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 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

FEBRUARY 24, 2021

Or rather, change them back —from digital marketing to relationship building. But they’ll always speak with a person who’s been referred by a trusted colleague. Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. What’s old is new again.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Smooth Sale

FEBRUARY 27, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Helpful Recruiting Terms for Job Seekers to Familiarize Back in the job-hunting market? Still, understanding five of these crucial recruiting terms allows you to navigate the job market effectively and master the sometimes confusing hiring language.

Hiring 122

Hiring Lead Rank Lead Scoring Networking 122

Zoominfo

MAY 8, 2019

So, when we say company and contact data , we’re referring to information regarding your target contacts and accounts including contact information, firmographic data, technographic data, demographic data, and more. Bypass gatekeepers. Spend less time searching and more time selling. Qualify and prioritize leads quicker.

Data 193

Data Sales Process B2B Company 193

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. The C-suite typically refers to the executive- level managers within a company. Think Chief Executive Officer (CEO), Chief Financial Officer (CFO), Chief Marketing Officer (CMO), etc.

B2B 162

B2B Gatekeeper InsideView Face-to-face 162

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. Customers buy because they like and trust your account based selling team—or because someone they like and trust has referred your team. and try every ploy to get around the gatekeeper.

Account 285

Account Referrals Lead Generation Cold Calling 285

Hubspot Sales

OCTOBER 26, 2022

Capitalize on your inbound marketing. Learn how to communicate with gatekeepers. Understanding how to reference a cold call script without reciting it. It's the archetype of a company with the needs, interests, budget, market position, and scale — among other factors — required to be interested in a solution like yours.

Ideal Customer Profile 91

Ideal Customer Profile B2B Prospecting Gatekeeper 91

No More Cold Calling

JANUARY 24, 2019

In fact, that’s why many buyers shy away from gated marketing content.). You call a lead that marketing has “qualified.” The key to qualified lead generation is being a welcome call, and for busy executives and their gatekeepers , cold calls are definitely not welcome. Still chilly.). The person’s name came from a specific list.

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

No More Cold Calling

JUNE 7, 2018

Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs still aren’t making quota. Reps cold call, send cold emails, do cold outreach on social media, and rely on marketing to nurture prospects and send them qualified leads.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

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

Zoominfo

MAY 21, 2020

Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing, or ABM ). If you don’t have their direct-dial phone number , you could plan to spend a lot of time negotiating with admins and other gatekeepers, or pressing buttons to navigate the phone tree. Sounds good to us!

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. The C-suite typically refers to the executive-level managers within a company. Think Chief Executive Officer (CEO), Chief Financial Officer (CFO), Chief Marketing Officer (CMO), etc.

B2B 100

B2B Gatekeeper InsideView Face-to-face 100

Hubspot Sales

APRIL 2, 2021

The Gatekeeper. The gatekeeper is usually an executive assistant or associate of the decision-maker. In some instances, it is beneficial to work with the gatekeeper to build trust with them and have them vouch for you with the decision-maker. Enter gatekeeper marketing. Build trust with gatekeepers.

Decision Maker 113

Decision Maker Influencer Gatekeeper How To 113

Anthony Iannarino

APRIL 2, 2019

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. When it was difficult and expensive to get attention, gatekeepers discriminated against what they considered weak material.

Gatekeeper 88

Gatekeeper Face-to-face Lead Rank Lead Scoring 88

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 B2B Direct Mail 293

Smooth Sale

FEBRUARY 29, 2024

But most are unaware that ‘gatekeepers’ reside within our mindset, preventing us from achieving business growth and our desires. RESOURCES FOR PERSONAL AND BUSINESS GROWTH: Advisorpedia Publishes information to help advisors build their practice, and those interested in the markets choose investments and find inspiration.

Hiring 110

Hiring Gatekeeper Media Benefit 110

No More Cold Calling

FEBRUARY 20, 2014

As salespeople, it’s our job to ensure customers get the correct solutions for their business challenges—so that they keep buying from us and referring us to other great clients. Lies You Tell Gatekeepers. Gatekeepers can smell phoniness a mile away. Read “ Lies You Tell Gatekeepers.”). No lies necessary.

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218

DiscoverOrg Sales

NOVEMBER 27, 2018

Hyper-personalized cold emails are a main tenant of account-based sales approach (related to Account-Based Marketing, or ABM.). If you don’t have their direct-dial phone number, you could plan to spend a lot of time negotiating with admins and other gatekeepers, or pressing buttons to navigate the phone tree. In that case, walk away.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Zoominfo

OCTOBER 21, 2021

Through consistent processes, leaders derive quick insights on how its sales organization attacks their market. Its made up of the following: Total Addressable Market (TAM): The entire spectrum of prospective buyers who could potentially use a product — even the outliers. Needless to say, while accounts buy, ultimately, people decide.

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

Women Sales Pros

FEBRUARY 15, 2019

They’re the same habits that may be keeping you from getting past gatekeepers or closing more first appointments. You have to be able to address prospecting objections from gatekeepers through decision makers. Ask for a referral to the right contact, then call and reference your initial call as an introduction. That’s simple!

Cold Calling 118

Cold Calling Gatekeeper Decision Maker Call-back 118

Increase Sales

NOVEMBER 6, 2015

Being referred into a company by someone who is already known and trusted is like winning the Lottery. No cold calling, no stonewalling by the gatekeeper. Market trends are identified. So I crafted this How-To-Refer-Me-Tool and also provided an Example-How-to-refer-LHS. Life and sales are good!

Referrals 70

Referrals Ideal Customer Profile Small Business Small Business 70

No More Cold Calling

NOVEMBER 14, 2013

Your competitors have access to the same data, social-selling tools, and marketing applications that you do. You don’t have to worry about getting past the gatekeepers or heading off the competition, because you have the best possible competitive advantage—a relationship. So how do you ensure that buyers choose you? Here’s a hint.

Competition 218

Competition Referrals Gatekeeper Social Media 218

Sales and Marketing Management

SEPTEMBER 4, 2018

In this context, I’m referring to companies that sell their products and services directly to their customer base rather than selling through retail or other sales channels (distributors, value-added resellers, system integrators, and so on). Are you looking for someone to bring in new business, sometimes referred to as a “hunter”?

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

No More Cold Calling

AUGUST 23, 2018

In doing so, you become a trusted resource —exactly the kind of salesperson people want to work with, and want to refer. You’re jeopardizing your relationship by assuming the other person even wants to refer you. Most people only refer others they trust. Why Is Social Selling Important? Social media lead generation can help.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Adaptive Business Services

JUNE 8, 2022

Gatekeepers – State your name and company. Get the gatekeeper’s name. Even if they don’t buy, will they refer? You are not internet marketers hoping for a 1% return based on thousands of touches so … don’t act like one. Schedule an appointment! I might simply ask. “I Know who you are calling for. Can they buy more?

Prospecting 71

Prospecting Lead Rank Lead Scoring Face-to-face 71

Sales Hacker

AUGUST 2, 2019

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. DRIP: The Secret to Reliably Penetrate the Market.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

No More Cold Calling

APRIL 2, 2015

Your customers buy from you because they like and trust you and your organization—or because someone they like and trust has referred you. There are hundreds of great applications that help us work more efficiently—including CRM, marketing automation, social-selling tools, advocate platforms, and more. Competition?

Referrals 120

Referrals Cold Calling Guarantee Networking 120

CloserIQ

AUGUST 5, 2019

They don’t believe the over-the-top claims about ROI from sellers; They don’t have time for endless discovery questions – their workload is tremendous; They don’t care about all the outreach efforts being shot your way (refer to the last point); and . If you can understand these few points about C-suite buyers, you’re halfway there.

Buyer 89

Buyer Gatekeeper Vendor Decision Maker 89

PandaDoc

DECEMBER 19, 2022

The inbound route leans on different outreach efforts: content marketing, social media marketing (often using LinkedIn as the most popular professional social media), email-drip campaigns that are usually within the purview of the marketing department, and any sales pitches, as well. Sales leads vs. prospects vs. customers.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Zoominfo

MAY 21, 2020

When You’re Using an Account-Based Strategy Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing , or ABM). Check Out ZoomInfo’s Tips for Outreach Texting How To Write A BASHO Cold Email (With Examples) Like many B2B companies, ZoomInfo has such a wide total addressable market.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

criteria for success

OCTOBER 28, 2021

For this week's blog post, I sat down with our CEO and Founder, Charles Bernard, to discuss why old school hunting in sales outreach doesn't work in today's market, and what new school outreach asks of salespeople and leaders. So why do you have to talk to a gatekeeper who's just there to say they don't have an answer?

Hiring 98

Hiring Banking Call-back Trends 98

Smooth Sale

JULY 24, 2018

To my great surprise, Clyde referred some of his favorite clients to me as he is retiring. Call after 5:00 pm – the time the gatekeepers generally leave for the d ay. All of today’s insights apply to the job hunt, and communication strategy for employment interviews. Don’t annoy people with continual follow-up.

Follow-up 84

Follow-up Referrals Gatekeeper Decision Maker 84

Hubspot Sales

OCTOBER 5, 2017

Gatekeeper: Person in charge of communicating or preventing information from reaching a decision-maker; for example, receptionists or personal assistants. We usually have to go through a gatekeeper to reach them. Say our target market consists of small to medium-sized businesses with anywhere from 100 to 1,000 employees.

Prospecting 144

Prospecting Tools Top of Funnel Lead Rank 144

SalesHandy

FEBRUARY 23, 2021

Depending on size of and scope of responsibilities, CEOs and CTOs could also be part of the decision making process in that market. If you’re targeting a certain industry or vertical within your market, it’s crucial to know how companies in that space are set up. Connect and bypass gatekeepers earlier.

Decision Maker 69

Decision Maker Company How To Campaigns 69

SalesHandy

FEBRUARY 23, 2021

Depending on size of and scope of responsibilities, CEOs and CTOs could also be part of the decision making process in that market. If you’re targeting a certain industry or vertical within your market, it’s crucial to know how companies in that space are set up. Connect and bypass gatekeepers earlier.

Decision Maker 52

Decision Maker Company How To Campaigns 52

Sales Training Advice

FEBRUARY 5, 2010

” * “The other secret to getting that top executive on the telephone is to send the gatekeeper back as many times as you can, each time giving very little information.” He advocates sending the gatekeeper back so many times that the CEO finally gets fed up and tells her to put the call through. Assistant: Yes.

Decision Maker 42

Decision Maker Gatekeeper Cold Calling Face-to-face 42

Sales Training Advice

JULY 14, 2012

You interrupt the person, they don’t expect your call, and they might not even believe that the person you mentioned actually referred you. CEO, VP, IT, Marketing). * by Richard Fenton Gatekeepers By Sharon Drew Morgen TheTop 10 Reasons Why Salespeople Get Outsold By Dave Stein. Yes, a cold call.

Referrals 42

Referrals Cold Calling Gatekeeper Guarantee 42