Always Thank The Gatekeeper

The Pipeline

When I ask sales people what their biggest challenge is in getting to speak directly with decision makers they are targeting, and voice mail or gatekeepers are at the top of the list, (while call reluctance should be right there with the other two, they don’t usually volunteer that fact).

Learn How to Get the Gatekeeper on Your Side

No More Cold Calling

Getting past the gatekeeper shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? The dreaded gatekeeper. The Gatekeeper Is Not the Enemy. Are You Always Successful at Getting Past the Gatekeeper?

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Identifying Sales Prospects: Gatekeepers, Influencers, and Decision Makers

Hubspot Sales

In days of old, salespeople could call the C-suite, marketing could email them, and it was much easier to gain access to the decision maker. 1) The Gatekeeper. The gatekeeper is usually an executive assistant or associate to the decision maker.

The B2B Sales Rep’s Guide to Getting Past Gatekeepers


Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye.

This Is Why Your Lead Generation Process Isn’t Working

No More Cold Calling

In most cases, their lead generation process depends on marketing to round up online leads. Yet, nearly 80 percent say they don’t always get past the gatekeeper. Why can’t they get past the gatekeeper? Breeze Past the Gatekeeper with Referral Sales.

If You’re Building Your B2B Marketing Strategy, Start Here

Sales Hacker

For 13+ years in marketing, I’ve never seen a B2B company who’d say they don’t have a B2B marketing strategy framework or that their marketing strategy is ineffective. What Is A B2B Marketing Strategy? B2b Marketing Strategy Framework. The breadth of the market.

9 marketing trends that will dominate 2019


It’s a never-ending list of updates, upgrades, evolutions of tools and technology, and digital marketing trends. Keep reading to learn how you can shape your marketing strategies in the coming year. Marketing teams will create and distribute more video content.

Direct Mail & Email Workflow Templates For Ridiculously Effective Marketing Campaigns

Sales Hacker

The following stats, facts, and tips support the wisdom of integrating direct mail into email marketing campaigns, as well as provide some best of breed guidelines for effective ways to accomplish this. Direct mail offers additional real estate in which to deliver your marketing message.

5-Step Plan to Penetrate the Market in 90 Days (In Any Industry)

Sales Hacker

If you only had 90 days to penetrate the market and produce sales, what would you do? While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan.

20 Blog Posts to Guide Your Event Marketing Strategy


For today’s blog post, we put together a comprehensive list of the best articles about corporate events and event marketing. We tried to tackle every aspect of event marketing. Keep reading for our favorite event marketing blog posts! The Best Event Marketing at Dreamforce 2017.

Data-Agnostic? See How Data Quality Affects ROI in This A/B Test

DiscoverOrg Sales

The last thing you want is to spin cycles on bad data until your sales and marketing teams wear out. Many data providers claim to have the “most accurate” or “most actionable” business intelligence on the market. 50% fewer encounters with gatekeepers.

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The Proven Process for Developing a Go-to-Market Strategy

Hubspot Sales

When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary. But first, what is a go-to-market strategy? What is a go-to-market (GTM) strategy? Go-to-Market Strategy Template and Examples.

3 Email Deliverability Mistakes You’re Making Right Now

DiscoverOrg Sales

We guess that if you spend any significant effort on email marketing, then you’ve seen these recent trends in the last 12-18 months: plummeting open rates, dwindling click rates, and skyrocketing bounce rates. One glance at your inbox – personal or work – probably confirms what you secretly don’t want to admit: Email marketing is dead. If that’s the case, then it stands to reason that email marketing is not dead.

Internal and External Content for Sales

Anthony Iannarino

Both of these statements represent part of the same truth, the first a result of gatekeepers controlling what was published, the second caused by the glut of content posted. Now, with no gatekeepers, content proliferates unabated by any external force.

8 Ways to Use BASHO Emails in Cold Email Outreach – With Examples

DiscoverOrg Sales

Hyper-personalized cold emails are a main tenant of account-based sales approach (related to Account-Based Marketing, or ABM.). Like many B2B companies, DiscoverOrg has such a wide addressable market. In this next example, our SDR is targeting Megan – a marketer.

It’s a great time to start upgrading your clients

Sales 2.0

If you don’t sell to the enterprise market, it’s very likely your competitors will. When one of your competitors succeeds in getting business in the market that has 60% of the cash to spend in your type of solutions, what will that do for their business and yours?

Myth Busters: 3 Sales Intelligence Assumptions Dispelled

DiscoverOrg Sales

Sales and marketing teams that buy into myths about data providers miss out on serious business value. It should reduce time spent prospecting; offer sales development reps (SDRs) an opportunity for smart expansion into new markets; let sales reps identify the 3% of any industry’s target accounts that are active buyers … and a whole lot more. To buyers, these types of interactions may seem serendipitous, but timing sales and marketing interactions requires foresight.

Data 201

Growth Begins with Data—and Your Competitors Already Know It

DiscoverOrg Sales

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. Sales and marketing intelligence providers now offer verified direct-dial phone numbers, email addresses, and detailed org charts that give sales reps the ability to break through barriers and connect directly with buyers.

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[Part 3] Execute on Account-based Marketing: Value Selling to Stakeholders at Key Accounts


Account-Based Selling (ABS) is necessary to execute effectively on Account-Based Marketing (ABM). Are they in finance, sales, marketing, product management, manufacturing, service delivery, quality assurance, legal, procurement or product development? Gatekeepers.

New On Demand Training Available Now!

Mr. Inside Sales

Our Award Winning Inside Sales Training is also the most affordable training on the market today! It’s here! You and your reps need training, and you want it now! And we heard you! Introducing our brand new, 7-Session inside sales training course that is available to you and your team TODAY.

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. A lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! A marketing coordinator or a CMO?

The Power of Sales Intelligence #1: Data quality and management

DiscoverOrg Sales

Time to plan your next marketing campaign, or start prospecting into your top accounts! You’ve been in sales and marketing long enough to know it’s never quite that easy. Marketing and sales intelligence is different : It’s more than just data. Marketing and sales data is no different; it also needs to be constantly refreshed to be accurate. Are you new to marketing and sales intelligence… or not sure why you should care? A marketing coordinator or a CMO?

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IT Sales & Marketing Grows More Complex: Only 5% of CIOs Can Authorize IT Investments Alone

The ROI Guy

Surprisingly, CIOs alone have authorized only 5% of IT investments , confirming what many IT sales and marketing professionals already know, that the vast majority of IT purchase approvals involve more stakeholders, as well as significant executive scrutiny. Marketers and sales professionals can help arm the CIO for success, providing content to help them sell to executives and business stakeholders.

[Part 4] Execute on Account-Based Marketing: Account-Based Value Selling Addresses 5 Sales Challenges


The Question for Marketing. Do B2B sales teams use marketing content? It’s a legitimate question to ask as marketing leadership sets next year’s goals. For many marketing teams, Account-Based Marketing (ABM) is at the top of their priority list.

Forget About Your Sales Comfort Zone [January Referral Selling Insights]

No More Cold Calling

Also, here’s what you might have missed from No More Cold Calling this month: Learn How to Get the Gatekeeper on Your Side. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? The dreaded gatekeeper. If I can do it, you can do it.

This is the Most Important Qualifying Question

Mr. Inside Sales

In addition, what is also important about timeline is that if the prospect you’re speaking to isn’t in the market at this moment, it means you can relax behind your pitch. If I asked you what the most important qualifying question was, what would you (or your team) say? Budget?

How To Prospect On LinkedIn Through Your Connections

MTD Sales Training

If you have a good relationship with your first degree connection you will find it much easier getting them to pass you on to their superiors and setting an appointment with them – you are literally bypassing the gatekeeper and getting right into the heart of the company. . Marketing Manager.

Taking ATS to New Levels: A Bullhorn & DiscoverOrg Partnership

DiscoverOrg Sales

What this means for your staffing salespeople is no more dead end phone calls from run-ins with gatekeepers and no more “this number is no longer in service” messages because old contacts have moved on without your knowledge.

5 Questions to Ask Every Inbound Lead

Mr. Inside Sales

I’ve written on this subject before but let me remind you of what I said: New marketing funnels and lead nurturing campaigns have created what has always been a salesperson’s dream: more inbound leads.

Improve Your B2B Sales Process with Company and Contact Data


Bypass gatekeepers. Secretaries, administrative assistants, and phone operators are often referred to as gatekeepers in the world of sales. Of course, it’s not impossible to gain access to top sales prospects by first speaking to a gatekeeper.

Sales Experts Give Tips on Cold Calling Cell Phones


Companies are now using cell phone numbers to skip gatekeepers, and sure enough, we’ve find it a bit easier to get this data with our algorithms. Blog Featured Marketing UncategorizedBy: Ryan O’Hara and Isabel Roche.

Why Cost Efficient May Not Be Cost Effective Marketing

Increase Sales

To accomplish this homestretch run requires getting the word out through cost effective marketing. ” What this individual was hoping is that I would bite on this marketing message because of this phrase “very cost efficient advertising.”

Interview: The Structure of Prospecting Teams With Josh Roth

John Barrows

Here’s how the structure of prospecting teams is going to change… Prospecting Teams Using Marketing Skills. Morgan: You mentioned marketing. That’s what I learned in marketing that is so applicable to sales dev today.

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


Gatekeeper. 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. Getting to know the gatekeeper is always the preferable route, as they know the decision maker’s priorities, pain points, and schedule – all information you may need to create a favorable response. The Sales and Marketing Blog from MarketJoy, Inc. Share. Get a Free Quote.

[Missed Connections]: December Referral Selling Insights

No More Cold Calling

Gatekeepers can smell phoniness a mile away. When you receive referral introductions from people your prospects know and trust, their gatekeepers will happily patch you through. Phillip Twyford, director of sales and marketing for Tico Mail Works, elaborates in this guest post.

Is Your Prospecting Lazy? How to Not Misuse Sales Tools.

Anthony Iannarino

Even though you had to get past the gatekeepers , they were human, which means you had a better shot of finding a way to the person you were trying to reach if you had the chops. The electronic gatekeepers are unreasonable. Marketing is one-to-many.

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Podcast 137: Making Prospecting A Math Game With Ryan Reisert

John Barrows

But the difference is, I think in a lot of these reported stats is that people identify connect with like a gatekeeper or an admin or something of that nature. So there’s a huge shift in the market right now of trying to figure out, you know, how do you earn more conversations?

3 Secrets to Setting Sales Meetings with the C-Suite

Sales and Marketing Management

They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. When you mentioned your company’s expansion into emerging markets, it seems you were very successful in capturing market share in Asia-Pacific. Our own research has shown that the real challenge is often not just capturing market share, but also maintaining it once core competitors 2 and 3 enter the market, which happens 78 percent of the time within 18 months.

Script to Deal with the Covid-19 Objection

Mr. Inside Sales

In other words, what they do now will either position them to be ahead of or behind the other companies in their market space. “We’re just not doing anything until this virus situation is settled…”. Sound familiar? It should.

Covid-19 Email Responses to Use Now

Mr. Inside Sales

For the time being, we’ve decided to focus on our current market and aren’t going to be looking into different markets right now. Yes, this is an unfolding and unfamiliar situation, so I completely understand your company’s decision to concentrate on the local market for the time being.