, and flat out dangerous at worst.

Strategy 40

Strategy Cold Calling Sales Qualified Lead Call-back 40

Hubspot Sales

APRIL 17, 2018

Today’s cold calls are a little warmer, better researched, and more valuable to the prospect. This product launch is a real event, and the fact I’m referencing it lets the prospect know I'm not randomly calling to sell my service. Creating a mini-invitation respects the prospect's time. Turns out, you need a killer open.

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Cold Calling Decision Maker Gatekeeper Call-back 75

Cience

JULY 25, 2019

Don’t make your prospect wait. There are several questions that most of your prospects/site visitors would ask. By the time the prospect gets to a human being, she/he has already received answers on their most urgent questions. Some of the conversations between your SDRs and prospects won’t happen, that’s true.

Lead Generation 56

Lead Generation Lead Rank Sales Qualified Lead B2B 56

LeadFuze

JANUARY 1, 2022

Need Help Automating Your Sales Prospecting Process? Who use Hubspot. Examples are CEO, Director X, or gatekeeper. If your team is focused on C-Level prospects, go ahead and bring them into the sales training process. It is important to know what the individual in your prospect company does and how they might react.

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Exercises Hiring Objections Face-to-face 52

LeadFuze

DECEMBER 31, 2021

Need Help Automating Your Sales Prospecting Process? Who use Hubspot. Present your prospects with all of their options, and don’t stop until they’re completely satisfied. Gatekeepers are there to keep the flow of information under control. A company in the Financial Services or Banking industry. Continuity.

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Paid Content Ideal Customer Profile Top of Funnel B2B 52

Hubspot Sales

JANUARY 8, 2020

Another tactic involves continually tapping your company knowledge gatekeepers — your subject matter experts (SMEs) — on the shoulder every time technical questions arise. When a prospect is waiting for your email reply, you risk the chance of losing them to one of your competitors, simply by not having the answer ready when they need it.

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Data Proposal Survey Software 75

Sales Hacker Training

NOVEMBER 6, 2019

Former CRO at Hubspot. I used both of these techniques during my journey at HubSpot, and I learned most of what I know about sales through them. Authenticity is so much more inviting than a canned sales pitch, and your prospects with thank you for it. If you love it, then stay humble and keep pushing forward. Mark Roberge.

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Hiring Demand Generation Agencies Up-Sell Hubspot 79

OnePageCRM

FEBRUARY 6, 2017

Mark Roberge, senior lecturer in the Harvard Business School and author of The Sales Acceleration Formula, ran an experiment while running sales at HubSpot. After 1,000 interviews and hiring more than 60 people, he found that coachability was the #1 predictor of sales success at HubSpot. quality conversations with prospects.

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Hiring Lead Rank Lead Scoring Sales Qualified Lead 52