The Brooks Group
JANUARY 31, 2020
Some other findings of our study that support this notion: Procurement as Gatekeeper : Two-thirds of procurement professionals surveyed indicated they were involved in the buying process from the very beginning — at the point where needs were being identified. Sales Coaching Sales Training
Sales Hacker
JUNE 14, 2021
Change Sephora’s buying behavior, increase margin growth, and penetrate the C-suite. But the VP of IT acted as the gatekeeper and kept the distance between sales and the “buying team” that was collecting requirements in a vacuum and having internal conversations. ABM Example 3: How ABM was used to create margin growth with Sephora.
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Bernadette McClelland
JANUARY 15, 2017
So here are ten of the changes I have noticed and they are in no particular order: Competition in the past was contained to local or domestic vendors, in local cities and at margins that were typically healthy however with the introduction of technology, we have now become more of a global village.
InsideSales.com
OCTOBER 23, 2019
Cold calling the CEO is difficult, but not impossible — if you know how to structure your pitch and how to get past gatekeepers. A CEO’s performance is tied to driving revenue, improving margins, and increasing the bottom line. Understand the Priorities of C-Level Executives.
Sales Hacker
NOVEMBER 30, 2018
You’ve ended up being trapped by the gatekeeper. You have to ask yourself, is the margin on the deal worth the time and effort? Here are 6 of the most important reasons to walk away from a deal …. Reason One. You only have one contact in the account and this person won’t let you speak to anyone else. Reason Six.
No More Cold Calling
JANUARY 11, 2024
The Business Case for a Referral Sales Program As a sales leader, you’re responsible for increasing revenue, while at the same time managing your profit margins. Then turning those connections into business opportunities and sales referrals. You need your sales reps to seed and grow their accounts, not just hit the phones.
Corporate Visions
OCTOBER 31, 2019
But that advice is over two decades old—popularized at a time when you had limited access to executive decision-makers and almost always had to finesse your way around the gatekeeper. Sellers today have multiple, more direct paths to C-suite selling, yet getting through that boardroom door is harder than ever.
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