RingDNA

JUNE 10, 2025

Since leads must have some familiarity with the company, warm calling usually involves some sort of marketing campaign, email sequence or website interaction before it occurs. A warm call is best understood in contrast to a cold call , where sales reps call prospects with zero prior interaction leading up to the call.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Cold Calling 62

eGrabber

APRIL 9, 2025

Some common challenges include: Gatekeepers: Receptionists or assistants may block your calls. Account-Based Marketing (ABM): ABM focuses your efforts on particular companies and their decision makers. These benefits put you ahead in a competitive market and help you reach key decision makers with ease. Try Email-Researcher!

Decision Maker 52

Decision Maker Ideal Customer Profile B2B Account Based Marketing 52

MTD Sales Training

DECEMBER 14, 2021

Telemarketing is direct marketing performed over the phone. Learn To Get Past the Gatekeeper You could be an unbelievable salesperson, but if you can’t find your way past a gatekeeper, you’ll never be able to prove it. So, how can you get past the gatekeeper and get to the decision-makers? e) Have a plan.

Telemarketing 156

Telemarketing Gatekeeper How To Cold Calling 156

Sales Hacker

MAY 20, 2025

They work with startups and scaling businesses to help take HR off your plate, so you can stay focused on building product, growing revenue, and hiring great people – the go-to-market engine. This is your host, Sophie Boni, VP marketing at VC Firm GTMfund, and our media brand here GTMnow I am joined today by a very special guest.

Engineering 106

Engineering Hiring Scale Forecasting 106

eGrabber

MAY 8, 2025

Real-time email verification acts like a gatekeeper, instantly flagging bad addresses so you never add them to your outreach list. With as many as 60 percent of users entering invalid or disposable addresses online, whether by typo or choice, manual list cleaning cant keep up. The result? What Is Real-Time Email Verification?

B2B 40

B2B Campaigns Research How To 40

eGrabber

MAY 29, 2025

Step 2: Reach Decision Makers, Not Gatekeepers HR departments are flooded with recruitment agency pitches. When you can identify that Sarah Johnson is the VP of Engineering at TechCorp who just posted three developer roles, you skip the gatekeeper entirely. The hiring managers and department heads making the actual hiring decisions?

Hiring 40

Hiring Decision Maker Cold Calling Gatekeeper 40

Zoominfo

APRIL 11, 2025

For teams using advanced Go-to-Market Intelligence to fuel their sales motions, B2B sales leads can be prioritized, scored, and matched with strong indicators of past success in your own sales process. With a Go-to-Market Intelligence Platform like ZoomInfo, reps dont have to wait for hand-raisers.

Lead Generation 130

Lead Generation Lead Rank Lead Scoring Ideal Customer Profile 130

No More Cold Calling

FEBRUARY 15, 2018

Getting past the gatekeeper shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. The dreaded gatekeeper.

Gatekeeper 303

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 303

The Pipeline

OCTOBER 16, 2013

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). This will primarily look at the latter. Tibor Shanto.

Gatekeeper 275

Gatekeeper Decision Maker Telemarketing Call-back 275

Sales and Marketing Management

AUGUST 14, 2017

Executives are more likely to have admins (often referred to as gatekeepers) that invariably will ask a question that sends shivers down many sellers’ spines: “Who is this and what is it regarding?”. Let’s take a step back and more closely consider the term “gatekeeper.” So how can salespeople get past this hurdle with gatekeepers?

Gatekeeper 249

Gatekeeper Buying Cycle Call-back Face-to-face 249

Zoominfo

MAY 6, 2018

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. Treat gatekeepers with respect. Use the gatekeeper as your resource.

Gatekeeper 203

Gatekeeper B2B Decision Maker Cold Calling 203

Hubspot Sales

DECEMBER 22, 2017

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. Once you’ve identified the gatekeeper, you have a few options.

Decision Maker 145

Decision Maker Gatekeeper Influencer Prospecting 145

Hubspot Sales

OCTOBER 5, 2021

Sales development representatives and gatekeepers. only to get stopped by a gatekeeper. Gatekeepers — who are typically executive assistants, receptionists, or office managers — are the people who stand between you and the decision-maker with whom you're hoping to make a sale. How to Get Past the Gatekeeper When Cold Calling.

Gatekeeper 133

Gatekeeper Decision Maker How To Cold Calling 133

Sales 2.0

APRIL 23, 2020

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? It’s the “80/20, Pareto rule” again. Areas of change.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. Instead, go-to-market teams are tirelessly doing anything and everything they can to hit their numbers today. Market segmentation needs to be beyond reproach and sales metrics need to be measurable and projectible.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Zoominfo

MARCH 26, 2019

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. How To Get Past The Gatekeeper 1. Keep reading! Free Trial 2.

Gatekeeper 100

Gatekeeper B2B Decision Maker Cold Calling 100

No More Cold Calling

AUGUST 9, 2018

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. Reps view gatekeepers like trolls guarding the bridge.

Lead Generation 188

Lead Generation Sales Qualified Lead Lead Scoring Lead Rank 188

No More Cold Calling

DECEMBER 30, 2014

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.

Referrals 250

Referrals Gatekeeper Cold Calling Networking 250

No More Cold Calling

APRIL 15, 2021

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. Reps cold call, send cold emails, do cold outreach on social media, and rely on marketing to nurture prospects and send them qualified leads.

Lead Gen 395

Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 395

DiscoverOrg Sales

APRIL 12, 2017

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. Setting up the A/B data test. 300% more meetings booked. Implications.

Data 222

Data Gatekeeper ROI Scale 222

No More Cold Calling

FEBRUARY 20, 2014

Lies You Tell Gatekeepers. Gatekeepers can smell phoniness a mile away. When you have a referral, you’ll never have to use duplicitous tactics to bypass the gatekeeper. Read “ Lies You Tell Gatekeepers.”). (Read “ Mobilizing the Corner Office—What CEOs Want From You.”). Newsflash: You’re not fooling anybody.

Gatekeeper 209

Gatekeeper Referrals Cold Calling Hiring 209

No More Cold Calling

JULY 13, 2021

They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. When you receive a referral introduction, you breeze past gatekeepers and walk right into meetings with your prospects. Then, ask for an introduction.

Decision Maker 400

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 400

No More Cold Calling

MAY 8, 2014

The name of the game is speed for salespeople and marketers. Today’s successful sales and marketing pros are turning to referrals, not taking shots in the dark. Referrals get you past the spam filters (and the gatekeepers). So why are people still cold calling? Good question.

Cold Calling 285

Cold Calling Small Business Small Business Referrals 285

Zoominfo

MAY 8, 2019

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. Spend less time searching and more time selling. Qualify and prioritize leads quicker.

Sales Process 193

Sales Process Data B2B Company 193

No More Cold Calling

FEBRUARY 24, 2021

Or rather, change them back —from digital marketing to relationship building. Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. There is an answer to seller access. What’s old is new again. Referrals are as old as time. Think about it.

Referrals 308

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 308

Sales and Marketing Management

FEBRUARY 26, 2018

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. The phone is also a terrific way to get past the gatekeepers.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

SBI Growth

AUGUST 16, 2012

Are you going to rely too much on marketing to provide high quality leads to hit the number? Let’s be honest, the majority of reps would be out on the street if they had to rely solely on marketing for Lead Generation What can you do about it? Our Make the Number Tour specifically addresses market changes that will affect you in 2013.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

No More Cold Calling

SEPTEMBER 27, 2011

No other sales or marketing strategy comes close to the results you get through referrals. Getting past the gatekeeper to your decision-maker. Practically no marketing cost so far this year. Jeff Poore, Marketing Works. How to Bypass the Gatekeeper. Referrals Are Hot (Your Sales Can Be, Too!). Brad Bertrand.

Cold Calling 202

Cold Calling Webinar Metrics Referrals Gatekeeper 202

Sales and Marketing Management

SEPTEMBER 17, 2018

Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules. Because of these obstacles, it takes dogged persistence coupled with sales skills to start a meaningful conversation. Keep it Short .

Conversion 293

Conversion Sales Qualified Lead Direct Mail B2B 293

Mr. Inside Sales

NOVEMBER 20, 2023

Then Google REALLY started marketing! This week ask yourself: Are you following AT&T’s marketing efforts? Then they sent out another one, this time in a neat, glossy package. Then a Google rep showed up out of the blue, canvassing the neighborhood. I wasn’t home, but he pitched my wife and said he’d come back. Or Google Fibers?

Google 222

Google Face-to-face Gatekeeper Licensing 222

Sales 2.0

OCTOBER 28, 2012

One thing I found in the CRM system was the name of this account’s head of marketing. I typed this head of marketing’s name into Linkedin. Then I searched by the account’s name and the word “marketing”. Still the name of this head of marketing did not come up. So then my habits kicked in. But he was hard to find.

InsideView 218

InsideView Jigsaw Ideal Customer Profile Gatekeeper 218

No More Cold Calling

JULY 20, 2017

They believe the fastest ways into the C-suite are digital: targeted emails, cold calls , social media outreach, and inbound marketing automation. There are hundreds of great applications for account based sales development—CRM, marketing automation, social-selling tools, advocate platforms.

Account 274

Account Referrals Lead Generation Cold Calling 274

No More Cold Calling

MAY 24, 2011

But I need to pay attention when I repeatedly hear the same request for help with referral marketing. Clarify your go-to-market strategy. Clarify your go-to-market strategy. Review and make recommendations on all print and web marketing materials. How to Bypass the Gatekeeper. What You Get. most popular.

Cold Calling 206

Cold Calling Outsourcing Services Hiring Top of Funnel 206

SBI Growth

OCTOBER 5, 2012

One of the core strengths of any small business is its ability to adapt and pivot with the market. Same Old Quota: Back in the day, just getting past the gatekeeper and into the corporate office required a lot of legwork. Compare your sales team compensation to your competition and the market. This is a crucial mistake.

Compensation 257

Compensation Company Hiring Salary 257

MTD Sales Training

JANUARY 24, 2012

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. Regards, Louise. Louise Denny.

LinkedIn 217

LinkedIn Prospecting Decision Maker How To 217

Zoominfo

APRIL 19, 2018

To add insult to injury, executive-level assistants are trained to be gatekeepers. Keep reading if you’re ready to bypass gatekeepers and set more meetings with the C-Level. Work with a B2B data provider like ZoomInfo to access the contact information you need to bypass gatekeepers, increase connect rates, and close more deals.

B2B 165

B2B Meeting Gatekeeper InsideView 165

Mr. Inside Sales

APRIL 30, 2023

They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full presentations…. Compare that with your own close rate or your team’s closing percentages.

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Licensing 212