Sales 2.0

OCTOBER 28, 2012

But that person was not the head of marketing – more of a gatekeeper. Even though they could have found out in 15 minutes by searching Linkedin, Insideview or Jigsaw – like I did. tools like Linkedin, Insideview or Jigsaw. And the sales person (here’s the key) never investigated any further.

InsideView 218

InsideView Jigsaw Ideal Customer Profile Gatekeeper 218

Anthony Cole Training

DECEMBER 3, 2013

Think of working with the process like you would work on a jigsaw puzzle. If your sales people have to get past gatekeepers, make the candidates get past your gatekeeper. You don''t care what they select to "sell"; the main objective is to get past your gatekeeper. There is a process for hiring better sales people.

Hiring 169

Hiring Gatekeeper Jigsaw Face-to-face 169

HeavyHitter Sales

JUNE 1, 2010

I was recently interviewed by blogger Matthew Schwartz about the C-Level Sales Psychology:   ZoomInfo: When trying to reach C-level buyers, there seems to be an increasing number of gatekeepers in the purchasing process, from “fans” to “champions.” Don't forget to use Jigsaw for cold calling.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

Sales Overdrive

JUNE 22, 2012

There are many cost effective resources available today for B2B marketing such as Hoovers, Jigsaw and D&B. It’s hard to avoid them as they play the roles of effective gatekeepers and influencers. An alternative to buying a list is building one. Don’t be fooled! Just don’t start with them.

Conversion 20

Conversion Decision Maker Lead Rank Lead Scoring 20