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[Missed Connections]: December Referral Selling Insights

No More Cold Calling

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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[Missed Connections]: Referral Selling Insights from February

No More Cold Calling

But that almost never happens, because CEOs and other senior decision-makers have a powerful weapon at their disposal—their trusty gatekeepers. B2C incentives work like magic. But in the B2B world, incenting people to provide referrals isn’t the no-brainer sales strategy that it is for consumer-facing companies. Absolutely!

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How to Identify Prospects: Decision Makers, Gate-keepers and Influencers

MarketJoy

Gatekeeper. Incentives to pass the information on the need to be compelling. 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.

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Is Your Compensation Plan Evolving with the Company?

SBI Growth

Same Old Quota: Back in the day, just getting past the gatekeeper and into the corporate office required a lot of legwork. of Your Reps Receiving Incentive Compensation. % But once they establish the terriroty with a solid revenue stream they get comfortable. They've stopped hunting for new clients. of Your Reps At or Above 100% Quota.

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How Sales Configurators Are Ushering In a New Age of Selling

Cincom Smart Selling

Once they uncovered the right person with the right pain, they started throwing incentives at them that were designed to motivate the prospect into making a buy decision today instead of next week, next month or next year. Even if the need is merely information, the sales rep is able to quickly deliver what the customer desires.

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Outbound Prospecting: Thinking Above The Sales Funnel

The Sales Developers

These steps will eliminate roadblocks (gatekeepers, wrong titles, bad phone numbers, bounced emails, etc.) Buy the biggest list for the lowest price – This incentives the seller to add “filler data” that isn’t a fit to increase the record count to a number you’ll never be able to take action on. The Current Data Problem.

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4 Skills Sales Reps Need to Get the Most Out of ConnectAndSell

ExecVision

Use CAS as an incentive for reps to improve their conversion rates. ConnectAndSell will get you past gatekeepers and phone trees, but if you skip pre-call research you’ll find yourself faltering in those crucial first seconds. If you’re reps aren’t at the very least average at converting a cold call, don’t give them ConnectAndSell.